Small Business Marketing
What is a Small Business?
For many people, the term “small business” invokes images of a family-run local retailer with only a few employees. While operations like this are small businesses, so are a surprisingly wide variety of other companies.
Ask a business owner, a bank, and the federal government to define small business, and you’ll likely receive three wildly different answers. According to the U.S. Small Business Administration, 99.9% of U.S. businesses are small businesses, employing 47.5 % of the private workforce. The Small Business Association’s (SBA) definition is complicated at best, and even changes from time to time. While they may seem like easy terms to define, the limits for “small”, “medium” and “large” businesses can vary depending on the industry and who you are asking.
What makes a small business “small”?
“Small” is primarily a subjective term. The definition for “small business” can change from agency to agency, even within separate branches of the same government. The U.S. Census Bureau labels small business as those having 500 or fewer employees. HealthCare.gov defines a small business as having between 1 and 50 employees. These inconsistencies mean that a business can be considered small to the U.S. Census Bureau, but not according to the health care law. Talk about an identity crisis.
SBA standards get even more confusing. While some business owners may be surprised to discover they do, in fact, own a small business according to the SBA, others will be shocked to find out they qualify as medium sized. Under the SBA’s criteria, the number of employees or the total gross income of a business will determine its official size. These numbers vary by industry.
For example, a housing construction company can accrue $36 million in annual receipts and still be considered a small business while a potato farmer is capped at $750,000. Many of the industries held to an employee limit by the SBA have a threshold of 500 or fewer for small business consideration. However, businesses in some industries, such as manufacturing, can have up to 1,500 employees and still be considered small.
Business owners can check the SBA’s Table of Small Business Size Standards to learn the criteria for their industries. The SBA reviews these standards every five years, and considers public input before updating their size limits.
Small businesses use sales tools.
Salesforce offers a few tools to help your sales teams win and keep customers. The first is CPQ Software. CPQ stands for “Configure, Price, Quote.” It takes the guesswork out of complicated pricing schemes, aids reps in creating accurate estimates, and automatically sets up a manager approval process for discounts and other processes. Small business owners can also bill customers using this software, which creates cohesion throughout the sales process.
Next is Sales Cloud, which enables access from remote devices to share files, approve processes, and input data for faster decision-making throughout the sales process.
Lastly, Einstein is the sidekick that analyzes which potential customers are closest to converting and alerts sales teams to these time-sensitive opportunities. Then, it automatically reveals which engagement strategy would be most effective for the particular situation. It also saves information about which sales strategies are converting more customers, so sales reps can use what is most effective.
All of these tools can help save business owners time and money with each completed sale.
Why does business size matter?
Small businesses get government contracts.
Small businesses get better loans.
Small businesses get more tax breaks.
Small businesses have their perks.
What other resources can small businesses use to help them succeed?
Small businesses need funding.
Without funding, many small businesses wouldn’t even make it to opening day. Since small businesses can access SBA loan options with lower interest rates than typical business loans, many small business owners look for qualified banks to partner with them in their funding venture. Not all banks can offer SBA loans, so it’s worth the legwork to look for an institution that can offer great rates now, and competitive offerings should you grow past “small” status.
Some banks specialize in either personal or business banking. This means small business owners have their business account at a different bank than their personal accounts. However, if a small business owner is using personal funds to invest in the business, it may be easier to keep both types of accounts under one roof.
Small businesses need a mentor.
Small businesses need legal counsel.
Small businesses need small business software.
Many small businesses use small business software to help them with training employees, customer service, marketing, sales, and more. Software can help save on the cost of hiring full-time staff to manage each of these divisions. Good software also saves the ever-busy small business owner time by putting critical information at their fingertips and automating routine tasks. Salesforce is a company leading the way in affordable cloud-based small business software options, including the small-business-friendly Salesforce Essentials package.
Small business owners can also find software tools tailored to the unique needs of specific industries, including retail, government, and healthcare. While small businesses may only need a few software tools in the beginning, software with cloud technology leaves room for expansion as the company grows. Customer relationship management (CRM) software helps businesses respond quickly to customers, support remote connectivity, and easily create accurate quotes for products or services. CRM software can help increase efficiencies in the near term while supporting future business growth, which is why small businesses can greatly benefit from this type of investment.