When to beta…early and update oftenWhat you don’t need.GaggleAMP example --- how long
Who should you talk to at the event.
How to Get Your First Sales Glenn Gaudet President & FounderMay 12, 2012
Remember – This is YOUR Job• Nobody can sell YOUR product better than YOU• YOU need to hear the feedback… the good and the bad.• If YOU can’t sell it. Don’t expect someone else to.
Role of Early Sales• For the product – Validation – Market Fit – Will someone pay? – Are you leaving money on the table? – Is it sustainable at that price?• For you – Revenue – Confidence – Credibility• Create a “Garden” so you can harvest revenue beyond your first sales.
Step 1: Get some tools• Don’t reinvent the wheel. Fill up the wheel barrel with what you will need.• What we use: – Salesforce – for CRM (Customer Relationship Management) and opportunity tracking ($15/month) – Google Apps – email and collaboration (FREE) – Yesware for Gmail– email tracking ($4.95/month) – Rapportive for Gmail – email lookup (FREE) – Grasshopper – toll free number, forwarding and vmail ($24/month)
Step 2: Fertilizer• Website – Beyond your product – Important to sell company credibility • Team • Third party validation • Contact info• What we use for social & web engagement: – Tweetdeck – publishing and singular engagement (FREE) – GaggleAMP – social amplification ($25/month) – SnapEngage – website visitor chat ($19/month)
Step 3: Seed the market• Pre-availability – build a list – ttp://launchrock.com (FREE)• Use your beta program to get the word out – The more the merrier – Target a representative sample – Get engagement and use (1/10 at best) – Transition to a paid beta• Free/discounted use – Seed your product with influencers • Bloggers • Podcasters • Companies that will be a reference
Step 4: Greenhouses• Events are a way to exhibit & network – Forces you to refine your pitch with lots of practice – LeverageFREE events such as Mass Innovation Nights & other startup showcases – Leverage any “partner pavillions”• Do your homework before the event – Research who will be there – Reach out ahead of time to set up meetings – Leverage “startup areas or pricing” – Work the event’s lunches & cocktail events
Step 5: Harvesting• The hardest part from most entrepreneurs is to ask for the order.• Negative self-talk includes: • What if they say no? • What if the price is too high? – Don’t psych yourself out of the game!• Ask for the order and find out if you have a company.• Remember - Sell the benefit NOT just the feature
Sell the benefit NOT just the feature• Example – Gillette Fusion ProGlide:• an enhanced lubrastrip with more lubricants enables the razor to glide smoothly.• a redesigned precision trimmerideal for shaving tricky places like under the nose.• a more ergonomic handle for better control.
Final Thoughts• If you get frustrated… sell your product• If you get depressed… sell your product• Selling your product is the magical elixir that heals almost all ills of a startup.
Thank you for your time!Now go forth and sell! Contact: – Glenn Gaudet – President & Founder – 617.682.0777 – @glenng on Twitter – firstname.lastname@example.org