STORIES NEWS STARTUP ADVICE RESOURCES RESEARCH ASIA AFRICA USA 1926 Guest Author | March 10, 2014 at 7:14 pm Sales tips for startup entrepreneurs I don’t run a product start-up, my friends do. I run software testing services start-up. There are some challenges that are common and some different between running a product and services business. My company works with plentyof entrepreneurs and their start-ups(if 27, so far, is plenty) through our start-up test lab. I interact closely (as in sitting next to them over a coffee or beer) with my friends and other entrepreneurs who build products in the B2B and B2C segment. Most of the discussion the ones in B2B segment have had with me revolves around one problem – yes only one. How do we make that signed up for trial customer to pay? SEARCH... Do you remember seeing the new Airbnb logo anywhere else? Xiaomi Mi3 available for pre-order exclusively on Flipkart for Rs. 13,999 India's very own Hike Messenger App hits No. 1 spot on Android and iOS Store POPULAR POSTS
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STORIES NEWS STARTUP ADVICE RESOURCES RESEARCH ASIA AFRICA USA
1926
Guest Author | March 10, 2014 at 7:14 pm
Sales tips for startup entrepreneurs
I don’t run a product start-up, my friends do. I run software testing services start-up. There are some challenges that
are common and some different between running a product and services business.
My company works with plentyof entrepreneurs and their start-ups(if 27, so far, is plenty) through our start-up test
lab.
I interact closely (as in sitting next to them over a coffee or beer) with my friends and other entrepreneurs who build
products in the B2B and B2C segment. Most of the discussion the ones in B2B segment have had with me revolves
around one problem – yes only one. How do we make that signed up for trial customer to pay?
SEARCH...
Do you remember seeingthe new Airbnb logoanywhere else?
Xiaomi Mi3 available forpre-order exclusively onFlipkart for Rs. 13,999
India's very own HikeMessenger App hits No. 1spot on Android and iOSStore
Building a product and selling a product are two different things – not that you didn’t know it but you lost it because
you lost it from your muscle memory. You lost it from your muscle memory because you were focusing only on the
product. Sales require a different brain wiring and constant muscle memory of the wiring. For instance, it becomes
hard to say to a potential million dollar worth customer, “We can’t go for free beyond this point” but that is exactly
what sales requires you to do.
Sales tips (heuristics) that comes from my experience and I am no business guru but a gnikcuf sales guy.
Your desperation kills your sales
If you are too desperate to win THAT customer you would obviously allow the customer to take maximum
advantage of you (or you would start seeing that way although they don’t intend to)
As long as you understand they need you as much as you need them – you would get into healthy business
discussions and close the deal. If the million dollar customer rejects paying you – so be it. You didn’t do your start-up
for THAT customer. That’s not the end of your start-up or your life as an entrepreneur.I think you would be fine
losing a customer but not motivation.
Pricing, discounts and working for free
Work for free, only if it is a strategy to make more money than make them your customer.Testimonials are outcomes
not strategy. If you trade revenues for testimonials, you would have testimonials and no revenues.
Discounts, oh that is for customers who want to work with you but don’t have the budget you would have loved
them to have. If your product is selling because of the discount then you need a drink and think session.
There’s this start-up we worked with who offered their product for 80% discount weeks after launch and no good
sales. What is right pricing? You don’t know that and that is okay but discounts are not the way to figure out right
pricing.
If people buy your product just because they are getting it at throw away price they will throw away. Note the words
“just because” in the previous sentence.
You have a gnikcuf attitude and that’s what made you start-up
If your product is great that should reflect in your body language during sales. If you have built great product and act
like a snake oil salesman, you’d be treated like someone selling snake oil. Don’t get disappointed.
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Reply · Like · · Follow Post · July 15 at 10:51pm2
Inkoniq
When money in the bank is low, you often lose your courage. Money and courage don’t have a direct connection to people likeme. I have been bankrupt many times and money doesn’t dent my courage. Courage is an acquired skill. #startup#entrepreneurs. Very True!
Reply · Like · · Follow Post · May 30 at 9:53am2
Sekhar Babu · · Software Engineer at Panacya Business Solutions Pvt. Ltd.
Great post. Thank You. #entrepreneurs,#startup
"The value you provide will determine your longevity ... ","Building a product and selling a product are two different things" 'Sell your product while you build your product."
Reply · Like · Follow Post · July 15 at 10:04pm
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DineshKumar Venugopal · · Alagappa College of Technology, Guindy, Chennai
Sell your product while you build your product. exactly #startup #bootstrap (y)
Reply · Like · Follow Post · 16 hours ago
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Shiva Ganesh · · CEO & Founder at Broken Glass Designs
Great post..! 100% true..!
Reply · Like · Follow Post · July 15 at 10:36pm
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Mohanish Varde ·
very good post!!
Reply · Like · Follow Post · July 15 at 6:24pm
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Pradeepkumar Thangamuthu · · Works at Airpush
great post..
Reply · Like · Follow Post · July 15 at 10:20pm
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Rohan Ranade · · Top Commenter · Social Media Strategist at Hungama Digital Services
Great Post..
Reply · Like · Follow Post · July 15 at 6:39pm
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Aamir Raza · · Founder at 360Spinlab
Thanks!
Reply · Like · Follow Post · July 15 at 6:24pm
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Nicolas Beuvin · · ESSCA
great post ! Thank you Pradeep.
Reply · Like · · Follow Post · March 11 at 11:36am