Selling to the Indian SME Market - Our Learnings
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Transcript of Selling to the Indian SME Market - Our Learnings
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Selling to the Indian SME MarketVijay Vadlamani, NowFloats
@vjv87 | @nowfloats
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NowFloats Overview
Founded in Jan 2012
Sales operations started in September 2012
Co-founded by ex-Microsoft and ex-Saatchi & Saatchi team
Won the Microsoft Biz-Spark Challenge 2012 (Mobile Category)
Incubated at Microsoft Accelerator
2400+ customers across India
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Getting Small Businesses Online using only SMS or Mobile App
=or
• Basic mobile phone
• Only 4 simple SMS
• Zero technology awareness
• Smartphone users
• Accurate location
• An active way to connect to the modern day customer
• Active updates thru SMS or APP
Text Messages
APP yourbiz.com
NowFloats offering
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Key learnings from the field
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1. Don’t sell. Consult
Sales Executive Vs Sales Consultant
Educate your customer
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2. SMEs are willing to pay
Focus on value, not price
Never give away for free
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3. Instant gratificationHelps build trust
“Wow” factor
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Helps iterate faster
4. Feet on street is key
Customer feedback
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5. Invest in a CRM
Sales discipline
Better follow up!
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Thank you
Thank you!