How to sell a product to a start-up company? Six main points

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Start-up companies "less money spermatogonial", how to persuade them to buy your products, is a very challenging job

Selling products and services to startups differs from traditional sales, and you need faster responsiveness and flexibility. Steli Efti, co-founder of Elasticsales, a sales consultancy, explains this aspect of the matter from a professional perspective.

Good ideas come from solving problems, which is a common understanding among entrepreneurs. Many startups are targeting the market and developing products to sell to other startups. However, many people do not know how to successfully sell their products to startups, they will only consider 3 aspects:

1. Speed: Sell products to startups faster than the Fortune 500 companies.

2. Decision-making: As long as the minority decision-making. Usually policymakers are founders.

3. Purchasing power: Many startups get financing, and they can afford to buy products relative to other small companies with comparable revenue.

However, many people may forget that selling products to startups is like targeting a constantly evolving, fast-changing target, requiring faster response times and flexibility in the sales process. Here are 6 things to keep in mind during this process, which is important for successful sales of products or services to startups.

1. Grasp the main points

Startups and founders change quickly, as do their buying decisions. When contacting startups, be sure to save everyone's time and highlight the points. Without complex conversations, you just need to highlight the main points and goals, make sure that this is what startups need, and then sell as much as possible.

2. Don't brag

When you sell a product to a start-up, you can't be like a flashy businessman. Startups like people who understand their needs and challenges. When you come into contact with founders of startups, you need to assume that you are talking to some of the smartest people, so you need to respect their intelligence and be as candid as possible about the product and its performance. Most founders can quickly find out if you're bragging, so don't waste your time needlessly.

3. Bring value immediately

Startups don't care what kind of benefits your product will bring over the next few months, quarters and years. They don't have the patience to wait a long time before the product realizes its value. When selling products, be sure to show their value to startups and what benefits they can bring. If you can help them save time, provide them with relevant data, drive their growth, or help them recruit and manage talent, then you need to show it.

4. Simplicity

Come up with everything you've learned in business school. In a real entrepreneurial environment, the best way to reach a deal is to make things easier. Do not list lengthy contracts and avoid formalism. An email with a simple clause and a signature bar is fine. Streamline your sales process with simplicity as the center.

5. Continuous Tracking

This is what salespeople should do in any case. But when it comes to startups, it's always true to send tracking emails to founders of startups. A few short emails titled "Friendly Reminders", "Let's sync", "situation understanding" can help. The founder is very busy and has to pay attention to a lot of things. Make sure that they keep an eye on you and participate actively in their decision-making processes.

6. Understanding Current Developments

When you sell a product to a start-up, you face a constantly changing customer. Keep in touch with them and learn what they are doing this month, this week, and the day. Anticipate their changing needs and direction and remain flexible in meeting their needs.

In the start-up market, the requirements for sales staff include density, speed, and flexibility, but these requirements are often underestimated. For most growth companies, selling products to startups is just the beginning, but it's also a good way to open the market from a small place. If you do the right thing, you will be successful soon.

This article compiles from TechCrunch

(Weifeng)