What makes an SME buy your product?

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The slides talk about effective sales techniques for selling to SMEs

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What makes an SME buy your product?

  1. 1. © 2011 | www.jademagnet.com WHAT MAKES AN SME BUY YOUR PRODUCT? Source - http://www.smeiift.com/sme/images/home/infoexp.PNG
  2. 2. © 2011 | www.jademagnet.com Value to business 87% of SMEs believe IT is the way to address business challenges. Same applies for anything that they buy! Addressing short term challenges will interest more SMEs than long term gains Source – SCCI Study, Image Source - http://bigexports.com/wp-content/uploads/2011/11/challenge.jpg
  3. 3. © 2011 | www.jademagnet.com Easy to use, simple to drive Source - http://www.keepitsimple.com/pic_of_the_day/5_4_11.jpg Showcase only few benefits of your product The more the USPs more is the perceived complexity Don’t ask them to burn their time on usability Let them derive benefits of your product the way they want
  4. 4. © 2011 | www.jademagnet.com Suits the pocket Source - http://www.cardkeyfinder.com/files/static/Lowest-Price-Guarantee.jpg SMEs worry about monthly cash flow Offer payment models which makes its easy to use your product
  5. 5. © 2011 | www.jademagnet.com Success stories Source - http://www.shapefit.com/success-stories-new-layout-eric.jpg Case studies make your offering – Real and Trustworthy! Don’t sell general benefits in the case studies.
  6. 6. © 2011 | www.jademagnet.com Post sales support Source - http://www.progea.com/Portals/0/SCREENS/Technicalsupport.jpg Anything new raises apprehensions Give them the post sales support to implement, use your offering. Share the convenience of post sales support team – It will build a lot of confidence
  7. 7. © 2011 | www.jademagnet.com Our growth depends on yours! www.jademagnet.com [email_address] Twitter - @jademagnet

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