Seth Godin wrote a wonderful post about this infamous phrase: “I can’t afford it.” As always, I will try to add the SMB point of view on this notion: If you set your heart on selling to small and medium businesses, be ready to hear this phrase. A lot. It is not intentional: SMB owners or managers run on a smaller budget but often don’t have the support system of a large company to help them in making the right decision. As a result, they will give you the easiest answer: NO. One cannot go wrong by not spending… Here are some tactics (and mistakes) used by companies that are selling to SMBs: Continue reading ““I can’t afford it”- The SMB version” →