Small Business Sales:
Business-to-Business Selling

Ideally business-to-business selling will be an easy process. However many small business owners don't want to sell (it's just not something they think they can do well).

Some even think their product or service is so great, it should sell itself.

One reality is that selling takes time and effort.

It's hard work. But there is a process to it (and it's not magic).

Another reality is that products and services do NOT sell themselves.

Selling is a focused activity. Your small business growth strategy must include writing a marketing and sales plan. By writing a marketing plan first, small business owners can build the foundation for successful sales activity. Without a marketing plan, sales efforts are often weak and unfocused.

Business-to-Business Selling Checklist:

(Business-to-Business is also known as B2B or BtoB and it is different than Business-to-Consumer or B2C or BtoC selling.)

1. You know your product or service.

2. You know your business (you own it; you better know it).

3. You know what’s unique about your product or service – you can list your product’s or service’s, features, advantages and benefits without looking at a ‘cheat sheet’.

4. You develop a contact list of prospects.

5. And then, you make your sales call.

   But, you can't get past the 'gatekeeper' (this could be a receptionist, a secretary or worst of all - a voice mail system). If the gatekeeper is a receptionist or a secretary or any other live body - be nice, be reasonable, find a way to have them help you to get to the person making a buying decision. If a voice mail system, don't call - go in person and make inquiries at the front office counter.

6. Do you have your sales story ready? What is it about your product or service that has value for your prospective client.

7. Through your sales efforts, move your client to want your product or service (towards your desired result).

8. Whatever you promise – deliver (and, if possible, over-deliver).

9. Follow up and follow through on the sale. Make sure your client was not only satisfied, but delighted. The goal is to develop clients into repeat customers.

Small Business Sales can be challenging for the small business owner, but it is also very rewarding on a personal level (the feeling of success at the 'sale') and on a business level.

By writing a marketing plan (which must include a sales strategy), and by executing that marketing plan, your business growth strategy objectives will be met. Focus on sales. If you do not want to do the selling, either hire someone to do if for you or outsource it.

But remember, as a small business owner, whether you recognize it or not, you are always selling your business capabilities.

Return from Business-to-Business Selling to Selling.

Or Return from Business to Business Selling to More For Small Business.