As a small business, you can sometimes find yourself in a competitive position with larger businesses. When you are selling your product or service, here are some approaches for convincing the customer of the advantages of dealing with a small business and why your product or service is the one to meet their needs.

Advantages of Small Business Services
• Small businesses provide high quality work. They do not survive unless they do.
• Each customer is important. Their business matters.
• Customer knows who will perform and be accountable for the work. There are no last minute substitutions or
delegations. The quality and specifications of your product are dependable.
• Communication is straightforward and employees are accessible. Product information is readily available.
• Prices are not inflated due to high overhead.
• There is flexibility not always available from large organizations.

Your Image
• Demonstrate competence and understanding of the customer's needs.
• Provide examples of how your product or service has met other clients needs.
• Clearly articulate how your product or service will meet your customer's needs.
• Inspire confidence. Building relationship is a big advantage, but alone, it is not enough to sell your product or service.

Common Doubts People Have Regarding Small Businesses
• They do not have the resources to back up their product or service.
• They are too small to assure liability protection and could be gone tomorrow.
• They do not understand the needs of large organizations.

How To Relieve These Doubts
• Inspire confidence by knowing your stuff.
• Develop relationships with other businesses to provide needed products or services that your business cannot provide.
• Directly ask the customer if they have any concerns and address them.
• Have the insurance you need to accept appropriate liability or a good reason why you don't.

Your Performance
• Provide a good product and do good work.
• Keep in touch with the customer.
• Meet all your customer's needs.

Author's Bio: 

Ann Vanino is a Coach and Consultant with a passion for seeing clients create fulfilling careers, master change and transition, understand power, and grow their leadership skills. Ann is the author of Power Stories: Mythical Tales of Personal Power at Work and Leadership on Trial: Lessons from The Apprentice. Ann writes The Leadership Blog at . You can learn more about Ann and her work at Ann can be reached at or 661-992-8130.