Startup sales like a DJ pro — Prepare!
So you have started a company to solve a problem you have been aware of for years. Now it’s the time for you to call your first customer. Scary — isn’t it? As a business developer and DJ I have some techniques that may be useful for you!
Preparation
By being well prepared you are the best sales person in the world for your idea!
Consider all the times when you have got a phone call from someone that wants to sell you something. You really don’t have the time to listen, right? So now you are in the opposite position and you could do so much better than all the others. You may think you can’t, but you can! Think of the parallel when you hear a DJ playing a series of bad songs and you wish you were the one selecting the music. Now you are.
“Before anything else, preparation is key to success.” Alexander Graham Bell
What you need
1. Prepare a list of numbers to call. In DJ’ing this would be your playlist.
2. A manuscript of facts that are easy digestible. Some great hits, the right beats and tempo.
3. A couple of questions related to your idea that could open up a conversation. These are your favourite songs.
4. A closed door and no one else in the room.
5. Of course a phone, paper and a working pencil or a computer where you can write what is being said straight away— I personally prefer handwriting.
6. A headset, so you have both hands free.
7. A focused mind that have set aside enough time to make this call.
8. Always note the date of the contact and what date to get back.
What’s next?
Is that all? Well no. You should know a few things before you start calling:
- Who is your customer? (DJ: What party is it?)
2. Where do you find that person? (DJ: Who is at the party?)
3. What are their agenda and hurdles? (DJ: What do they wear, what time is it, how are they doing?)
4. What do you know about their reality and challenges? (DJ: Scan the age, gender, etnicity, civic status, sexual preferences, etc)
5. When are they available and susceptible for your information and dialogue? (DJ: Are they willing to try your floor fillers?)
6. How do they solve the problem that you have a solution for today? At what cost and at what time consumption?
7. Could you give them some information about things that might be interesting for them to know? If it is easy to relate to that could lead their thoughts towards your product or service (DJ: Share your personal favourite songs, originals or remixes).
“I feel, that Luck is when Preparation meets Opportunity”. Oprah Winfrey
So the moment has come, you have chosen the number and are pressing the DIAL-bottom (or rather the PLAY-button!). Good Luck!
In my next article, I will share learnings of the importance of Practice. Follow me on this channel so you don’t miss my next post!
