March Madness typically refers to NCAA college basketball, but this
month’s craziness ranges from stock market-madness to presidential primary-madness, more prez -primary-madness to movie-madness (Ferrell!), and finally, to Spitzer’s hooker-madness.
But founders have more important things on their minds — like getting your startup out of the purgatory of “pre-revenue.” My research can help. You’ll close some deals using these core sales strategies. These tips don’t involve much sweet talking, but they do demand some attention and organization.
1. Aim your sales efforts at being #2: Your goal should be a “second
supplier”. A major mistake is going for the throat too early. SSG, Second Supplier Gambit, is trying to be a #2 provider through your website. Set aside your need to be their #1 supplier and love the waitlist status you are on. If you’re #2 on enough lists, you’ll be #1 soon enough.
2. Speak at industry conferences: Industry get-togethers are always looking for bleeding edge speakers. If you’re advanced, offer to be a back-up speaker (yes you just applied SSG). Another technique is to offer content focus, speaker line-up pre-produced and almost turn-key. A more expensive option is to have a pro writer develop content for you to speak on. Google ghost writer and put up an elance or better yet visit a Local NSA (national speakers association) chapter. If your CEO can’t speak, hire an actor (kidding!). Or go to an acting class. Read More about March Madness: Get Your Startup Out of Pre-Revenue!