By Carolyn Campbell

It is often when I’m teaching that I encounter the depth of my belief most powerfully. During a recent workshop I taught on The Art—and Zen—of Asking for Business, I was struck by how my belief in BEING in the Zen of life and CREATING from the Zen of relationship inspires everything I do. It really doesn’t matter whether it is in personal relationship or business—it all comes down to the Zen of being, and creating the freedom to ask for what you want without holding expectations for the answer. In our over-marketed world, it is so difficult to really instill this simple but very challenging belief.

Over the years, my own business has served as a great reminder that this principle applies to all aspects of our lives. If we ask a question because we need a particular answer, the exchange becomes stifled and limited.

For me, the Zen of Asking offers a far more interesting interplay. Yes, I have this idea, product or service. Yes, I know that I will find the ‘right’ partners. My ‘job’, along the way, is to seek out potential partners, clients or opportunities that will allow my vision to flourish. When I enter the conversation allowing them to say ‘yes’, ‘no’ or ‘something else’ (and it’s the ‘something else’ that I love most), relationships begin to grow. That’s the Zen. To know what you are seeking to create and begin to ask, “Who is a good fit?” Really, that’s all asking for business is…finding the good fit.

If you can let go of the need for a ‘yes’, all sorts of things can occur that you might never have considered. To do so, though, a few things are essential:

First: It’s critical that you hold yourself ‘on par’ with others. Far too often people view themselves as a ‘rung below’ the other, bowing to their opinion and seeking their approval.

So many folks I work with don’t realize that we small businesses and nonprofits do, in fact, drive our economy. When I share with people just how much our economy relies on small business, they are stunned. Here are some stats from the Small Business Administration, as of September 2009:

• The estimated 29.6 million small businesses in the United States employ just over half of the country’s private sector workforce and generate a majority of the innovations that come from U.S. companies. WOW!
• The number of women-owned firms continues to grow at twice the rate of all U.S. firms (23 percent vs. 9 percent).
• Black-owned businesses are the fastest growing segment.
• The number of U.S. businesses with Hispanic owners grew at three times the national average.
• The nonprofit sector’s revenues increased by 61.5%.

Yes, indeed, we are truly no longer a corporate-driven culture. Small business and nonprofits are central to America’s economy. Take a moment to notice: Big business is doing everything it can to market and package itself like a small business. Which raises the question, why are small businesses still trying to operate like old school “big business”?

Second: You need to know what you are seeking to achieve.

Third: You need to spot potential partnerships and know why you might be a good fit.

Fourth: Ah…this is where the Zen comes in:

• Start to cultivate partnerships, not because you need work, but because you want to build unions of common purpose.
• Be authentically, openly you—the ‘visionary leader’ you versus the ‘must get business’ you.
• Ask. Do a lot of asking.
  • Talk to organizations who serve your clientele to offer a class or presentation.
  • If you are seeking a grant, call the organization and ask if what you’re doing fits.
  • Ask a potential referral partner to tea. Take time to find out about them and ask about what you might have in common.
  • This list of ways to ask goes on and on.

The more curious we are about the world around us, the easier it becomes to find connections to build a common vision.

The Art: Respecting others’ time while honoring our own leadership and purpose.
The Zen: Being with others; taking time to be curious.
The Ask: Being clear, committed and open to yes, no or something else.

The Art and Zen of Asking. The glorious surprise of what comes next.

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Carolyn Campbell has more than 30 years’ experience working with non-profit and for-profit businesses. In creative and connecting ways, Carolyn melds her expertise in community outreach, education and business development to help clients expand their reach and increase their impact…using their unique approach to life. Her areas of specialty include leadership, visioning, outreach and community building.