To be really profitable it is important to be a recognized expert in your field.  This is not as difficult as you might think. Look around and see how many people really excel. Most people simply do nothing more than what is absolutely required. All around you, mediocrity reigns supreme.

Those in the top 5% of their field are in demand and make the highest incomes. To be in that top 5% there are two basic things you need to do. First you must have or develop excellent communications skills. You must be able to get your message across clearly. If you already have those skills you are head and shoulders above most other businesspersons. If you don’t have those skills, work to improve your vocabulary and your communications skills. There are colleges, adult education programs and even home study courses to help you with this.

The second thing is to learn everything you can about your field. It isn’t enough to know what you need to get by. You must be prepared to help your potential customers to get exactly what they want or need. You have to be able to visualize and explain how you will create or deliver the product they want at a price they are willing to pay. Magazines, books and trade journals help. Go to trade shows and talk with other business owners. Learn what others are doing and how and why they are doing those things. Find out if these methods will work for you. Or, perhaps they will serve as the basis for some new methods of your own. Don’t just accept existing methods as the end all. Create your own ways to do things.

When you are visiting a business of any kind, study the way they do things in detail. You will be surprised how many great ideas will come to you from studying even companies that seem less than competent. Not that you will use their methods but something will make you think and could lead to some really useful information.

You will probably be driving to various locations to bid jobs. Instead of spending that time listening to news or music or letting your mind chatter away, listen to motivational tapes. There are many good ones on the market. Wayne Dyer has some excellent tapes. Earl Nightingale, who died many years ago, had many excellent tapes. His tape set entitled Lead The Field is my favorite. You can probably get a copy from the Nightingale-Conant Company or at some bookstore that carries used books. These tapes help to instill the values that are important to any one but especially to self-employed persons.

Go the extra mile for your customers. Don’t nickel and dime them for small items. Price your work or products so you don’t need to sweat the small stuff. Never make promises that you can’t keep. Always deliver what and when you say that you will. Treat customers as if they are the most important people in your business because they are. Be confident and positive with your customers because it builds trust.

Don’t criticize your competition to your customers. Sell yourself and your products in a positive manner. If your competitor is doing poor work, his reputation will follow him. Mentioning or dwelling on the negative, may diminish your rapport with a customer.

Be open to new and unique ideas. Explore new possibilities and be creative. There are many ways to do things. Some people are so hung up on their “right” way to do things that they are not receptive to new ideas.

Simplify everything. There is almost always a simpler way to do things if we just take the time to find it. Simpler methods save time and that translates into more profit.