Most technology companies now, from Microsoft to Cisco to Oracle to  IBM and HP have a new mantra.  Understand and know how to sell to small and medium businesses.  That is where the growth is.

It is not difficult to see why.   According to US statistics, there are about 7,000 large companies there, 98,000 mid size companies ( less than 1,000 employees), 8 million small businesses ( less than 100 employees) , and over 32.5 million home based businesses.  In my country, over 99% of the busineses are classified small and micro and I guess in most countries, it is well over 95%.

Here’s an excellent suggestion from Marketingsherpa.com on some rules to think about when selling technology solutions to small and medium businesses.

Rule #1. SMBs don’t buy unless they need it. Your marketing messages have to offer real solutions to their problems or relief of their business pains.

Rule #2. SMBs are typically resource constrained and they don’t have much time. When delivering product messages, you need to make your case succinctly, quickly, and compellingly.

Rule #3. Most SMBs lack dedicated IT support, so an OEM’s, or reseller partner’s, ability to support the product is key.

Rule #4. SMB companies are price-sensitive. Your product needs to be priced accordingly and have flexible pricing options that fit an SMB budget. And, you have to be able to demonstrate a quick ROI.