If you are selling software to businesses, the first question to answer is, how big are the businesses? Selling to small business owners is a completely different thing than selling to Fortune 500 companies. Here are a few differences and things to think about:
Think about the ramifications to selling to another business. Prepare before you promote. Keep your target in mind when creating promotional materials.
- Big and small businesses have different tolerance levels for high prices.
- Big businesses in some cases consider a higher price to be a sign of quality. Small businesses may also believe this, but may go elsewhere if the price is too high.
- Big and small businesses have different expectations of follow-up service and support.
- There are a lot more small businesses in the world than large corporations, but large companies are well known and easier to directly target.
- Often, large corporations have formalized rules for purchasing software that must be followed, or they require legal contracts to be signed. Small businesses are usually much more casual about these things.
- Finally, selling business to business (B2B) is often easier than selling to consumers because there is less competition.
Monday, January 1, 2007
Selling Small Business vs. Fortune 500
Greg Sommerville, a computer consultant who advises software companies on selling tactics wrote in a recent article a few tips on the differences between selling to small and large companies.