What do you do when you are starting a new business and need sales?
The innovator is usually a person willing to buy things just to be the first, but they have little pull in their industry or sector. Many companies with new ideas will build their client base with these buyers but struggle to break through in the market until an early adopter makes a move and buys what they are selling. While this is a good way to build revenue, I prefer seeking out thought leaders who are always looking for a competitive advantage and making one of them my client for free.
People often question this method as it means giving up time and energy with no fiscal return, but that is not the case. If you can make a thought leader happy and get them to become a Customer Evangelist - one who is willing to talk about your offering - this can save you much more time and money in the long-term.
Jeb: Karl, before I let you go I have one more thing. How should Val go about finding an innovator or an early adopter?
Karl Goldfield: Another great question, and one of the great tricks of the trade. The simple answer is research. Go out and look for startups that are in your industry or market sector. Then find their customer base. These are the innovators and early adopters you want to focus on. The more often you find a reputable company on startup customer lists, the more likely they are the people who will spend for a competitive advantage.
Starting a business is difficult. It requires hard work, dedication, passion, and an unshakable belief in yourself. You have to work long hours, stay focused, and pick yourself up time and again from the inevitable failures. However the rewards can be great. Not just monetary rewards. The more important payback is the feeling you get from seeing your ideas become tangible and your company grow. Val is smart because he is reaching out for help. If you are starting a business I recommend getting a coach or mentor, reading books, and listening to audio programs.
This is Jeb Blount, the Sales Guy. If you have a sales question please send it to firstname.lastname@example.org.
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