Sales Strategies; Small business owners are generally cautious about investments that don’t directly help their company’s growth. In order to convince them to invest their minimal funds in your product, you need to prove unequivocally that the product’s value outshines its price and that it directly conforms to their own business objectives. You may achieve this by incorporating the sales strategies below along with the use of the free CRM tool.
Concise, comprehensive and credible presentation
While preparing the sales strategy, it’s useful to keep in mind that small business owners are predominantly busy individuals trying to get the companies off the ground. The presentation must therefore be holistic without seeming bloated. Aim to convey the facts with pizzazz to capture their attention.
Use the CRM tool beforehand to prepare an overview of your proposed sales strategy. CRM will help give you a keen insight into sales forecasts and scheduling information of other salespeople which will enable the preparation of a well thought-out sales strategy. This can then be conveyed to the small business owner in no uncertain terms.
While preparing the presentation, ensure that you have a handle on the type of questions or objections they might have so you can have some surefire responses ready.
Stress on how your product helps them
You, as the salesperson must put together a veritable case in support of your product through multimedia demos, customer testimonials, and media reports. A bonus would be to end every part of your presentation with a special customized line just about how that relates to the particular small business you’re pitching to.
Make sure to assure the customer of the fact that your company always delivers on its promises. Recall that small business is characteristically weary of reckless investments. Your job would be to highlight all the times your company has come through for your other customers.
You can use the CRM tool to pull up details from other customer accounts and prepare charts which illuminate your company’s order fulfilling speed, the speed of customer service, and other relevant metrics. If there’s anything that impresses small businesses, it’s consistency in performance and stability over long periods of time.
Prove your product’s significance
Research is the key to this strategy. You need to dig deep into the company website, social media, and other media avenues and ensure that you have a grasp on the type of product the small business is selling, their long-standing objectives, and where their priorities lie. Based on this, you will need to highlight your own product’s benefits to mirror what the small business hopes to accomplish themselves.
More importantly, you need to identify their current limitations; the shortcomings that’s preventing them from truly expanding. Based on this, you can construct a strategy where you emphasize how your product will fill the gap between the current situation of the business and its eventual success.
Once you’ve done that, the customer is reeled in. To close, you’ll need to explain how the product goes one step further; that not only does it help combat shortcomings but it helps with achieving long-term growth for the business.
Emphasize value over price
Throughout the presentation, essentially what you’ll need to aim for is to present a clear picture of exactly how valuable the product would be to that particular business you’re pitching to. Only a successful implementation of this would ensure that once the talks about the pricing startup, the customer won’t balk at the amount of money you’re asking for. They should enter into negotiations with the thought that your product is of utmost value to them, so that by the time you negotiate, your asking price would come across as a bargain.
Pro tip: Don’t offer any concessions or discounts right off the bat. That shows a hint of desperation and doesn’t convey the convey the value of the product. However, if pressed, you can tie in concessions with additional orders or advance payments, so the negotiation feels equal in the customer’s mind.
Sustain customer relations
After the initial pitch, if the business agrees to enter into a purchasing contract with your company, that should not be taken at the end of the road. Any successful business gets to be that way through long-standing customer satisfaction. It is important to transform one purchase from a small business into a mutually beneficial relationship.
CRM applications can store detailed information regarding all client interactions. This information can be used by the sales and marketing teams to anticipate customers’ needs better. Foreseeing a client’s needs and trying to proactively fulfil them shows tremendous incentive and lets the client know about the personalized importance you’re giving to their account.
Consistently providing personalized customer service will help you build a loyal client base. CRM can help you in this regard by managing all your client accounts and sales records.
These sales strategies coupled with the use of the CRM tool will ensure that you have an excellent handle on pitching to small businesses and combating the unique challenges that it poses.