How to Sell When You Aren't in TechCrunch Every Week
How to Sell When You Aren’tFeatured in TechCrunch Every Week Who are you? What do you do?David RubinsteinFollow me @daverubConnect on LinkedIn: http://www.linkedin.com/in/daverubinstein
Your Pedigree Doesn’t Matter No One Knows Your Name The presentation isn’t about you. Don’t confuse your sales pitchwith your investor pitch. It is about them. Find a common ground, ideally before showing up. LinkedIn great place to start.
Your Task Will Feel ImpossibleEveryone wants to meet with the largest advertisers. You walk a fineline between persistence and annoyance. Be concise in youroutreach. Assume they are reading on their phone.
Be HumbleTake the meeting with the Assistant Junior Account Intern-in-Trainingand navigate from there. It will save you months. They may even be presenting their summer project to the CMO (their uncle).
Make Sure You Add ValueDon’t show up and throw up. Establish credibility. Customize presentation tospecific prospect. If possible bring specific prospect insights. Remember behumble. They know their business better than you.
You Have Less Time than You ThinkA 1-hour meeting is really only about 45 minutes since it rarely starts on time and usually audience starts packing early to get to next meeting. Make sureto watch the clock and cover next steps before they end the meeting. If there seems to be momentum. Don’t be afraid to do a time check.
Pitfalls to Avoid: Avoid sending presentation if right person not in roomIndicate it is a large file and you don’t want to fill their inbox. Decision maker mayassume they understand and will likely decide they have enough information.Have a 1-pager to send that can get someone excited, but still creates reason tomeet.
Pitfalls to Avoid: Never Send a Proposal After 1 Meeting (even if they ask)After one meeting it is not likely they know enough about your offering tobuy. If they are serious, they will be willing to have a least one more briefcall/meeting. If they won’t, don’t waste your time. It’s not real.
Now You’ve Handled Mission ImpossibleAfter Multiple Meetings Ask Yourself Whether Prospect Would Answer Yes to the Following:1. Does your service/product deliver value?2. Does using service/product make prospects life easier?3. Does prospect like you?4. Is service/product needed immediately?