-
Other Sites
-
Admin
Search
Blog Bling
Jul
14
Streamline Your Sales Processes for Happy Customers
July 14, 2005 | Anita Campbell
According to the SBA’s Office of Advocacy:
“Advocacy’s research shows that small businesses pay an average of $6,975 per employee annually to comply with federal regulations – 60% more than large businesses.”
I cite this statistic here as an example of how extra paperwork, extra meetings, or extra staffing hit small businesses harder than large businesses.
The same goes for lengthy sales processes and implementation projects. They can easily take up so much time that instead of offering relief to a small business, they become a burden.
Most of the time when selling a big ticket item to small businesses, you will be dealing with the business owner directly or a member of a thin management team. Often they wear multiple hats and won’t have staff to delegate to. They won’t be able to absorb as much extra work internally as a larger customer might.
The best advice I can give any company – especially a large company – selling to small business is: streamline your sales processes and implementation projects. Cut them down to the bone. You want the small business to feel relief that you can help them through their challenges, not frustrate them by adding to their burdens.
Tags: Business; small business; sales
