Qualify early and thoroughly: Your profitability will increase when you focus only on the customers that fit your product and can see the most value from it.You could do this with some type of guarantee, providing monthly instead of annual contract options, offering a free trial, or providing clear social proof from similar businesses. Lower the risks:Since SMBs don’t have as much cash to throw around, make the decision easier by lowering the risk to them.This is a prime opportunity to lean into referral sales and get that word of mouth going with a partner program. Lean into referral sales: Small businesses tend to have a tight network and work together with other small and medium-sized businesses.Make the SMB buying process easier by giving them an option to purchase without talking to sales. Offer a self-service option if possible: While many providers require you to speak with a sales rep before buying, SMB buyers don’t always need that option. Take a consultative approach to sales : Salespeople who offer expertise can guide SMB buyers through the process and help them understand what they really need to close deals.Wondering how to sell to SMBs and what makes their sales cycle unique? Here are a few of our top tips: Small businesses are typically not recognizable brands, so featuring their logo as one of your customers in marketing materials doesn't have as much value as well-known brands.Transaction size is smaller, and thus the amount of time and money you can invest in pursuing individual deals is also capped.Small business customers that are happy with your solution will often refer you to other small businesses. Oftentimes you just need to get the buy-in from one decision maker. SMB buyers make decisions faster with a lot less complexity than enterprise or medium-sized businesses.You can become very creative and targeted with your sales approach, and experiment more to find out what works. You have a huge pool of potential SMB customers because there are so many small businesses.Here are the main pros and cons of selling to SMBs: Making up 99.9% of all firms in the US, there’s no shortage of small businesses out there. Small businesses are typically run by the owner and have less than 100 employees, most of them are in the range of 5 to 25 employees. SMB stands for small-to-medium sized businesses, which can be anything from a local design shop to a restaurant to an eCommerce store to a software startup.
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