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Sell to Other Entrepreneurs

Other small businesses could be some of your site's best customers.

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This story appears in the December 2006 issue of Entrepreneur. Subscribe »

You shop online for products and services that can help your business. Other entrepreneurs do, too--so why not reach out to them with your website? According to an August 2006 report from JupiterKagan Inc., some 79 percent of online small businesses conduct business-related online shopping regularly. Here's how you can entice them to purchase from you.

Reach out. It's important to communicate with small-business customers regularly and let them know you understand their unique needs, says Sonal Gandhi, a JupiterKagan analyst and author of the report. "Sixty-two percent of small-business online purchases are influenced by familiarity or an existing relationship with a supplier," she says. Once they've bought from you, provide stellar customer service to encourage them to buy from you again. "Always deliver on the service or product being sold," says Gandhi. "Resolve any customer service issues promptly."

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