Software Selling Tips/Strategy

7 replies
Hey Everyone,

I recently launched my latest software product. It's a cloud-based password management service for businesses. I'm ready to go out and get some companies using it.

I talked to a successful web entrepreneur that I know and he gave me the strategy that worked for him. In short, he recommends cold calling potential businesses and setting up a live demo for them. As I think about how to do this I realize that it's a lot easier said than done. I mean, who likes to get cold calls?

Does anyone with experience selling software have any tips/advice/strategies on how to successfully get companies to purchase/start using my product? How do I find the best companies to target? How do I contact them and get them into a live demo? What are some of the best offline/online marketing strategies that you recommend for this type of product and customer?

I don't really have a large budget so I have to be creative in finding efficient methods that don't cost a ton of money. I'll try any of the tips I receive here and report how well they're working.

Thank you for any help you can provide.
#selling #software #tips or strategy
  • Profile picture of the author writeaway
    Step 1: Find questions/topics on twitter that are relevant to your software's features

    Step 2: Cross reference the topics with keywords that have decent search volumes and low competition.

    Step 3: Write articles and blogs posts based on these keyword topics
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    • Profile picture of the author xgibbousx
      Originally Posted by writeaway View Post

      Step 1: Find questions/topics on twitter that are relevant to your software's features

      Step 2: Cross reference the topics with keywords that have decent search volumes and low competition.

      Step 3: Write articles and blogs posts based on these keyword topics
      Great advice.

      1. Should the blog be located directly on my software's website?

      2. Should the blog posts ultimately offer my software as a solution to these problems?

      3. How do I advertise my blog posts that are related to the topics and questions found on Twitter?
      Signature

      Finding a product or service that is both "unique" and "valuable" is the key to making money online or otherwise.

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  • Profile picture of the author tatny
    A great marketer did said something like this...give your best product for free and then sell the dressing for profit. I guess you can let people download the software for free. Once these company start using it, you can move in to upsell other services for real profit.
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  • Profile picture of the author Jason Kanigan
    What problems did you build the software to solve?

    What typical problems and symptoms of problems are your prospects experiencing that this solution fixes?

    When you call with a message like that, it's much better than "Here are the features of my product."
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  • Profile picture of the author Jack Gordon
    I looked at your web site, and I think you have a great idea. I am your target market, and I would try your product.

    Here is my obstacle... maybe this will help you refine your pitch.

    My company has two full-time employees, plus me. All three of us use LastPass. I am on the paid version, the others use the free version. When necessary, all three of us can share passwords with each other.

    I can see where your product's "small" level would be beneficial. As the CEO, I see value in being able to control the password manager for all three of us from one admin panel.

    However, in the above scenario, the current approach costs me a whopping $12/year. The comparable cost for your service would be $360/year. The benefits just don't outweigh the huge difference in cost.

    If you want to get people to give you a chance over the established competition, you have to deliver more value than they do at a comparable price. If you can't play that game, you are going to have a hard time signing and/or keeping clients.

    I hope this helps. You have done exactly what I like to preach to people: taken a real world problem and created a better solution. In order to make it work, you'll just have to get the marketing and positioning right.

    I wish you the best of luck.
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    • Profile picture of the author In the know
      Originally Posted by rocket2uranus View Post

      I looked at your web site, and I think you have a great idea. I am your target market, and I would try your product.

      Here is my obstacle... maybe this will help you refine your pitch.

      My company has two full-time employees, plus me. All three of us use LastPass. I am on the paid version, the others use the free version. When necessary, all three of us can share passwords with each other.

      I can see where your product's "small" level would be beneficial. As the CEO, I see value in being able to control the password manager for all three of us from one admin panel.

      However, in the above scenario, the current approach costs me a whopping $12/year. The comparable cost for your service would be $360/year. The benefits just don't outweigh the huge difference in cost.

      If you want to get people to give you a chance over the established competition, you have to deliver more value than they do at a comparable price. If you can't play that game, you are going to have a hard time signing and/or keeping clients.

      I hope this helps. You have done exactly what I like to preach to people: taken a real world problem and created a better solution. In order to make it work, you'll just have to get the marketing and positioning right.

      I wish you the best of luck.

      If these are the numbers involved, I dont think there's enough margin to employ sales people. Some ideas would be

      1. License the technology to another (larger) company
      2. JV with another (larger) partner whose product complements yours
      3. Use paid advertising - PPC seems to be the most effective one, but also possibly small targeted ads in local business magazines will work.

      Regards

      Dan
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      • Profile picture of the author xgibbousx
        Wow everyone! Thanks so much for the excellent feedback and analysis. I knew the Warrior Forum would come through on this. Very much looking forward to more.
        Signature

        Finding a product or service that is both "unique" and "valuable" is the key to making money online or otherwise.

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