Last Updated Jun 22, 2009 12:54 PM EDT
Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don't know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six rules ...of selling for startups:
- You are an entrepreneur. You aren't in a big company, so ultimately the only person you can really count on to get things done is yourself. Don't hesitate to do whatever it takes to move the sale forward, even if it means giving up your weekends.
- Don't be afraid to bail. If a deal doesn't make sense for your company, it's not worth pursuing. Don't let wishful thinking propel you into wasted effort. For example, if you can't meet with the real decision-maker, you aren't going to get the business. Period. Move on, without regrets.
- Don't be taken advantage of. Insist that every customer relationship is a relationship between equals. Adopt a policy of "Quid Pro Quo" - that anything the customer or prospect asks you to do give you the right to ask them to do something comparable in return.
- Believe in your greatest strength. What startups offer customers is unique, and that's good news, because top executives don't have the time to sit with down with cookie-cutter sales reps, but always have time for somebody who can redefine problems and devise solutions.
- Don't scuttle your credibility. Never take on an apologetic air, try to explain away the inexperience of your firm, or (ugh!) beg for the business. Savvy customers can smell fear and will ask for steep discounts or even amuse themselves by making you jump through meaningless hoops.
- Dare to be honest. Share your feelings with the prospect to move the sale forward. If you believe that the customer is treating you unfairly or asking too much, respectfully point out why you see the situation that way and then ask for reasonable concessions.