Tag Archives: sales

How to Pitch

TMBA393: How to Pitch

Date: 2017-06-15

Link: Tropical MBA

 

Tropical MBA(Open up your cold email) with an introduction and some social proof.

Be clear about what you want.

Pay attention to how (your recipient) operates.

If you are going (an email) pitch then imagine how successful you would be if you did it face to face.

Take the time to understand who you are talking to.

Don’t tell people why it is going to work–show them.

There is a virtue about being clear about what you want.

Understand relevance–understand your audience’s key triggers. Understand what part of their life or business you are intersecting with.

What is the key contraint your target is experiencing at that intersection?

Have respect.

Show appreciation.

How to Get Better at Sales

TMBA390: How to Get Better at Sales

Date: 2017-05-25

Link: Tropical MBA

 

Tropical MBASelling starts by communicating with people.

A lot of times if you are having a hard time selling something it is because the product is confusing and needs to be simplified.

The first question(s) when selling is what am I selling and how is it going to help people?

What you focus on the most becomes real to you.

Stop hanging out with Internet marketers.

The only way to do your value proposition is to think about what your client is going to get by delivering to their customer.

Increase your price 20% every time you make a pitch.

Make one appointment per day with your prospective market.

Make a direct offer to your market for your service that is relevant, provides a specific service with a benefit, that is time-sensitive, and has a level of scarcity.

Question 1: What do you want?

Question 2: Why is it important?

Question 3: What is stopping you?

Question 4: Here are a couple of things that might help. Which of these things do you think are a great idea?

Question 5: What is it worth to you?

Question 6: If I can show you an investment (or fee) that will make that pay for itself is it okay if I can show you how we can work together to put that into place?

Make an invoice go to the client that they need to pay to get started.

The two most common objections are, “I need to think about it” and “I don’t have the money.”

“I need to think about it” is a clarity issue.

Money should not be an obstacle. If people are committed to an idea enough they will find the money.

You are going to need to ask people on average seven times to make the purchasing decision.

Subscription Pricing Models? Challenge Accepted.

Episode 316 | Subscription Pricing Models? Challenge Accepted.

Date: 2016-11-29

Link: Startups for the Rest of Us

 

Startups for the Rest of UsIf the value of a product goes up over time then you should charge a subscription.

If you have a SaaS app then offering monthly (subscriptions) and annual (subscriptions) is the way to go.

Run a test on the pricing page. Default to annual and see how many people go through. Default to monthly and see how many people go through.

Big prices increases are going to have a backlash even if you grandfather for a year or two.

Communicate with people as often as possible. Help them transition to another service (if you are shutting down or they need to take their business elsewhere).

Mixing Subscription and One-time Pricing, Angel Investing, Options for Recurring Payments, and More Listener Questions

Episode 306 | Mixing Subscription and One-time Pricing, Angel Investing, Options for Recurring Payments, and More Listener Questions

Date: 2016-09-20

Link: Startups for the Rest of Us

 

The early days of hustling and talking to people is not just about building up your customer base but learning what the standard objections are.

Investors want a business where they know that if they put money into it they are going to get more money out of it.

There are a lot of cheap/free (except for your time) marketing approaches.

Strategies for Taking Pre-orders for a New Product

Episode 305 | Strategies for Taking Pre-orders for a New Product

Date: 2016-09-13

Link: Startups for the Rest of Us

 

Startups for the Rest of UsSales is about finding what people want, going out and getting it, and then delivering it to them.

If you create something and then go find people to sell it to you might have invested a lot of time creating something nobody will buy.

Taking pre-orders is a step in the process to identify if you are on the right track.

Building an email list serves as a proxy for making money.

Build a list of a couple thousand people before asking for money.

Pre-orders are risk mitigation and they help fill in the knowledge gaps (what features people want, how much they are willing to pay, etc.).

When you’re doing pre-orders you want to give an outline of what you are selling (if a book) or mockups (if you are selling software). Walk through all of the important parts that solve their problem.

Hone in on the features that a majority of the people feel are important to them.

People that sign up for pre-orders are looking at it as a longer term investment.

If you are talking with somebody and you name a price then their mind is going to automatically be anchored to that price rather than what the value is.

How to Get Your First 10 SaaS Customers

Episode 295 | How to Get Your First 10 SaaS Customers

Date: 2016-06-28

Link: Startups for the Rest of Us

 

Startups for the Rest of UsDon’t rush.

Premature growth can be detrimental to a small team.

Perform extensive user testing with potential customers.

If you can’t find ten or twenty people willing to pay you for (your product) what makes you think you are going to get a hundred, five hundred, or a thousand?

Leverage market places and communities.

Where does my customer spend their time online? Where do they look for a solution to the problem I am trying to solve?

Try to hone in on your (customer’s) needs.

The same questions on forums tend to come up over and over again.

Being active on Twitter and engaging folks can help you grown in the early days.

The opinion of your first few users matters more than gold.

Twitter isn’t a silver bullet for every single business.

A Short Guide to Online Presales for SaaS & Software

Episode 289 | A Short Guide to Online Presales for SaaS & Software

Date: 2016-05-17

Link: Startups for the Rest of Us

 

Startups for the Rest of UsYou don’t want to sell a product to somebody who won’t benefit from it.

If you have a lot of people you might want to qualify them before the demo. If you don’t have a lot of people to qualify you can do the demo first and then qualify them at the end.

You want to gather feedback to use for your future efforts.

If you have a high price point product, or it is complicated, or it integrates with a customer’s integral process, doing a customized demo will likely work better than them going directly to a trial.

Try to find out what the people that are coming to you most want and then try to guide them down that path.

The people that are going to pay you a lot of money are going to be the ones that are tech savvy and further along.

Lessons Learned Analyzing 250 SaaS Pricing Pages

Episode 271 | Lessons Learned Analyzing 250 SaaS Pricing Pages

Date: 2016-01-12

Link: Startups for the Rest of Us

 

Startups for the Rest of UsSaaStr

It boils down to what type of business you want to run and how much time you want to spend with each customer.

When in doubt have three pricing tiers so you have price anchoring.

By the time you get to a pricing page you should already be sold on the benefits.

Put names that have meaning to your pricing package.

Mistakes Founders Make in Getting Traction

Episode 257 | Mistakes Founders Make in Getting Traction

Date: 2015-10-06

Link: Startups for the Rest of Us

 

Startups for the Rest of UsBook: Traction

You want to start the traction effort right at the beginning of product development.

When you’re testing traction efforts you don’t have to spend a lot of money on it. It is about finding the niche to focus on for when you launch.

You should have beta customers but it is not enough.

Almost everyone has the same availability bias consequently almost no one is testing these underutilized channels.

Go talk to failed founders in your space.

Where a lot of people fail is they don’t brainstorm deep enough.

See what other people are trying.

The first step is identifying tests you can run on each channels.

Don’t run a test longer than a month or for more than $1,000 except under extenuating circumstances.

The type of business that you want is not necessarily the type of business you end up with.

10 Ways to Use Engineering as Marketing

Episode 250 | 10 Ways to Use Engineering as Marketing

Date: 2015-08-18

Link: Startups for the Rest of Us

 

Startups for the Rest of UsBook: 80/20 Manager

Find your unique selling proposition.

Think if there is a free version of your product you can offer.

See if you can show a demo of your product’s abilities.

Show the benefits without forcing the commitment.

Show–not tell.

Advertise your product through your own customers.

Use a microsite to tell a story.

Use a public demo.

Implement a referral program of some kind.

Anything you do like a Powered By logo is very powerful.