Written by Sean McPheat |
22 September, 2015
Entrepreneurs are by their very nature independent and flexible in their approach to their company and the way it works.
Every decision they make could have a big effect on their future operations, so they want to make sure their processes help them achieve their goals.
This is often different to decision-makers in larger organisations, where the procedures they follow have to be a bit more stringent and possibly their decisions don’t have the ramifications of an entrepreneur’s business.
To gain the best chance of an entrepreneur believing and accepting your products and services, you should carefully position yourself before you describe what you have to offer.
Words that could work in these circumstances could include:
By making the individual feel they are being singled out and made to feel special, it will appeal to their individuality and their precise company philosophy. Every entrepreneur believes their business is different and unique in some way, so if you are to succeed in making them interested in what you have to offer, you have to determine the right mindset that will appeal to this person.
Remember, the business and the owner are practically the same thing.
Three things that entrepreneurs want in my experience are:
This can be summed up in the statement “Don’t tell me the theory, just tell me the practicalities of how to use it.” Thinking gets in the way of doing. Take that challenge off their hands and become the kind of support that will make their business grow better with you than without you.
What they need from you are the following:
Each entrepreneur will believe their situation is different, so they will want to deal with a provider who gives special treatment and demands of flexibility. If you can make them appreciate you’re set-up to provide for and accommodate these demands, you are more than likely to get their attention when you create buying opportunities.
MTD Sales Training
(Image courtesy of dollarphotoclub)