How to Sell Software to Businesses - Part V: Generating Leads
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This document provides guidance on how to sell software to businesses. It recommends using a multi-touch approach including email, phone, social media, and networking to generate leads. It suggests automating follow ups with prospects over multiple weeks. The document also stresses researching prospects, educating them on how the software addresses their specific pain points and improves their business. It advises tailoring the message based on factors like company size and industry. Finally, it emphasizes calculating ROI and sharing customer examples to help close deals.
How to Sell Software to Businesses - Part V: Generating Leads
- 1. How to Sell Software to Businesses
- 2. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
- 3. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 4. Use a Multi-Touch Approach
- 5. Email Phone Voicemail Social media Direct mail Cold walking Networking Search engine optimization Content marketing
- 6. SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 CALL LVM FOLLOW UP EMAIL PAUSE Week 2 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 3 CALL LVM FOLLOW UP EMAIL PAUSE Week 4 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 5 FOLLOW UP EMAIL CALL LVM PAUSE Week 6 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 7 CALL LVM FOLLOW UP EMAIL PAUSE Week 8 PRODUCT CUSTOMER EXAMPLE VALUE POINTS PAIN POINTS
- 8. Automate
- 9. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 10. Research
- 11. The Best Salesperson Asks the Best Questions
- 12. TOP-DOWN / BOTTOM-UP • Power • Money • More difficult to reach • Valuable knowledge/information • Easier to reach MANAGER DIRECTOR VP C-LEVEL CEO/OWNER CONTRIBUTER
- 13. SELL TO THE BUSINESS UNIT HR SALES IT OPS FINANCE MARKETING IT
- 14. SELL TO THE BUSINESS UNIT HR SALES IT OPS FINANCE MARKETING HR SALES OPS FINANCE MARKETING
- 15. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 16. WHAT’S IN IT FOR ME? PRODUCT / FEATURES / FUNCTIONALITY BENEFITS The improvements the product and features creates The product you sell What the product does • Become healthier • Become more attractive • Decrease stress • Sleep better • Improve personal relationships • Improve career opportunities • Transform your life • Weight machines • Lap pool • Treadmills • Yoga studio • Personal training Health Club Membership
- 17. TAILOR THE MESSAGE Size: Small businesses, Multinational Corporations, etc. Industries: Manufacturers, Hospitals, Banks, etc. Department: IT, Finance, Human Resources, Marketing, etc. Title: CXOs, VPs of IT, Directors of Operations, etc. Broad: Businesses, Individuals, People, etc.
- 18. INVENTORY MANAGEMENT SOFTWARE PRODUCT TARGET VALUE FEATURES • Auto inventory replenishment • Predictive Demand Forecasting • Management Dashboard DIFFERENTIATION • Able to be set up without professional services • Easy to use • Lower management and maintenance costs MANUFACTURERS TECHNICAL IMPROVEMENTS • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information • Make something work better • Make something easier • Decrease the time • Improve visibility
- 19. FOCUS ON THE BUSINESS IMPACT
- 20. INVENTORY MANAGEMENT SOFTWARE PRODUCT TARGET VALUE PAIN MANUFACTURERS BUSINESS IMPROVEMENTS • Decrease staffing and labor costs • Decrease inventory costs • Improve decision-making • What is the opposite of the improvement? • What problem goes away with the improvement? • What problem starts to happen if this improvement is not provided? TECHNICAL IMPROVEMENTS • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information TECHNICAL PAIN • Submitting orders is time-consuming • It is easy to make errors when ordering • Difficult to view orders and inventory BUSINESS PAIN • There is a lot of labor spent on placing orders • Ordering errors are costly and impact profitability • Difficult to make good decisions without visibility across orders and inventory PERSONAL IMPROVEMENTS • Improve work-life balance • Increase recognition and compensation • Improve career trajectory PERSONAL PAIN • Working too much • Not making as much money as would like • Would like more career advancement
- 21. Find the Prospect’s Pain Points
- 22. CONNECT PROBLEM TO A SOLUTION FEATURE 3 FEATURE 2 FEATURE 1 PROBLEM 3 PROBLEM 2 PROBLEM 1
- 23. Calculate ROI
- 24. Create a Business Case
- 26. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 27. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
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