I thought this email was pretty genius. I signed up for LinkedIn Premium about 2 weeks ago and then I see this email. It pretty much tells me to switch out my personal card and expense it to the company.
This is pretty smart. If I’m paying for this out of pocket, I’m more likely to see and cancel a $50 recurring charge ($50=like 6 Netflix accounts). But, if my boss (or bosses boss) is paying for it, $50 isn’t that big of a deal in the Marketing/Recruiting Budget.
The other really interesting thing is they most of detected that I bought it on my personal credit card by not putting in a “Company Name”. Very clever!
This makes a lot of sense. A product that costs under $50/mo is cheap enough where it makes sense to just sign up with your own credit card especially if it makes you more efficient at your own job. Then, you get an email like this and start thinking “Hey, why not, let me get this expensed”.
I thought this was really cool. I saw the glass doors and immediately thought “Oh No! Someone graffitied on the nice door!” I then read that it was a sale sign.
I thought this was a really cool way to grab my attention. A simple sale sign won’t work anymore so you have to draw attention as well.
Sales has a bad rep. Maybe it is because of how movies depict sales people (think: Wolf of Wall St. or Glen Gary Glen Ross) or because the common consumer only encounters them when they buy a car.
However, in selling software, specifically SaaS (recurring yearly payments), the pushy sleazy stuff just won’t work. This is because the customer will just cancel a few months in making the entire deal completely useless.Therefore it isn’t worth even talking about your product unless you can identify a problem that the customer has that your product can solve for them.
It’s All About Solving Problems
Here is my process:
1. Before I go into a sales demo. I spend some time to analyze their website and look for opportunities.
2. When on the call, I ask specific questions like “what are your marketing goals”, “what is your biggest business problem right now”. This step can take up to 15 minutes and is an eye opening experience. It is also very interesting to hear and learn about other businesses.
3. Once I have clearly identified a problem I can solve, I jump into a demo to show them how Digioh can help.
It’s Also About Honesty
Sometimes in step 2, I discover a few problems that my product can’t solve. This is when I listen, I either refer them to another product or service. This creates goodwill and opens the ability to create a relationship for a future sale. It also makes me look extremely trustworthy and someone that can solve problems.The best sales people are problem solvers!
I would love for you to share your best sales stories in the comments
I was speaking to a friend of mine that works at a fortune 500 company. He was telling me how his company is considering adopting a new CRM/ERP system and how Salesforce is very interested in this opportunity. He told me that Salesforce has the most amazing sales presentation. Here is what they do:
Salesforce Sales Process (for Fortune 500 Clients)
- Salesforce sales team spends a few days on-site at the clients HQ
- Discover any major problems the client has with their existing system
- Learn what type of acronyms and buzzwords the client uses
- Figure out how Salesforce can solve all their problems
- Invite the major decision makers to a “Pitch Meeting”
- Present a polished demo of how the client’s company will operate once Salesforce has been fully implemented (they even include the client’s logo inside their Salesforce HQ). The client should feel like all the work is done, and all they have to do is say “Yes!”
Eliminating the “Uggggghhh!!!” reaction
This was one of the most amazing things I have heard. The problem with most software is you always get an “uggghh!!!” reaction from the business owner when selling software, because they know all the headaches required to actually start using it. For example they usually have to get a developer involved, then iron out bugs, and then customize it a little bit for their business.
By eliminating the “Uggghhh!” factor, you get the client excited, and most importantly get to “Yes!” faster. How do you sell the dream – would love any pointers!