MARKETING YOUR SMALL BUSINESS PRODUCT OR SERVICES
By Ann Vanino
Copyright 2001 by Ann E. Vanino
All rights reserved in all media.
As a small business, you can sometimes find yourself in a competitive position with larger businesses. When you are selling your product or service, here are some approaches for convincing the customer of the advantages of dealing with a small business and why your product or service is the one to meet their needs.
Advantages of Small Business Services
- Small businesses provide high quality work. They do not survive unless they do.
- Each customer is important. Their business matters.
- Customer knows who will perform and be accountable for the work. There are no last minute substitutions or delegations. The quality and specifications of your product are dependable.
- Communication is straightforward and employees are accessible. Product information is readily available.
- Prices are not inflated due to high overhead.
- There is flexibility not always available from large organizations.
Your Image
- Demonstrate competence and understanding of the customer's needs.
- Provide examples of how your product or service has met other clients needs.
- Clearly articulate how your product or service will meet your customer's needs.
- Inspire confidence. Building relationship is a big advantage, but alone, it is not enough to sell your product or service.
Common Doubts People Have Regarding Small Businesses
- They do not have the resources to back up their product or service.
- They are too small to assure liability protection and could be gone tomorrow.
- They do not understand the needs of large organizations.
How To Relieve These Doubts
- Inspire confidence by knowing your stuff.
- Develop relationships with other businesses to provide needed products or services that your business cannot provide.
- Directly ask the customer if they have any concerns and address them.
- Have the insurance you need to accept appropriate liability or a good reason why you don't.
Your Performance
- Provide a good product and do good work.
- Keep in touch with the customer.
- Meet all your customer's needs.
Copyright 2001 by Ann E. Vanino
All rights reserved in all media.
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