![]() ![]() There’s just not as much money to throw around and small business owners are just a lot more sensitive to it. Make it an “ROI” conversationĪlong the lines of the last point… short term sales matter more to small businesses than big brands because of issues like cashflow. When you’re selling to small businesses, make it super clear what those hidden costs are and put a dollar amount on it.Ī 4Ds attendee asked me a question along similar lines a while back and that’s exactly what I told him: 2. They can’t “see” it so it doesn’t register for them right away. They can’t “see” hidden hosts, so it’s harder to understand.įor example, you can’t expect them to understand the cost of training employees, or the cost of lost productivity in choosing one tool over another. ![]() To them, cash is king – the cash that they can actually see going into the register or in the bank account every month. Many small business owners have saved up for years or decades to buy their businesses or they’ve spend years building it from the ground up. Small businesses tend to be very “literal” in the way they look at cash and their bottom line. ![]() Here are a few things to keep in mind when you’re selling to SMBs: 1. I really think that my opinions and suggestions on selling to small businesses can add value to many of you because I lived that life – I operated and navigated within a small business environment for much of my 20s. ![]()
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