3 Tips for Selling Your Product to New Markets
by Alex Berman from
Alex BermanChief Marketing Sumo
InspireBeats.com$20 million+ Leads Generated
$2 million in B2B SalesDigital Nomad
I recently tested selling InspireBeats lead generation in a couple different
industries
Film, Manufacturing, Commercial Real Estate and M&A
All of these are B2B but they all have different components
For instance,meaning factories & logistics use a lot of outdated technology
and don’t understand acronyms like SaaS or MVP
Real estate agents use brokers to sell products, or buy into “lead pools” for
cheap leads
M&A firms typically pay full time analysts $100k+ to find companies worth buying
Each one of those industries required a different pitch and 5-10 calls each before
I knew enough about them to sell
Expect to look like an idiot when testing, but opening new channels can
exponentially grow your business
Let’s get into it..
3 Tips For Selling Your Product to New Markets
1. Don’t Lie
Customers can see through white lies
For instance, if I cold pitched a real estate agent and said our specialty was
real estate
They could tell it wasn’t true and response rate would be nothing
But if you say you’re just testing the market
You can get away with a lot of ignorance
Here’s a good way to “phrase” a test in your emails:
Speaking of ignorance..
2. Customize the pitch per industry
You want to think about what their problems might be
You can have a “generic pitch” for your company, but frame the value for each
industry
I used this pitch when selling to the film industry:
For real estate agents that spend on PPC it made more sense to call that out
Take 30 minutes and google around on forums
Or take a few minutes and try to get in a target’s shoes
Even after doing all that work..
3. Ask to buy on calls, expect pushback
Businesses are about making money by delivering value to clients
Which is why we’re not just testing email replies
On every call - ask customers to sign up now
Even if you feel like you botched it
For M&A it took 3 calls before we had the first buyer - but I asked each one to
buy
Asking customers to buy now gives you real feedback
Go out there and test some new markets!
Or let us do it for you at InspireBeats.
To recap...
3 Tips For Selling Your Productto New Markets:
1. Don’t Lie2. Customize the pitch per industry3. Ask to buy on calls, expect to fail
Any Questions?
Alex Berman
Chief Marketing Sumo @ InspireBeats
Mail: [email protected]
Twitter: @alxberman
Need more leads or sales support? http://inspirebeats.com
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