Targeting Small Business Customers


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A lot of the businesses I encounter on a daily basis are those who are looking to aim their products at the small business market. If a business gains small businesses as clients, and provide excellent customer service, these customers are often not only very loyal, but also evangelical about the service they are given. Working with small businesses is very different to working with large corporates, and this is certainly something to bear in mind when seeking small business customers.

Small businesses, in a similar fashion to consumers, rely heavily on word of mouth and positive reviews or testimonials when choosing suppliers or service providers. It is therefore essential that your business is operating in a customer-centric manner, providing excellent customer service to your current clients.

If you provide the very best service or products that you possibly can, alongside a superb customer experience, then people will naturally tell others about your business. If something goes wrong and you have an unhappy customer, be sure to do all you can to appease the client; bad publicity can spread like wildfire with social media channels.

Utilise social media as much as possible, use them to connect with your current customers as well as to find new ones. Social media as a customer service tool is proven to work effectively, and can leave customers feeling like you really care. They will then tell their contacts and so word will grow about your business.

When looking to work with small businesses ensure that your team is geared towards the target market; hard selling and brash calling will just not work with most small businesses. Build up your reputation, offer great advice and customer service and keep hold of your repeat customers.

Repeat customers not only give your repeat business, but chances are they will also bring referrals to your business. Growing your business this way will ensure that you have the best possible reputation and very happy customers! 

Disclosure: The author Stefan Töpfer, Fellow IOEE, is CEO of - a leading cloud based small business infrastructure provider (small business software, e-Commerce solutions & business process outsourcing) - the views and opinions expressed are his and are based on over three decades of personal experience as a serial entrepreneur, #1 small business blogger, mentor and angel investor in the SME/SMB sector.

The views and opinions expressed herein are the views and opinions of the author and do not necessarily reflect those of Nasdaq, Inc.

This article appears in: Personal Finance , Small Business , Business

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