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.

LinkedIn Premium Email

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”.

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Grabbing Attention with a Sale Sign

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by Rishi Shah on January 20, 2015

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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.

IMG_1590
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.

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Dont Get Stuck in the Follow Up Friendzone

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by Rishi Shah on December 17, 2014

People like you. They are impressed by you. They like your industry knowledge and love your product.
interesting
So, they tell you to follow up with them. Because, they like you and your product.

A few follow up calls go by and they haven’t bought yet.. But you keep having conversations with them because they seem on the verge of buying… You know because they like you.

STOP this right now. Just because they like your product doesn’t mean they are going to hand over their credit card and buy from you. Especially if it is a significant purchase (over $1k).

You must ask them to buy from you at the end of each conversation. Don’t let the conversation drag on for more than 45 minutes without asking them to start doing business with you.

Get to the real objections. Find out why they really won’t buy from you. These will only come out when you ask them to pay.

friendzone

Don’t waste time in the friend zone. Get to the real objections quickly and close the deal.

A NO with legit objections is far more valuable than a prospect on a 10th Follow Up call.

Things to say to get out of the friend zone:

  • What will it take for you to buy this product today?
  • You like our product, right? You like me, right? So, let’s make this official. Can I have your credit card info so we can get this going now?
  • I understand you need to talk to your boss. When you ask him, are you going to tell him you need this product and we should sign up today?

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Sales Has A Bad Rep. Here’s How To Beat It!

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by Rishi Shah on October 13, 2014

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.

used car salesman

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

keep calm and be honest

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 :)

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Selling the Dream – Salesforce’s Dreamware

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by Rishi Shah on August 17, 2014

selling-the-dream

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)

  1. Salesforce sales team spends a few days on-site at the clients HQ
  2. Discover any major problems the client has with their existing system
  3. Learn what type of acronyms and buzzwords the client uses
  4. Figure out how Salesforce can solve all their problems
  5. Invite the major decision makers to a “Pitch Meeting”
  6. 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!

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How to Close on a Webinar

July 9, 2014

I’ve done a little over 100 webinars and I would like to share a few of my insights if you are just getting started. Here are my three tips to closing customers on your webinar: 1. Tell them exactly what to do to “Upgrade” When I say exactly, I mean exactly. Here is the script I […]

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Uber … The Partnering Machine

June 17, 2014

Uber Uber Uber!!! Uber is all the rage these days. They have built an amazing partner marketing machine. I wanted to point out 2 things they are doing that I’m blown away by. 1. Partnership with Google Maps If you use Google Maps and you have the Uber app installed on your phone. Google Maps will […]

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Most companies think they have a growth problem, but what they really have is a churn problem.

May 6, 2014

Everyone loves talking about the growth of their company (total #of downloads, users, etc), but what people should be talking about is active engagement. How many times do you download an app and delete it? How many times do you put in your email on a wait list, but then forget about the service? How […]

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50% of Your Meetings Will Get Cancelled… and that’s okay!

April 9, 2014

I had no idea how often meetings in the “Real World” would get cancelled or moved. In college you expect meetings to be in stone, mainly because classes and office hours are always on. Being, 10 years into my professional career I’ve come to terms with meetings getting cancelled and I wanted to share a few […]

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Educational Marketing at its Finest – the SquattyPotty

February 19, 2014

How to sell a ton of Squatty Potty’s: Step 1: Educate people about something they are doing wrong Step 2: Provide medical facts Step 3: Show a low priced product on how you can solve what they are doing wrong. (The word “wrong” is of course a matter of opinion but when you add medical […]

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