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Selling to Different Sized Businesses

Corporate Directory Category | Scott's Info
Small Business B2B Sales

The mentality of salespeople revolves around searching for the clients that will spend the most money. While this might seem ideal, it is not always a successful plan. In fact, it can be more beneficial to go after smaller clients than larger ones. This practice can be different than what most B2B companies in Canada attempt. However, when determining a B2B company list to reach out to, here are a few reasons to focus on small business deals:

Creating a Foundation

Small businesses are a good target when taking off within an industry. A customer base can consist of many small businesses that can eventually result in larger clients.

Early Start

Many small businesses can exceedingly grow in the time to come. For example, Apple did not simply take off after one day. When focusing on small businesses, it is possible to watch them grow.

Continuous Opportunity

While many may believe small businesses will not last, this is far from the truth. There are millions of small businesses and many are going strong.


Turning into a large-scale business takes time. Many decisions have to be made along with essential connections. Small businesses allow for a more efficient process. Rather than going through loopholes to land a business deal, small businesses can require only a few phone calls.

Differences Between Small and Large Businesses

When it comes to businesses, the only major differences between them are small and large. Aside from their size, there is not much of an impact on their sales strategies. However, small businesses tend to be flexible and can make deals a lot faster. Big businesses on the other hand can take time to make many decisions throughout the purchasing process. On the other hand, small businesses have only a few decision-makers and decision-making factors.

It is also essential to note that small businesses do not have the same resources as larger companies. Their resources are limited and money tends to matter. Small businesses also focus on a smaller audience than a larger one. If a business becomes big enough, products and services then become more tailored.

Selling to Small Businesses

Understanding why it is important to sell to small businesses is essential. Once these methods are understood, it is then possible to build a strategy that can be tailored to small businesses, including being able to identify them quickly, personalizing everything, and targeting niches. When in search of how to appeal to companies of all sizes, look no further than a B2B business directory at Scott’s Info. A successful B2B business directory can inform you of business names, websites, email addresses, and more that can lead to greater sales.

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