Sales Strategy 2/N

Well, am a -opencl- nerd. Trying to sell things is is like trying to talk to aliens. So i went out looking, and I ought to, since I've been told so many times is that "you can never have a better sales man than the one built the thing in the first place, YOURSELF!"

Many sales concepts out there just make perfect sense. these are my notes for my company's business plan. You will notice that am "talking to myself" through out the text.

Yeah its also the second out of N number of blog posts, don't know how much I would be putting online, will do as much as I could. (this was the "Accidental" first one)

So lets get started, first is an obvious one, just know who are you talking to....

Understand the Customers Needs

•  Prospective customer needs to be sold 2-3 on benefits  instead of the 100 features you (as a developer) so passionate about

GO TO THE CUSTOMER

o   Not doing so you will miss:

1.       Opportunity to connect directly and initiate a long term relationship with  the customer (Specially the “early adopters”)

2.       Opportunity to have direct feedback from the customer, which is the best source for recommendations to improve a young startup’s products or services.

Always Follow up!

·          You have to be shameless about it ( ;) ) Don’t worry about intruding on the prospects ( ok not a lot ;) ) or be afraid that being too persistent will make you loose the deal.

o   If  a customer says No because you followed too much they weren't going to close the deal anyway!

o   Keep up with them until you get a “yes” or a “no”, simple as that.

Track the Sales Funnel

·         Having  the process of  a “ sales funnel” is critical. Metrics to measure/track include: calls, emails, connections to decision makers, qualified leads, closed deals (deal value and time to close)

A Lower Price NOT Always better

·         It’s a lower “barrier of entry” for you customers, but at the risk of “diluting the value” of your product/service. Moreover, ultimately you need the price of your products to support your business.

o   “Sell the value and not the price tag”

o   “Every entrepreneur needs to be a successful sales person”

Actually 'Ask' for the sale!

·         As simple as that. Building a relationship with a customer with all that calls and all that emails; It’s easier now to ask for the sale from your new “best friend”. That would actually steer things in the direction you want.

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