Sell Them Their Way

Hello Startup Different peeps!

In our last episode we went deep on how to meet customers in the market - that is, how to sell them their way. The conversation went from our experiences with trade shows, to Requests for Proposals (RFPs), and to the pivotal importance of meeting customers where they are in the market.

the Trade Show Challenge

The Sinkinson saga with trade shows was no walk in the park. Starting small with a dinky booth and some brochures, we quickly learned the ropes. But the game-changer? Upgrading to a snazzy, professionally managed booth. Who knew the size and style of your booth could make such a splash? From quirky branding to playing FedEx tracking ninjas, sorting out the booth was essential to our startup success.

Embracing the Dreaded RFP

If there's one thing universally disliked in business, it's Requests for Proposals (RFPs). RFPs take a crazy 32 hours on average, packing in 77 questions. But, we actually turned them into our secret weapon. Despite the grind, we treated RFPs as golden opportunities to showcase our A-game. With sleek presentations and a touch of pinstriping finesse, we bagged an impressive 80% win rate in the early days. It was painful but necessary for our customers.

listen to the customer

Listening to customers was our the jam. Early on it was rough - plenty of hiccups - but we got good at the art of asking the right questions. Then we’d go “all in”; we dove into the trenches, engaged with customers directly, and were proactive — that’s the secret sauce for decoding the market. Customers will tell you how they want to be sold to, but you might have to read between the lines.

Small Bets for Big Wins

In the startup hustle it’s key to not go big on one bet, but to spread your risk. Don't blow up the budget; instead, sprinkle a little cash on various marketing strategies. We experimented with direct mail, SEO, trade shows, and whatnot. The verdict? We affordably sorted out what vibed with our audience and refined from there.

Do What You Hate but what they need

All work has some crummy elements. It’s the way it goes. But here’s the deal – sometimes, you gotta do what the customers want - even if you don’t want to. They spilled the tea on RFPs, acknowledging the dread but highlighting how these necessary evils propelled their business forward. It's all about aligning with what the customers want, even if it means stepping out of your comfort zone.

Conclusion: A Blueprint for Market Success

So, what's the secret sauce to slay the business game? Dive deep into customer chats, throw some calculated bets on the table, and don't shy away from the messy stuff. Chris and David's ride through the twists and turns of entrepreneurship is like a playbook for those itching to crack the business code with a mix of resilience and street smarts.

Check out Chris and Dave's chat about this in their latest episode.

-The Startup Different Team