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Ask HN: How to learn to sell?

355 points rasulkireev | 1 comments | 16 Oct 22 15:19 UTC | HN request time: 0.391s | source

Hey HN,

I am a solo founder that just finished writing code for my project (MVP) and am ready to find clients.

- for the sake of the question, my clients will be small physical businesses. Think, Family Doctor's Office, Local Cafe, Small barber, etc.

I will be developing a blog for SEO purposes and doing other things to promote my business online. However, I believe the key to success here will be "Cold Sales". I have never done that before. So, if you could recommend a book, a blog post, other online resources, or you just have a random advice that I could learn from, I would be very thankful.

Suffice it to say I will be starting out ASAP, even though I don't know anything. I believe practice is the best teacher. However, if there are any resources that could help me get up and running quicker that would be awesome. Thanks a ton in advance.

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fraaancis ◴[16 Oct 22 16:16 UTC] No.33224754[source]▶
* > I believe the key to success here will be "Cold Sales" *

100% correct.

1. Get a demo ready that you can show on a laptop. Focus on features.

2. Smile and dial. Set a meeting with the business owner or manager to show the demo.

3. Listen. The things they say (mostly objections) will guide your product development.

4. Accept rejection. You will get meetings from 10% of your calls. You will make sales on 2% of your meetings if the customer even needs the product.

Reading is a good way to forestall the heartache of actual sales, but that's it. Everything you need to know you'll learn in meetings.

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1. wjnc ◴[16 Oct 22 17:39 UTC] No.33225503[source]▶
I would put Listen on top of the list before anything in sales. The colder the sales get, the harder it gets and the better you need to listen. Give your product away, for free to each and every SME you know. Demo it, let them use it, and get many, many feedback rounds.

Also, look at other angles to approaching market segments. Door to door sales in non primary products just isn’t feasible at scale. The conversion rate is too small. Remember that many SME pretty much shit on their software, but they got it via their IT-support, or bookkeeper/ accountant or professional association. Those are angles to sell that could get you a better effort to conversion ratio.