4 Core Sales Tips for Start-Ups

Having an effective sales strategy is essential for the success of any start-up. Planning what type of customer you’re aiming for, how you will tell your story and how you will handle outreach will allow you to properly execute your game plan.

If your business lacks an effective sales strategy, read our four simple tips to help your business achieve success.


  1. Understanding your value proposition

When you’re just starting out, don’t worry too much about comparing yourself to established competitors – it can cause you to second guess yourself too much. Believing in why you are unique will allow you to show your potential clients the value of your business.

To fully understand your value proposition you must identify the key differentiators that make you stand out from the crowd. To achieve this, think about the 5 Ws:

  • Who will you be targeting?
  • What makes your product/service different?
  • Why should prospects care about your business?
  • Where will you market yourself?
  • When will you start your strategy?

Showing your customers that you have the solutions to their problems will make them more inclined to purchase from you. This is because you have tailored your sales strategy to their needs and have only given them relevant information on what you can offer.


  1. Know your customers

Researching your customers is vital. First, you need to identify what their main pain points are. Once you’ve done that, you can begin to promote your products and/or services in a way that explains how you can solve your customers’ problems.

In the initial phases of research, become part of your customers’ social conversations. Doing this will allow you to see what kind of content they are engaging with, enabling you to tailor your own content accordingly. Using LinkedIn, Facebook, Twitter and other relevant social platforms to see what they are sharing will give you a good insight into what they are interested in.


  1. Be interested to be interesting

Your initial sales pitch should revolve around what you can do for your potential customer.

Begin your conversations by discussing the potential challenges your customers are facing according to your research (see step 2) and how you can help solve them. This will show your customers that you understand their respective situations and will go a long way to earning their trust.

When pitching, think ‘Be interested to be interesting’. This means understanding what your customers require before you sell them your product or service. Ask strong questions to gain your customer’s attention and the rest of your pitch should flow naturally.


  1. Map out your sales method

Starting with a solid sales strategy is important as it greatly increases your chances of success early on. However, it is also important that this selling strategy can be adapted to fit your customers’ needs. For example, you may find yourself working with international customers with whom a call will not always be effective due to language barrier issues

– in instances such as these, an effective email sequence is the best alternative.

Your sales method should also include a clear allocation of tasks between team members so there is never any confusion over who is targeting what – the last thing you want is a potential customer being bombarded with multiple calls from different sales people.

Additionally, you should always be aware of changing trends within your target market(s). Whether it’s evolving tech or evolving customer needs, you should ensure that your sales template can be altered to adapt to an ever-changing climate.

For a confidential conversation about how durhamlane can help with any of the above tips, email sean.ball@durhamlane.com or call 0191 336 1492.


Written by Sean Ball – Director of Marketing at durhamlane