11. Sales: Gather Feedback
Selling #6
Solution-centric
Proposal
Problem Statement
Amplify the pain (with facts/numbers)
Solution
Timeline (with milestone, deliverables)
• Prototype
• POC
• Overview
• Architecture
Effort (broken down into activities & modules by mandays)
Project Team (with name, role & CV)
Compliance Table
12. Sales: Gather Feedback
Selling #7
Pricing Secrets
Buffer up dev efforts by 50%
Itemize the efforts (as long as possible)
Scope out with Optional Items
Every activities must be map to basic process
Think of a multi stage waterfall, how much money you finally earn determined by how much water disapear in every stages
Revenue goes back to investment to improve every process
- Attend to more expensive events to catch bigger fish
- Drive with BMW to customer
- Hire better engineer, provide free flow of drink
Basic metrics and measurement
Analyze and learn
Show that you are exists
Showcase your portfolios and strength
Photo of the team and office if possible
Blog
Measure ROI of every channel
Focus on high ROI
Tell people around us
Attend conferences
Likeable is …
Learn communication techniques
Read How to talk to anyone
Practice by meeting more people
You got experiences and skills, use it to help -> Reward direct from God
The more you teach and share, the better you are
Ultimate outcome: Gain Trust
Learn how doctor solve patient problem
Attentive listening
Explain possible problem
Explain available solution
Suggest a solution
Show you are seriously helping out
Tell them your limit (eg. Time, expertise, etc)
Tell them you gone extra miles to help
Draft version to get feedback
Final version is like love letter that not supposed to reject
Problem + Pain point is important -> the treasure in attentive listenin
Explain Solution like telling Good news
Secret to make customer happy, and give yourself better revenue
1. Developers tend to introduce himself as superman
Can do faster, better, cheaper -> huge mistake!
Based on experiences, customer ask for more
2. High level vs detail item -> more items warrant more cost -> high price
3. List out all possible variations and extra, state them as Optional Item (Add On)
2 extremes: Quite vs Pushy
Always follow up, in indirect manner
Show them you care for them by remembering exactly problem they have
Open for discussion:
Typical Indonesia programmers:
Lack of communication
Lack of self confidence
Lack of exposure and international experiences
Typical Successful company Top Sales Guy meet talented engineer
Story of previous company
Overseas Indonesian can help fill up the gap-> Sales Marketing & Solutio ning