the cartoon dog

• you are making a living based on your own personal skills and talents.

• you are a multi level marketing distributor

• you are a mostly-commission sales person

• you own a business of very few employees

• you have limited capacity

• you have limited capital

If your business is very small and largely dependent on the skills and talents of one person, you are most likely an underdog.

Rejoice and be glad in it.

Over 90% of all business entities are small enough to be considered underdogs. We are many and we are the spirit of American commerce.

We are each one unique and we serve well our local communities.

We are underdogs mostly because we think and act too much like our fat cat / big business brothers.

Most of what we know about sales and marketing we learned from TV where we saw big business spending big bucks to reach big audiences. And here we are now running a very small business with limited capacity and a smaller market niche.

These big business strategies are not for us. Copy not, and question everything a big business does.

David defeated Goliath with a sling and not the big business standard of the day. We too must find smarter, more effective and more efficient ways to acquire our customers.

Small is beautiful. Be defiant, outwit the giant.




Most of us have learned about marketing, advertising and sales by watching TV where we witnessed big business, spending big bucks to reach big audiences.

Some of us went further and studied how to spend big bucks to reach big audiences so we could be hired by big business.

And now, we are running small and or micro businesses and do not have the big bucks to spend.

Welcome fellow underdog.  Without the big bucks to spend, what can and will we do?

Stop focusing on quantity and start focusing on quality; quality connections, quality Linkedin connections and then meeting these connections for coffee.

As an underdog business owner, it is the people we meet who will hire us, endorse us and refer us.  The people we meet, P2P, are the people who will grow our business.

What can we do?  We can meet at least one new person every day, P2P — person to person.  And build a list (also known as a network) of quality connections.


the cartoon dog

When your cash flow is in danger

When your prospects act like strangers

When your business plan has turned to fog


There is one thing you should learn

When there is no one else to turn to

Call . . . . . . . for Underdog


He will fix your LINKEDIN page

And help you find the words to say

To differentiate you from the mob


There is one thing you should learn

When there is no one else to turn to

Call . . . . . . . for Underdog





Every business has a humble beginning. It begins with one sale and grows from here.

No matter how brilliant the idea might be and how perfectly the stars are aligned, a business grows ONE customer at a time.

ONE sale is extraordinarily great and 10 is 10 times the first, and there are many more before small becomes big.

Small means that every single customer is critical and must be well served through the prospecting step, the sales step and the customer service step.

And if we do not serve and learn from our customers and prospects while we are small, we will never become big.

Small is where we learn how to be a business. Small is where we learn what customers really want, how they want it and how can we really deliver it. If we overlook these small sales, we will never become big.



You do too much and it is preventing customers from hiring you and perhaps even meeting you.

The fallacy we often heard is that more lines in the water catch more fish and so if we say we do many things, it’s as if we have many lines in the water.

The analogy is incomplete. What’s missing is the bait at the end of those lines. What works is the right bait in front of the right customer at the right time.

The fish bait is akin to the service or product that a business offers.

Consider this scenario, you have a brain tumor and you are getting recommendations and researching doctors.

Among the many choices, here are two

Doctor AAA (anything, anybody, anytime)

10 years practicing medicine, my specialties are brain surgery, podiatry, acupuncture, radiology and nutrition.

Doctor B (Brain Surgery)

10 years practicing brain surgery. This is my specialty. It’s the only medicine I practice. I have performed over 500 brain surgeries and every patient is doing well.

There might be other reasons to consider when making this decision. But when it comes to an important matter, do you want a specialist or a generalist?

Most new and small businesses need to be special, super-specific and very good at what they do.

Jacks of all trades are everywhere. Top talent exists only at the top of the pyramid. Resist the temptation to do too much, instead, do one thing; one thing incredibly well. Call it your super-power.





10 questions about prospecting for new business in today’s internet world. Test yourself.

[1] LinkedIn is a __________________.

[a] waste of time

[b] networking event


[2] Networking and Prospecting have nothing to do with _________.

[a] people

[b] selling


[3] Prospectors are _____________ & _______________.

