How about your client’s time?
It’s worth considering when pitching or serving small business owners. Researchers at Warrillow & Co. asked 905 of them. The median response was about $100 per hour.
Given these findings, Warrillow says, it’s not a surprise that small business owners ranked “time and complexity to set up” among the top five reasons they decline to buy new business processes, including:
— Buying Internet search-based keywords
— Paying your company bills online
— Checking bank balances online
— Accessing business software applications over the Internet
— Obtaining customer service support online
— Accessing business email remotely
“If you’re trying to change a small business owner’s behavior,” says Warrillow, “make sure switching to your solution/company/service will save or make them money – at least as much money as their time to make the change is worth to them.”