Top 3 tips for start-ups to solidify sales
First, don’t ask only ‘yes’ or ‘no’ questions
“Be bold and ask obligating questions of your prospects in order to understand their intentions and your opportunity for working with them and growing with them. It also helps you identify the early adopters – the visionaries and technology enthusiasts. Those are the customers who take a risk when no one else will. They help you make your product what it needs to be. They give you credibility, and often times, they become your friends,” said Greg Pugh, SVP of Customer Acquisition, Rev1.
Second, understand your potential client’s business
“It’s when you really understand your customer’s business that you can sell to them. They will trust you because you demonstrate that you actually recognize that their business is more than the problem that you are trying to solve. When you put it in terms of how your product makes their relationship to their customers better, that will secure them to you as a customer,” said Wayne Embree, EVP of Investments & Venture Acceleration, Rev1.
Third, ensure your product is adding value
“Your first customer is extra important because you’ll need them as a reference to land your second and third customer. So it’s critical your product or service can provide the value required to ensure they come away from the process as an active advocate for your work,” said Kristy Campbell, Chief Marketing Officer, Rev1.