Competitive Edge
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Competitive Edge
Creating your Unique Value Proposition to gain your Competitive Edge.
Curated by Marc Kneepkens
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Your First 10 Customers Can Make Or Break You

Your First 10 Customers Can Make Or Break You | Competitive Edge | Scoop.it

Early in a startup’s life, the main focus is building the right product for the right market. For most B2B startups, this is the period when you start winning your first 10 customers. These 10 customers are unlike any others you’ll have over the course of your company.

You’ll sell to them differently, charge them differently and try to get different things out of the relationship than you will from those that follow. This is the group that will teach you how to refine your product, whether or not you are targeting a large enough market and how to craft a scalable sales process that will help you land your next 100 customers.

Getting these customers and working with them effectively is a challenge for any startup. Here are some tips for startup founders that I’ve learned in my years as a venture capitalist and sales executive. Read more: click image or title.




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- Michael Mundi, Mundi Homes

Marc Kneepkens's insight:

This is so true. Establishing a business depends entirely on the results you get with you first clients. They will always be a reference and in your memory. Great article. Highly recommended.

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whinchatglaze's comment, September 1, 2015 5:37 AM
Its really good :)
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23 Rules for Face-to-Face Meetings

23 Rules for Face-to-Face Meetings | Competitive Edge | Scoop.it
Follow these guidelines when you meet with customers and you're much more likely to win their business.

While a lot of business is conducted today over the Internet and the telephone, customers often want to meet you personally, just to make certain you're the kind of person who can be trusted to deliver what you promise.

Here are the eternal DOs and DON'Ts of these face-to-face meetings, based upon my own experience and dozens of anecdotes from "school of hard knocks" salespeople:

1. DO have a specific goal.  

Always have a goal like: "obtain approval to present to senior management" rather than something vague like "build a better relationship."

To read the full article, click on the title.



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http://bit.ly/1aKy7km


Via maher megadmini
Marc Kneepkens's insight:

Common sense tips for staying focused and keeping your client in the center.

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How To Sell Absolutely Anything At Full Price

How To Sell Absolutely Anything At Full Price | Competitive Edge | Scoop.it
How to sell things at full price.

Price is the amount of money your customer pays for a product.  Value is what your customer perceives the benefits of that product to be, and the emotional connection he/she has to the product, the employee, and the company, in relation to the price.

How retail associates handle and present products to her/his customer adds - or reduces - the perceived value. This is true whether the products are drills, luggage, or diamond rings.

I've seen a salesperson treat a $40 product as if it was priced at $500, and I've seen a salesperson treat a $500 product like it was worth $40. Guess which salesperson sold more?

To read the full article, click on the image or title.



Get your Free Business Plan Template here: http://bit.ly/1aKy7km

Marc Kneepkens's insight:

Selling value should be central in every contact and sale.

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