Your sales approach

Deciding your sales approach for a SaaS app, new product, service etc. can be daunting. In the world of the web it can seem like the only option for a new start business, but it’s not the only option.

Before the advent of the internet sales was simply a numbers game, get in front of as many people as you can to pitch your product to, these are called leads, qualify them, these are called opportunities or prospects, work your prospects by providing proposals and quotes until you can convert them to a sale. The prospect then becomes a customer or an account. You then manage this account to ensure you retain their future business.

Nothing has changed. This is the basic sales strategy that we must employ no matter the platform we are selling on. If we are selling off-line then we must gather leads on who might be interested in our product. If we are selling on-line it’s exactly the same. Twitter and Facebook from a sales perspective are there to help us share our ideas with the world, our idea is essentially our product or service. Our website is our 21st Century store front, and rents are low!

Driving traffic to your website is the same as generating leads in the physical world, we have to get out there and talk to people. So the choice on approach comes down to this; you are either going to do what the commercial giants of the world do and buy your way in front of people by interrupting them and shouting about what you do, or you can go out and find the right kind of people who would want to hear about your products and services. If you want to add value to people’s lives by having them use your services then the latter should be the only approach.

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