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How to approach these 3 types of businesses to sell them your services?

by wb_man
3 replies
Hey guys,

So let's say you offer online marketing services to businesses and you come across these three types of businesses:

1)Businesses that are spending money on advertising (Growing)
2)Businesses that are just starting out (New)
3)Businesses that are doing well with their current revenue/sales (Established)

Which is the easiest to sell your services to? Why?
What is the best way to approach them that will get them interested in what you have to offer?

I think it is pretty easy to sell to businesses that are already paying for advertising since they have money to spend. But what is the best way to approach them? Do you just go up to them and say "My name is xxx and I do xxx, are you interested?" Or maybe something like "Your current way of advertising isn't very effective, I can show you a better way."?

Where to find businesses that are spending money on advertising?

For new businesses, I think they are easy to sell because they know they need to spend some money to start their business. Anyone got a good way to find list of new businesses?
#approach #businesses #sell #services #types
  • Profile picture of the author SashaLee
    Hi there,

    Generally, business who are already spending money on what it is you offer will be more open to your sales message and won't need much explanation as to the value of what you offer.

    The pressure will be on you to provide a service that performs better than their current solution. Notice, I said "performs". You may have to prove this to them before they'll spend a penny with you.

    There are pros and cons to each segment you list and there's competition at each level. Some of the competition may be better at what you do than you are. You need to change that equation.

    All the best,

    Sasha.
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  • Profile picture of the author ewenmack
    Originally Posted by wb_man View Post

    Anyone got a good way to find list of new businesses?
    Here's a big list updated often...Business New Connects Weekly Nationwide New Businesses from Utility Connections Mailing List

    Best,
    Ewen
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  • Profile picture of the author KingOfContentMarketing
    Originally Posted by wb_man View Post

    Or maybe something like "Your current way of advertising isn't very effective, I can show you a better way."?
    Gotta be careful with the wording on that one. Depending on your product, suggest a test buy. Once you have proven yourself on the test, build from there.

    Larger businesses like to establish a relationship they can count on rather than make sporadic buys here and there. Make sure you have the capacity to handle bigger accounts.

    For a list of new businesses, check your state's publication of new corporations. This is often published in the local business journal.

    You can also review other data. For example, restaurants may need to pass a sanitation review. Sometimes this is public info when business licenses may not be available to the public.

    You also check the help wanted ads. Businesses often place ads when hiring staff for new locations.
    Signature
    Marketing is not a battle of products. It is a battle of perceptions.
    - Jack Trout
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