Growing Your B2B Small Business with Robert Poole

What is the number one problem small business owners and salespeople face when it comes to getting sales and generating revenue?

It’s not how competitive our product or service is, and it’s not our marketing or sales presentations. 

It comes down to the most critical but most difficult part of the marketing and sales process - getting in front of decision makers who have the need, resources to afford our product or service, and the authority to make a decision. Without this, we will be getting nowhere.

Let’s talk about some methods to get in front of your ideal customers and set us up for success.

Have you ever had someone tell you or thought, “you know, I need to go back to school to learn more. That way I will make more money? That might be true for an employee in corporate America. For us business owners, however, there is only one degree that matters and will make us money in the long run. Unfortunately, it can cost us a lot more than the cost of a Harvard PhD if we are not careful.  Check out this episode to find out how to earn this degree without going broke.

Have you ever bought something and then said to yourself shortly after, “why did I buy that?” Then you returned it or felt duped you bought it? This is classic buyer’s remorse. We’ve all experienced it in our personal lives. Buyer’s remorse can cause us to lose a lot of money in the short term, but the long term damage is much worse. Listen to find out how we can prevent buyer’s remorse.

We all do drugs. Yes, even you. A lot of drugs are bad for you. The ones you manufacture in your brain are natural and even more effective than illicit drugs. If you want your customers to love buying from you and get an actual physical high during the process, you need to help them trigger the release of the drugs in their brain that all humans love.

Ever had a time when things were just clicking, you were kicking butt at work, and you felt on top of the world? What about the opposite? You woke up grumpy, everything was going wrong, you didn’t want to go to work, or you felt like giving up. How effective are you at work on those “bad days”? More importantly, how do you make sure you don’t have too many of those “bad days” to start off with?

B2B sales is all about logical, dollars and cents analysis of options, right? All selling is emotionally based. It doesn’t matter if it is selling to consumers or to sophisticated business owners and executives. Listen to this episode and I’ll prove this to be true.

Ever feel like you are playing ping pong going back and forth trying to convince a customer to buy your product or service? The reason for this is rooted in objections and how sometimes we almost ask for prospects to question us. Let’s talk about the three major types of objections or reasons people resist buying and how to overcome them and make the sale.

Have you ever found yourself chasing too many ideas, businesses, or strategies, and realized later that you are spread too thin and accomplished none of them? This is called Shiny Object Syndrome. The question is how do we avoid this pitfall and keep our focus on the things that really matter. Let's talk about some ideas to mitigate distraction.

As entrepreneurs and salespeople, we tend to focus on closing the big deal, getting the sale, and going after the “low hanging fruit.” While this is important, we are ignoring where most of the money is actually made if we focus just on this. Listen to find out where that money is.

Have you ever looked at a business’s website and thought, “...what do they actually do?” Often, we assume our prospects speak the same language we do, and we overcomplicate both our communication and our solution, turning off a lot of prospects before we even have a chance to sell them. Listen to find out how to remedy and use communication to grow your business.