This is evergreen article. Last update : 21 Nov 2024
If you’re a Director of a company, selling is the number one skill you need to master. Many software companies pride themselves on their ability to deliver IT projects. They’ve accumulated a wealth of knowledge and are confident about IT delivery. However, as with any service business, there’s always a demand and supply challenge.
The toughest situation you’ll face? When nobody buys from you.
This document is a living guide based on years of my sales experience. I think what I did is working so far, we have more than we can chew, I hope it's working for you.
It’s written in a Q&A format, which I believe makes it easier to digest. You can skip around and pick what’s relevant. I’ve also tried to make this an enjoyable read, because let’s face it, sales docs are usually dull.
Let’s dive in! 🚀
Do I have to look expensive to sell expensive stuff?*
Yes. Unfortunately appearance matter. I wish I could tell you it doesn’t, but clients often judge by what they see first. That said, you need to strike a balance. If you appear significantly wealthier than your client, it can create a disconnect and drive them away. Keep your look polished but approachable. Here’s how I prioritize:
How do I set the right price?
Go out there and find out your competition. The worst mistake you can make is to price your services based on operational costs or what you “feel” you deserve. The market doesn’t care about your costs or your expected margins. What matters is how you compare to competitors and the value you deliver.
Failing to understand your pricing in context is a guaranteed recipe for disaster. Don’t be that guy.
… Stay tuned!