Don’t be surprised if someone you think is low on the totem pole actually has the ear of a key decision-maker. Small business teams are often tight-knit groups. They’re in “business.” Sometimes it’s best to just keep it at that. You might think it’s a great idea to try and show that you understand their concerns by talking about “small business” over and over again, but the word “small” is sometimes a word to be avoided. Small business owners are independent people who take pride in their business and self-identify with it, often to a large degree. Keep motivation strong so that you can continue pedaling (and peddling) no matter what each day brings. You need to keep dialing and following up in order for good things to happen. You know as well as anyone that sales don’t make themselves (unless its your lucky day). Your prospects are people just like you, and it always pays to remember that. What are they concerned about? How might they perceive a mobile app seller calling them up? What would help them feel more comfortable? Instead, take a moment and put yourself in their shoes. Treat the Customer Like a Personĭon’t treat your prospects like a sale. This can take some effort, but you need to invest the energy to adapt the mobile world to suit the customer, not the other way around. Whatever you have, the goal will be to find the ways that it can deliver value to your prospect. Work to Make it Workĭon’t try to mold the customer to your reseller business, mold your business to the customer. If you’re too busy selling and driving the conversation toward a closing to hear these valuable pieces of information, you’ll miss out. Then you’ll know exactly how mobile can help them accomplish something that you know is important to them. The most important thing you can do is listen to a customer’s needs. The result is that you’re more well prepared to discuss your prospect’s business and to find a way for mobile to fit in. You might even spot a great opportunity that mobile strategies would be perfect for. When you pick up the phone to call a prospect, it often pays to take a quick look at their website to see what the business is about. We often emphasize this point, but it’s critical. These things are good to do all on their own, but the business benefits are nice, too! 2. And be sure to show your activities on your social media profiles and website, so that people can get a sense of your commitment to your area. Participate in community events, chamber of commerce meetings, get active in fundraisers, sponsor kids’ sports teams, and more. Don’t just hide behind your website and reach out only when you need to make a sale. Join the CommunityĪ stranger is viewed with a skeptical eye, but a member of the community is one step closer to being a friend. There’s almost always an opportunity to improve, or to test out a different sales method, so we keep jotting down our notes and writing up posts with our favorite tips. While there are common issues, certain strategies that work in one context are actually harmful in the others. Selling to large companies, selling to consumers, and selling to small businesses are all three very different kinds of selling. But we don’t want anyone’s approach to get too stale when it comes to our white label resellers. We know, we know: we’ve offered tips before.
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