It’s easier to sell a client that already knows your good work and provide more value. So today is all about market awareness and what you need to do as a tech start up or you are a new product in an existing market or new product in a new market to become known in the market to your audience so they learn to trust you so that they buy from you.
Here are the areas we covered:
Pre-market awareness: New product in new market, new product in an existing market, or an existing product in a new market or existing product in existing market.
Each buyer goes through a psychological process to determine what they need to do in order to solve their problem. The process looks like this:
1- I need or want something I need to get my arms around my want or need…
2- I know what I want/need I need to get my arms around the businesses that provide solutions to my want or need
3- Now that I know who does this- which one is the best for my business?
4- I know who I want, we just need to figure out what the solution looks like
Why is that important as it relates to the holy grail?
At the end of the day it’s all about recurring revenue/more revenue
What is market awareness?
It’s all about letting your audience know that you are in business, and exposing your audience to your offering, and educating them about your expertise to solve their business problems. You want to do this so that you can build out: Recurring, business, products, multi-year revenue capture
Is it critical to sales? Why?
- Repeatable
- Easier
- More margin
Lack of market awareness is an issue that a lot of companies don’t know how to address.
A lot of times if you are bootstrapping or maybe you have funding but you want to be prudent. I think most will go for sales first. The problem is that it stretches the sales cycle because.
They still have to learn to trust you and if there’s not that body of knowledge out there, that need has to be filled. So they end up doing the discovery/due diligence in the sales phase instead of earlier which is where you want them to learn so that your sales cycle is shorter.
About the Hosts:
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for them and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at : www.linkedin.com/in/gloriagunn
Ed Golod is a C-suite sales & value expert, as well as the CRO of TechnicalThoughtLeader.com. Ed has personally been responsible for closing over $260M in sales throughout his career. Ed regularly is renowned for his unique ability to create, articulate and leverage value based messaging that has reached the C-suite at Lowes, Under Armor, & Dicks Sporting goods just to name a few. Ed’s sales systems have generated millions of dollars for him and his clients.
Ed can be reached at ed@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/edwardgolod
What we discussed in our “Interesting Tech” segment:
Why the hottest tech doesn’t mean you’ll turn into a unicorn
https://www.haaretz.com/israel-news/business/.premium.MAGAZINE-israeli-hi-tech-startups-are-booming-this-is-what-it-takes-to-raise-a-unicorn-1.9662215