Supplier prices or costs was very or extremely important. Similarly, 82% of SMBs said it was very or extremely important that a supplier fairly represent their expertise, product or service sold, credentials, and past performance. So, the four main challenges listed above are linked in that SMEs find it difficult to believe that what they are really buying will pay off and meet their needs. SMEs also want agreements with suppliers to be clear, particularly in the areas of the duration of the agreement, how they can terminate an agreement, a payment schedule and what happens if dispute between the SME and the supplier. 70-80% of
SMEs rated these areas as very or extremely important. A similar percentage of SMBs wanted assurance that they would receive reliable customer service by contacting them once the agreement was in place. Sixty to 70 percent of SMEs felt that regular reporting, an assessment jewelry retouching service of whether they were suitable for specific marketing products/services, and setting reasonable expectations were very or extremely important. Sales advice based on what SMBs want The challenges that SMBS face in finding a supplier they feel comfortable with become even more pronounced as they are targeted by an increasing number of remote sales calls.
Recent data from Borrell Associates revealed that the number of sales calls received by SMBs per month increased by more than 60% last year, from 14.6 calls in 2015 to 23.7 calls in 2016. Knowing what information SMBs express as important to their decision when buying from a digital marketing vendor can help marketers understand how to build trust with a potential customer during the sales process. Here are some tips based on the survey results: Be very open about your pricing and don't dodge questions or respond to requests for more information or specifics. Prepare a backup to support claims you make about your expertise, credentials, and past performance. Offer to send them links to supporting documents.