The Truth About Social Media Marketing

The Art & Science of Sales:Tips, Tricks & Tools

In 2008, I lost my job with a start-up, PlanetEye.

The global economy was volatile, the stock markets were plunging and start-ups were finding it hard to raise money.

I had no idea about my next move. Starting a consulting business wasnt really in the plan until I got a couple of projects. Then with some encouragement I decided to start my own business.

But I wasnt a salesman, I was newspaper reporter, quasi-start-up employee. What did I know about sales?

With a wife, three kids and a mortgage, I had no choice but to start selling. It turns out that Im pretty good well, good enough to last eight years.

Tonight, I want to share three things with you: some thoughts on how to approach sales, some insight about best practices when selling, and some tools to jump-start your sales efforts.

Before we get started, lets do an informal poll:

Who would describe themselves a natural salesperson?Who would say theyre good at sales?Who would say theyre bad at sales?

1

Sales

Were all natural salespeople we sell all the time where to eat, getting your kids to go to bed, how to get employees to do what you want.2

Sales isHard

Lots of competitionPeople are multi-tasking, distracted, overwhelmedConsumers have more information than ever

3

ITS ABOUT THE CUSTOMER, NOT ABOUT YOU

Selling is about meeting the needs of customers, not about making them buy your product.

Its about connecting with them by talking about their needs, dreams, aspirations, fears

E.g. Airbnb, GoPro, Nike, Apple4

You is the most important word, not we.5

MAKE IT EASY FOR PEOPLE TO GET IT

Be straightforward, be clear about the benefits

Dont be cute, obtuse, mysterious6

THE ELEVATOR PITCH

The Sales Meeting

THE SALES MEETING

Like a first date.

Its a get to know you session like a first date. Be cool, be comfortable. Ask them a lot of questions.

Do your research whos the client, check out their Website and social media, the competition, recent news.

Send them some information ahead of time.9

LISTEN, THEN TALK

NETWORKING

Also known as non-digital marketing

It can be painful when you dont know anyone.but lots of people are in the same boat as you, they dont know anyone.

Be confident, open to saying hi to people.11

REJECTION? HA!

THE SALES TOOLBOX

THE ONE-PAGER(aka SALES SHEET)

THE BUSINESS CARD(aka OLD SCHOOL)

Lots of competitionPeople are multi-tasking and distractedConsumers have more information than ever21

Thanks!www.markevans.ca

@markevans

mark@markevans.cahttp://bit.ly/startupscanada

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