Outfoxing the Small Business Owner: Crafty Techniques for Creating a Profitable Relationship

Whether you're an account manager for a large corporation or a fledgling entrepreneur, the small business market is one you can't afford to ignore. Your bottom line depends on it. Yet to capture this market, you need to adopt a new strategy-a strategy that recognizes the limited budgets, intense competitors, oppressive taxes, and inadequate resources that plague most small business owners. Outfoxing the Small Business Owner shows you how to tap the heart, mind, and pocketbook of these cagey customers. You'll rethink your usual approach, tailoring it to your customers' individual challenges and idiosyncrasies. You'll learn what works for small business owners-and how it's different than what works for your larger accounts. Most important, you'll find innovative, effective ways to: Get your product or service noticed Foster long-term partnerships Identify and address their true business needs Collect payments in a timely manner And much, much, more! Marks provides the unique insights you need to sell, service, and just plain deal with your small business customers. With this knowledge in hand, you can turn your smallest customers into your biggest profits.