How can you sell ERP software to small businesses who are resistant to the cost?

1 Understand their pain points

Before you pitch your ERP software, you need to understand the specific challenges and goals of your prospects. What are they struggling with in their current processes? What are they trying to achieve in their growth plans? How are they measuring their performance and success? By asking open-ended questions and listening actively, you can identify their pain points and tailor your value proposition accordingly.

2 Show them the benefits

Once you have a clear picture of your prospects' pain points, you can show them how your ERP software can solve them and deliver tangible benefits. For example, you can demonstrate how your software can automate their workflows, integrate their data, optimize their inventory, enhance their customer service, and increase their profitability. You can also use case studies, testimonials, or demos to illustrate the results and outcomes that your software can provide.

3 Address their objections

One of the most common objections that small businesses have to ERP software is the cost. They may think that ERP software is too expensive for their budget, or that they can't afford the upfront investment, the ongoing maintenance, or the potential disruptions. To overcome this objection, you need to emphasize the return on investment (ROI) that your software can offer. You can use metrics, calculations, or comparisons to show them how much money, time, or resources they can save or generate by using your software. You can also explain your pricing options, payment plans, or discounts to make your software more affordable and flexible.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?