1. Selling to the SMB Marketplace

2. Why the SMB market is unique Difficult to reach

3. Why the SMB market is unique Difficult to reach Limited budgets

4. Why the SMB market is unique Difficult to reach Limited budgets Lack of understanding of their needs & your services

5. Why the SMB market is unique Difficult to reach Limited budgets Lack of understanding of their needs & your services Lack a strategic approach to business

6. Why the SMB market is unique Difficult to reach Limited budgets Lack of understanding of their needs & your services Lack a strategic approach to business But … there’s a TON of them!

7. Why the SMB market is unique Difficult to reach Limited budgets Lack of understanding of their needs & your services Lack a strategic approach to business But … there’s a TON of them! Huge variety

8. 1. You start selling. 2. You find an opportunity! 3. They want something custom… 4. You offer to do it at too low of a price. 5. You scramble trying to figure it out. 6. You stop selling for too long… 7. You start the sales cycle all over again. The SMB “Cycle of Doom”!

9. What Your Sales System Must Accomplish

10. What your sales system must accomplish Gets you on the radar of a lot of potential clients

11. What your sales system must accomplish Gets you on the radar of a lot of potential clients Keeps you front and center until their elusive time of need

12. What your sales system must accomplish Gets you on the radar of a lot of potential clients Keeps you front and center until their elusive time of need Creates a preference to work with you over the competition

13. Phone meetings before in-person meetings Not just a prospecting call A meeting - to feel comfortable holding meetings on the phone MUCH more cost effective!

14. Conclusion Your personal sales system Approach must compensate all the unique challenges SMB’s face… So you do not end up in The SMB Cycle of Doom!