Guest Post by Satya Neerupudi
Solution: Sales fixes everything – Guy Kawasaki
Startup Mantra: Focus on sales.
Good team mix: Who can Make it, Sell it and Collect it.
Marketing is free: Facebook, YouTube, Printerest, Instagram, Twitter, Google+, LinkedIn, Blogging.
Startup or an established company must have customers and sales, this is the life blood of a company.
As soon as you defined your USP – Unique Selling Point of a product, you must look around to find the customers who can buy your solution.
You can’t go blind in search of the customers and it requires unique method called sales process.
This includes identify the right prospect, make a sale and get the money!
Most of the startups want to find more customers, but they fail to find real paying customers due to lack of
- Customer persona (Your ideal customer)
- Sales process
Customer persona and sales process are interlinked and they must go together, successful sales people have these two items in their head 24X7.
Customer persona gives an identification and key to find the right leads and qualify them to be coming long lasting customers.
Without a customer persona it id difficult to find customers, it’s so hard and company will tumble to get customers.
Each product must be linked to a right customer persona.
Customer persona is like imaging a gold nuggets while mining for the gold.
It is very obvious that “ What You See Is What You Get”.
A Vague customer persona will give a vague results in sales. Before defining a product or solution to a problem, it is important to identify the typical target client with the problem you are going to solve.
The customer persona must be simple and it will help you to segment them for each product offering.
Name the persona : Joe
Age : 34
Gender : male
Life Style : lives in an apartment
What problem Mr. Russel is going to solve ?
What Products they are using currently to solve the problem ?
What kind of information they are searching ?
Sales process :
Once you have defined the persona and segment them to fit into your solution offerings, then it is easy reach them and deliver the marketing message.
Inbound marketing the new strategy to generate the leads, qualify the leads, help them, delight and get promotes.
Qualifying the leads is an important process of sales, which will save time and money.
Cold prospects are those people not aware your company or your product.
Warm prospects are people you met them and they may aware of your product ?
Hot prospects are qualified leads through BANT process, you need to follow them and close the sales.
A simple qualifying process called BANT framework which can be applied for B2C or B2B:
B : Budget, buying capacity of the individual or enterprise.
A: Authority, Are you talking to the right person who can sign a check or use their card.
N: Need, Is there an urgent or immediate need or pain to be treated.
T: Time, When they are ready to buy.
Now a days every one goes on Google and finds more information they need, you need to think beyond BANT process to make sales happen.
Based on your customer persona and their psychological behaviour of the buying decision need to be understood.
Each sales stage have different mental status for these prospects and sale people should behave accordingly and take action move them through sales cycle.
Your solution must be answered to a customer problem, sales process must run the potential client with his mental status to choose you product.