Are You Selling To Entrepreneurs Correctly?

Written by Sean McPheat | Linkedin thumb

open handEntrepreneurs 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:

  • This is designed specifically for your situation
  • This won’t put any more demands on your time
  • You won’t need to strain your resources
  • This is very practical from every standpoint for you

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:

  • Something that will reduce complexity from their lives
  • Something that won’t strain the business’s resources
  • Something that will free up their time to do more important things

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:

  • Flexibility
  • Responsiveness
  • Accommodating
  • Recognition of their uniqueness
  • Thoroughness
  • Covering all the details

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.

Also, when prospecting don’t forget to understand where most Entrepreneurs hang out – the internet! You want to fish where there’s plenty of fish so make sure you can master LinkedIn, Twitter, Facebook or Insta – depending on what your industry and they use the most. Any decent Social Selling Training course will teach you how to do this in the right way so you draw them to you.

It’s far more powerful that way! And they are much better qualified.

Happy Selling!


Sean McPheat

Managing Director

MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub

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Originally published: 22 September, 2015