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Selling to the SMB Marketplace

Selling to the SMB Marketplace. Why the SMB market is unique. Difficult to reach. Why the SMB market is unique. Difficult to reach Limited budgets. Why the SMB market is unique. Difficult to reach Limited budgets Lack of understanding of their needs & your services.

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Selling to the SMB Marketplace

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Presentation Transcript

  1. Selling to the SMB Marketplace

  2. Why the SMB market is unique • Difficult to reach

  3. Why the SMB market is unique • Difficult to reach • Limited budgets

  4. Why the SMB market is unique • Difficult to reach • Limited budgets • Lack of understanding of their needs & your services

  5. Why the SMB market is unique • Difficult to reach • Limited budgets • Lack of understanding of their needs & your services • Lack a strategic approach to business

  6. Why the SMB market is unique • Difficult to reach • Limited budgets • Lack of understanding of their needs & your services • Lack a strategic approach to business • But … there’s a TON of them!

  7. Why the SMB market is unique • Difficult to reach • Limited budgets • Lack of understanding of their needs & your services • Lack a strategic approach to business • But … there’s a TON of them! • Huge variety

  8. The SMB “Cycle of Doom”!

  9. What Your Sales System Must Accomplish

  10. What your sales system must accomplish • Gets you on the radar of a lot of potential clients

  11. What your sales system must accomplish • Gets you on the radar of a lot of potential clients • Keeps you front and center until their elusive time of need

  12. What your sales system must accomplish • Gets you on the radar of a lot of potential clients • Keeps you front and center until their elusive time of need • Creates a preference to work with you over the competition

  13. Phone meetings before in-person meetings • Not just a prospecting call • A meeting - to feel comfortable holding meetings on the phone • MUCH more cost effective!

  14. Conclusion Your personal sales system Approach must compensate all the unique challenges SMB’s face… So you do not end up in The SMB Cycle of Doom!

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