Selling Key for Start-ups
Bryan Freeman, founder of SnackWorks, was the keynote speaker to the Entrepreneurship Academy here at the Delta Epsilon Chi conference I am attending this week with my students. One of his main points was how important it is for entrepreneurs to know how to sell. No other activity is more important for a start-up than getting customers to buy the product or service and get cash flow coming in the door. And yet, many entrepreneurs are not prepared to sell.The selling process for any start-up entrepreneur is a relatively simple process, according to Freeman, if executed properly:
- Make the call! Get over your fears and start calling on potential customers.
- Develop your elevator story. Be able to tell what you do in three sentences or less.
- Explain the benefit, not just the features.
- Validate these benefits.
- Ask for a relationship. Set up the next contact as you finish up this contact.
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