When working to pitch sales to small businesses to get their attention and business, don’t use too much jargon and abbreviations that not even an experienced individual would use initially. There’s no point in targeting businesses that’re newly registered because some have zero funding and probably don’t know what their future customer base. The best way of doing business is making sure that what is pitched fits the businesses that will use the business program or cycle that is being offered. If what is offered doesn’t fit with future business vision, it’ll be rejected since it is a model that is often avoided lately due to the short-term advantages. Long story short, if the small business venture isn’t what is in the targeted area, don’t offer anything because it won’t be received well at all.
- Compared to enterprise firms, SMBs (small- and medium-sized businesses) have less bureaucracy and therefore shorter sales cycles.
- Lead qualification is especially important for SMBs so you don’t waste your time on bad fits.
- SMBs tend to be risk averse, so put them at ease with free trials and shorter contracts.
“Enterprise firms tend to have bigger budgets and more purchasing power. And at the end of the day, that’s all it boils down to, isn’t it?”
Read more: https://blog.hubspot.com/sales/smb-sales