You Can Sell Big When You're Small
5. Remove the risk.</b></h2>
Money-back guarantee. It's a slogan that's been splayed across advertisements for decades because it makes people feel safe about taking a bet on you. If you're a startup founder and your technology is unproven, make it easier for potential customers to say "yes" by tying a tightly time-bound "termination for convenience" (TFC) clause to the agreement. Three month is a good timeframe here — and this tells them if they don't like what you've delivered or their broader team says it sucks, they don't have to pay. Rally your engineering team and tell them they have 90 days to shine in front of a big prospect, and it'll feel like a full team press for your company. (As the company matures, the TFC will not be a viable tool — but early on, it's a play worth running).</p>
From early stage startup to on-the-radar growth company, I've had quite the journey that's afforded me "little tips and tricks" such as the ones above. For business people like me (and especially those of us with a long history in sales), there's nothing more exhilarating than to getting your first big deal and setting your company up to play ball in the big leagues.</p>
Published at Tue, 28 Nov 2017 16:00:00 +0000
