You may not have considered being an effective sales person as an important part of your role before, but it is something that you should try to take into account when planning your engagement with SME employers.

As previously stated, SME employers will not automatically see the benefits of engaging with your clients and may be more likely to make negative assumptions. This means that it will help if you are able to effectively sell your service to them and convince them of the benefits it could bring to them.

You could find it useful to explore and learn about some basic sales techniques and tips and consider how they could be adapted to help you with ‘selling’ your service to SME employers. The following are some examples of basic sales techniques and tips that you might find useful:

• Sell The Benefits, Not The Features
• Don't Expect An Instant Response
• AIDA - Attention, Interest, Desire, Action
• Focus on the employer's needs and find our what their priorities are
• Follow Through With Promises