One thing you have to remember when you are out selling to a small business owner is that he or she has limited time available to speak with you, and that they are always on the run.
That doesn't mean that they don't want to talk to you. Or that they won't talk to you. But you need to remember their time demands, and how difficult it will be to really get their attention and have them focus on what you're saying.
Coming in with a bland sales message will get you nowhere. Dropping off a brochure for them to read will get you nowhere. Going through a rehearsed script will get you nowhere.
You have about four seconds to get the small business owner's attention, and then keep it. You'd better make your message compelling, and do it quickly. Show your prospect how your product or service will give them more time or more money, and you'll get their attention (for at least four seconds!).
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