[a] obnoxious & pushy

[b] courteous & curious


[4] LinkedIn converts _________ into _________

[a] Likes, friends

[b] Strangers, Acquaintances


[5] People have concerns about strangers thanks to what?

[a] the media

[b] their mom


[6] Which is more important “satisfied customers” or “a community that trusts us”?

[a] either one, but not the other and definitely not both

[b] both: it’s a tie


[7] When would be a good time for me to ask you to change your mind?

[a] the very first time we meet

[b] any time, other than the first time we meet


[8] What are the 3 steps in the LinkedIn 3 Step prospecting process?

[a] boast – brag – ask

[b] Invite – Thank – Schedule


[9] The chances of anyone needing your product or service right now are one in ______.

[a] a million

[b] 20


[10] When we meet someone for the first time, how long should this 1st meeting last?

[a] all day

[b] not more than 1 hour


This quiz relates to the online tutorial SETTING APPOINTMENTS WITH LINKEDIN, which is available at Whether you have or have not experienced the tutorial, how do you think you fared?

The correct answer for every question is [b]. The tutorial lays out a strategy to being a professional and graceful prospector. And knowing these 10 answers brings you a little closer to being one than millions of others pretending to be so.

A professional prospector knows how to use Linkedin and sets appointments with 2 out of every 3 prospects they so choose.  Click here for the tutorial.



Big Businesses work with numbers. Underdogs work with people.

You may be an underdog if YOU are your business. And if so, every person you meet is valuable.

Every person you meet is a face and a human being, just as we are to them. We do not want them thinking of us as a number and we should not think so of them.

LinkedIn permits us to remember their face and who they are and where they came from. The LinkedIn profile is a perfect customer management device and it takes us no time to build it and access it. Every person that we meet is important to us and should be part of our customer management network — also known as our LinkedIn connections.

Be defiant; outwit the giant.



Even though we are all created equal and endowed with certain inalienable rights, often it is not the case and / or we think it is not the case.

When we feel the lesser, we are in an “underdog position”, so says author Amy Showalter in her book The Underdog Edge: How ordinary people change the minds of the powerful and Live to tell about it.

She cites many real life stories of how people in underdog positions have in fact influenced their big dog opponents and won the day. She writes about the strategies, tactics and mindsets that these ordinary / extraordinary people used.

Ordinary / extraordinary. That is the essence of underdog. When the game begins, the field is most unlevel and in the end, thanks to the cleverness, persistence and actions of these underdogs, it is nicely leveled.

The world is full of unlevel playing fields. We need more underdogs.

Be defiant. Outwit the giant.

b2b Tribe — New Magazine Serving Business Owners in Mecklenburg County


Business owners – we who own and operate – we are 90% of all licensed businesses. We are best served when we serve each other. This magazine is devoted to us. Here we can learn who we are and what we do. It is a brilliant resource for owner operators. Sign up and then meet up. What if, we collaborate more among ourselves?

Fabi Preslar, owner operator of Spark Publications, is inventor, publisher and editor.

First, we need subscribers. It’s free, sign up at And then, what if we collaborate more with each other? What if all our suppliers and vendors were our own neighbors? Can we raise the tide to float more boats?

There are many business resources within Mecklenburg county aimed to serve and assist small business owners and operators. If you have not already, you might reach out to these Charlotte resources;learn of their value; connect with them on Linkedin,

Ronnie Evans / SBA Network

Mike McGraw / GoSmallBiz

Bill Franklin / Mindset

Wanda Montano / TAB

David Cauble / Network Charlotte

Jeff Green / Collaborative Ventures

Richard Marcus / Vue Coaching & Sales TRaining

Jeff Wolfberg / CEO Focus

Don Minges / Fractional CFO

Gary Nowicki / Ace of Sales

Dick Timpone / Local Marketing Associates & . . .

Heather Johnson / The Creative Stack

They all bring value and support to Mecklenberg county business owners and they’re all members, I’m pleased to say, of Street Smart Sales Forum.

Business owners – we who own and operate – are 90% of all licensed businesses. What if we collaborated more often among ourselves?

I think this magazine can and will help. Subscribe. Meet each other. Collaborate.