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.
Ann Vanino is a personal coach, trainer and writer who specializes in helping people find fulfillment in their work lives. She has over 20 years experience in the business world, in the public and private sectors and as an entrepreneur. Ann’s book, Leadership on Trial: Lessons from The Apprentice offers readers seven leadership lessons from the popular Reality TV show. Her new e-book, Power Stories includes mythical stories of personal power at work. You can learn more about Ann and her work at www.MovingForward.net. Ann can be reached at Ann@MovingForward.net or 661-944-6329.
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