Big business v Small business
Today I was having a chat with an aspiring web entrepreneur. She contacted me for some advice via skype. I asked her a question about her target audience, suggesting she focus on the top end of town and I thought was worth sharing here:
Antony: I thought it’s best to focus on all small & medium companies rather than big giants
Steve: The size of the company is totally irrelevant. What IS relevant – is why your business solves their problems….
I don’t think you can delineate between big or small business being harder to sell to. I’ve had just as many challenges with each…
Small biz can be tighter with their funds….
Big biz can be locked into deals….
and vice versa…. it’s in our mind….
Steve: What matters is the value your business creates…. when you create value that matters – then the sell gets easier – regardless of the target…