He has been very passionate about sales, for over 18 years. Driven by his passion, he started his startup called Tripooly, a one-stop online travel-shop.
Everything a business does is eventually for earning revenue and to gain long term profit. As a result, whatever a startup does, has to focus on selling. Here are some ideas about sales shared by Raf.
Prospect your client
– Always remember to prospect your client. You would only be wasting your time, if you treat all your clients the similar way. Before meeting them, know them well. Learn about them from Facebook, LinkedIn, or other social media platforms.
60-second sales pitch
– Pitching is crucial for any startup. Raf suggested that, using easy terms during the sales pitch should be simple enough for the general public to understand. He suggested not to talk super-fast and confuse customers who are willing to listen.
Simplification is the key
– While pitching, one should not get into too much detail about the product. Using 3-4 lines in the initial sales pitch is enough to raise customer interest in a product or service. Cramming lots of information will not bring good results for you, rather it will confuse the customers.
Have knowledge about the product/company
– We often get so busy with doing a business, that we forget about the product, itself. Having product knowledge is very important. If you don’t know more about your own business than others, then you would not be able to sell.
Know your competitors
– You need to know who your competitors are, and what they are doing. Don’t just find out about your direct competitors, you also need to have an in-depth knowledge about the competition that may appear in the future. Knowing your competition will help you to figure out your uniqueness and what your sales plan should be like.
– Connect with people you are selling too. People usually buy your attitude and personality. You have 10 seconds to connect to any client. The longer you take to make an impression, the more clients you lose.
Listen to your client
– Don’t jump with your all your enthusiasm in the beginning. Listen to what your clients have to say and position your offer accordingly. You need to be yourself and be friendly with your client.
– Don’t just get lost in talking. Building rapport is important, but don’t forget to close while you do so. Ask open-ended question. Your creative answer to those questions could be a smooth closing. Also look up for buying signals. You need to catch them up and close them off wonderfully.
Always follow up
– Never forget to follow up. Closing after the first pitch is a rare scenario. Keep that in mind and follow up to close the deal. Remember to be creative and unique, when you follow up. Do not bore the client with same closing speech every time.
– You need to always show creativity with your sales plan and rapport building. If you are selling the same product or service like anyone else in the market - why would people be buying from you? So be unique and creative with your startup.
Always incentivise the sales person
– The sales person of your startup needs to be motivated. Always give them a proper incentive. The incentive can be given as a fixed or a commission based, but it must be given.
Cross sell and out sell – A client can take a specific service or multiple services. Follow up on your existing clients to ask if they would like any other service.
Article reprinted under special arrangement with SD Asia