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Guide young entrepreneurs on how to sell their products and services to early
adopters
Software Developer
Computer Science Masters in
Cryptography Cisco - TCP /IP
protocol development
Netscape - Web developer
Learn to build relationships
1. For <this type of customer>2. Who has <this type of
problem>3. We offer <this solution>4. Which is <different in this way>5. From <other competitors>
Great Selection & Speed
Largest collection of books
For booklovers everywhere
Find titles after a few minutes of searching
Without ever leaving their desks
Instead of hours driving all over town
http://phx.corporate-ir.net/phoenix.zhtml?c=176060&p=irol-newsArticle&ID=1250170&highlight=
Automation & Cost Reduction
For Fortune 1000 customers
Who want to improve customer relationships, and create efficiencies across their supply chains
SAP supports unique business processes of over 25 industries
http://www.sap.com/southafrica/about/company/boilerplate.epx
1. Identify targets2. Profile customers3. Leverage
contacts for introductions
4. Understand their buying process
5. Be aware of budgets
Create & nurture a community of customers
Marketing software company
Target: SMB Marketers & consultants on LinkedIn
Constantly posting great information, surveys, etc.
Highlight new tips, tricks every week
1. What problem do you solve?2. How is the problem currently
solved?3. How do you solve the problem
better?4. What are the benefits of solving
the problem?5. How do you price the offering?
Quick demo, easy to use
Problem: Boutique hotels cannot afford digital marketing agencies
Solution: Online digital marketing
Benefit: Increase hotel revenues
Pricing: Starts at $99 / month
“Selling begins when the customer says no!” Figure out how the most frequent objections
and create collateral for them
Other technical objections
1. No need for product
2. Inability to take risk
3. Wont work for us4. Not enough
money5. No urgency
1. Outline of the client’s specific objectives
2. Overview of the solution to achieve those objectives
3. Pricing, Delivery timeline and Plan
4. Why you are the best suited to help achieve those objectives
Sell benefits to the client, not features
Include customer testimonialsHave a great call to action
1. Written testimonial with video
2. ROI case study & success story
3. Target the top 5 competitors in the same industry
Put testimonial requests on proposal or contract
Post video testimonials on website, YouTube
Post case studies on Slideshare
Provide a simple ROI calculator on your website
