Welcome to Small Business Trends radio. I'm Anita Campbell your host. And I'm so glad you could join us today. This radio program's a companion to the Small Business Trends website which you can find at smallbiztrends.com. That's small b-i-z trends with an s, dot com, all one, no hyphen. In a few minutes I'll introduce today's terrific guest, Frank Griffith. He is a self-made entrepreneur, highly successful, and chairman of a holding company called Griffith Holdings. Frank is going to be discussing a topic of great interest to anyone who has ever started or run a service business, and who may have come smack up against that problem of service businesses, which is, they just don't sell very well. If you are selling your time, in other words, if you're charging for the number of hours your company spends performing a service, eventually you find you just run out of hours. And so you have to look at something a little different. You have to look at selling the value of what you're delivering. And so Frank is going to be talking about that with us today. He's got some interesting takes on the problem, and I know you'll find it very valuable.

I also want to thank our sponsor, Six Disciplines. You can visit Six Disciplines on the web at sixdisciplines.com/va. All right. Well let's get started on today's show. A regular feature we do is called Today's Trend. And so I'm going to take a minute and describe today's trend for you, affecting the small business market. And today's trend is "welcome to the service nation." At least once a month I get a question like this. Which industries in the United States have the most small businesses? Or the question might be how many small businesses are involved in service industries versus manufacturing? My answer, America is becoming the service nation. More and more of us are employed in service producing businesses. In fact, most people don't believe me at first when I tell them the numbers. So just how many people work in service industries? It's nearly 80%. Eighty percent of the 131 plus million non-farm workforce in the United States is employed in a service producing industry. That number has grown over the past five years...
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