As a founder, the growth of your business depends on one’s ability to sell and persuade. A good salesperson will be able to grow and take their business to new heights, while an ineffective salesperson will stagnate a business.
the members of gotechbusiness.com Business Council have a lot of experience with sales and know how to do this effectively. Here they share essential facts about selling that they believe every founder should know.
gotechbusiness.com Business Council members share knowledge founders should have about selling.
Photos courtesy of individual members.
1. Continue with customers after purchase
Selling doesn’t stop when you hand over the product or service to the customer. There must be a follow up – great after service. In this way, it will create brand loyalty and greater customer satisfaction, which will of course lead to referral marketing. – Lane Kawaoka, SimplePassiveCashflow.com
2. Consider the diversity of potential market segments
You can’t imagine selling to everyone in the same way. If you’re looking to sell to women, you may not want to use the same marketing materials you use for men (think car ads and women in bikinis?) Founders need to consider who they’re selling to and how they’re selling to that community. – Michael Bach, CCDI advice
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3. Determine who your most important customers are and sell to them
Focus your efforts as a founder on selling to a handful of your most important customers, based on their ability and desire to work with you and be a strong advocate for your brand. Think of these customers as your anchor accounts that will have an inordinate effect on your company’s reputation and exposure in specific markets. Strong anchor accounts build momentum like nothing else can. – Jeb Dasteel, Dasteel Consulting
4. Focus on what your organization solves
There is a difference between selling the company’s vision and blocking and tackling sales on a daily basis. Appreciate that there is a professional sales talent who knows and applies the approach to shepherding and all that entails accurately and with discipline. – Ed Beltran, Heavy Conversations
5. Find ways to create brand awareness
For consistent sales over time, you need brand awareness so that ideal customers think of you first rather than the competition. One of the most effective ways to increase and maintain awareness is branded merchandise. It can be used throughout the sales process, from customer acquisition to gift-with-purchase to loyalty programs – all of which will keep your brand firmly in your customer’s mind. – Valerie Hayman Sklar, Corporate Specialties LLC
6. Showcase real, impactful customer video stories
Technology has made tactics such as customer education and benefits analysis an expectation versus a closing strategy. Customers know what they want when they come to you. They need to feel the connection and know why others buy from you. We live in a world of social media, no secrets. Help customers help you by telling and sharing their great stories. – Amiee Ball, JAB Advisory Group
7. Don’t be afraid to say no
Sometimes saying no is more important than saying yes. As founders, we like to see sales grow and we like to grow financially, but without a firm grasp on the product and business strategy, it’s easy to get sidetracked for short-term gains while cannibalizing long-term growth. Ask yourself if this deal will bring you closer to your goals and how this sale could negatively affect us. – Samuel Johnston, nth company
8. Sell a product that solves a problem
Founders need to know that the product or service they are selling has to solve a real problem facing customers. They also need to be aware of the value customers derive from solving their problems and ensure that this is emphasized during marketing campaigns. It is also critical to know the size of your market and the competition, and to find a unique advantage that your product has over competitors. – Saravana Kumara, kovai.co
9. Use your knowledge to sell
Whatever you sell, industry and customer knowledge can be leveraged. Because knowledge equals an opportunity for leverage, it is incredibly important to plan for continuing education for your sales reps, teaching them how to sell with a consultative style by focusing on asking the right questions to get a clear picture. to get the situation of the customer. . – Udi Dorner, Set schedule
10. Show the end result of using your product
People buy emotions, not products. And in business, people buy results, not services. Behind every product or service, you need to show the result that the product or service will have on them or on their business, depending on whether you’re selling B2C or B2B. – Patrick Scherzinger, Scherzinger Holding GmbH
11. Maintain an ongoing dialogue with customers
A solution-focused sales approach to sales is effective because while you focus on creating value, you become a trusted advisor to your customers. It elevates the conversation from the “what” and “how much” to the “why” and leads to long-term engagement. When selling products, instead of ending the interactions when you close the sale, maintain an ongoing dialogue to be considered a valued opinion. – Marilisa Barbieric
12. Stop Selling and Start Solving
Customers want to feel heard. They want their problems solved and they want to feel good about their purchase. Set yourself apart from your competition through compassionate, integrative listening, and they’ll trust you to solve their problems. Identifying customers’ needs based on their emotions can catapult you from option to solution. – Nadir Qazi, DO, Qazi Cosmetic Clinic
13. Determine your mission and who you want to help
Founders should have a clear understanding of what their mission is. What is it about their business that they are passionate about and what drives them? There will be days of entrepreneurship that will bring you down and leave you feeling defeated, but clearly knowing who is helping you and why can help you get through the tough times and come out on top. – Barbara Schreihans , Your LLC Tax Coach
14. Hold Responsibility to Move Forward
A single seller will compete according to their expected ability. Two sellers compete with each other. A founder who takes responsibility for the integrity of the sales process and following up on sales opportunities will win every time! – Ryan Lucia, Such n Such media
15. Always be in ‘Sales Mode’
Like baseball, selling is a numbers game and dependent on many interrelated variables; if you can win a third of your pitches, you’re doing it right. No sale or deal is certain to be closed until the check or wire transfer is in the bank account. For these reasons, founders and their sales force should always be in “sales mode” and never rest on their laurels. – Jack Chang, DGP Capital LLC
16. Create a sense of urgency
Most of the time, consumers don’t know what they want or need. Successful selling is about uncovering a problem and guiding your prospect toward a viable solution. Creating a sense of urgency is key to a quick sale. By providing a solution that benefits your prospect and your business, everyone wins. – Adrian Cisneros, Cisneros Insurance Agency Inc
