In a startup you need to bring in revenue, fast! Well, in any business you do, but in startups the urgency is immediate because zero cash flow is a big reason startups fail.
Here are 5 B2B sales accelerators for startups to create a surge of demand.
Other companies are there to make money, so one of your objectives should be to make it abundantly clear how prospects could make more money by buying your product. By asking yourself, “how can I help them make more money?” Start thinking from this perspective, and you’re on the right track.
In a tech startup I worked with, our main strategy was showing them how much more money they could make, and it was 10X more than they were making. This definitely perked them up.
Most sales people get in the way of buyers, and in B2B sales you will handle sensitive data and have access to confidential information. Your job is to instantly build trust with prospects and partners. One way of building instant trust is by bringing them a new client.
Does your product or solution help prospects make more/ better use of the resources they currently have? Show potential customers how you can transform their resources into actual or greater benefit.
In another tech software company, I demonstrated how our software could transform prospect’s of data into easily accessible and monetisable taking far less time, while boosting the revenue earning potential.
When there’s less of something or when exclusivity is involved, a demand trigger is activated. Nespresso was in the market for years, not making any impact and no one heard of it, until they created the Nespresso Club. The perception of being part of a club increased the desirability of the coffee, word of mouth helped drive sales sales, boosting profits and led them on the road to staggering success.
Demonstrate how you could save them money. Sometimes people will act faster to save money first, before figuring out how to make more. And often money saving can be relatively quick fixes; where as with generating revenue the pipeline is slightly longer. And most people will react faster if they were losing something than gaining.
In the tech startup, my questioning would lead to how much money prospects were losing by not acting, and it created a noticeably bigger impact than showing them how much more money they could make.
Use these 5 startup sales accelerators in a combination – stack them up to have a more powerful effect.
Over to you
Which sales accelerators have worked for you? Tell us in the comment box below, I’m sure our readers from around the world would love to hear your suggestions. Also, if you’ve struggled in this area, tell us in the comments below, and maybe we can help.