Empower your small business with a tool that enhances business closing sales for small businesses

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this is three facts about selling to small to medium-sized businesses or SMBs I'm Alex Berman from inspired beats 20 million dollars in leads generated in the last year two million dollars in sales and let's jump into it so I've been talking to a lot of companies recently that are trying to break into the SMB space right small to medium sized businesses are a little bit larger than startups right which is what a lot of people target but they're also smaller than fortune 500 forty five thousand which is also a very popular target however they are the easiest to sell to and it's a huge opportunity if you can break into the SMB space so here are three facts about selling to small to medium businesses and how you can break in so let's let's jump into it number one the founder is the decision maker so I was talking to a wide group of of clients for us one is a company that's selling dental offices and for them even the larger dental office is maybe 500 dentists offices that are run by three or four dentists in the entire country most of them are run by a single dentist but even in the larger dental offices there's one person that's the founder and that's the only lead that they want it because those are the guys that actually make the buying decision the same is true for SAS startups if you're a co-founder or you're targeting the the founder that guy is gonna have the sign-off factories and restaurant groups I talked to the the head of a restaurant group recently and he is the he's the founder of there and he is the decision maker so if a company's under a hundred employees at the end of the day it doesn't matter what vetting process the company puts you through when you're trying to sell to them that founder is the one who's going to be putting in their credit card or actually paying or filling out the ACH transfer regardless of what anyone's telling you so you're selling directly to that founder that means you know give your pitch to the lower guys but just know at the end of the day unless your pitch is very very solid and those people are able to like push you through all the way up to that founder if you're not talking to the founder in a company under a hundred employees you're probably not going to make the sale if you're if your product is you know any decent amount of money let's say over $1,000 so that's number one number two is founders live in their emails so I was working with a company recently still working with them who wanted to buy leads from inspire beat super targeted leads they had their targeting they had it all mapped out and what this guy wanted to do is take those leads and send them books send them gifts to basically introduce him to the company and warm him up and he's gonna do that I think he might be successful at it but it's not necessary especially when you guys are just starting out so these founders live in their emails they're checking their emails all the time when we send out emails we get 80% open rates and responses within 30 minutes on these smaller businesses normally we only have to send a maximum of two follow-ups before we're able to get high book rates and that's because these founders they love their email so you could try other tactics like cold calling these b2b companies you can send them packages like this other guy but just know sending a hundred emails right spending a couple hours and just writing out 100 cold emails for your product to these SMBs is gonna be a lot more valuable than writing a book or hosting a live webinar or some kind of product project to to bring them in so that's number two number three they have budget if you can give them ROI right small businesses aren't broke supporting a 10 person or a hundred person team means paying between 10 and 100 salaries right that's hundreds of thousand dollars or even millions of dollars a year in revenue so these companies have revenue right if you pitch the founder who's the decision-maker and you give a solid ROI as your pitch you'll find them very very easy to sell to so four inspired beats we do lead generation and outreach usually it's as simple as going over our conversion rate right when we send a cold email we're able to get a two to three percent meeting book rate which once you tell a founder that they're like oh two to three percent meeting book rates so you send 100 emails and I get three meetings I know that I normally close you know one of three meetings and one close is worth 50 grand for me so that's a no-brainer so if you can take the ROI of your product and boil it down as small as possible you will find selling the smbs incredibly easy you'll see you might even see some same call or same day closes those are the three facts about selling to small to medium businesses to recap one the founder is the decision maker always two founders live in their email and three they have budget if you can give them a solid ROI so some homework for you leave a comment on this video right now take the value that your product or service could give to a small business and put it in one sentence I want to see the value in one single sentence something that would be able to be pitched in a cold email focus on a tangible return on investment let me know leave a comment right now stop putting it off also you know if you need leads for your startup for your b2b company for your agency check out inspire beats calm we do targeted lead generation and outreach I also subscribe to this YouTube channel and I will talk to you later