3 Selling Essentials Every Startup Should Know

For many startups the easy part is developing the product or service and creating your business. However the real hard work comes into play when you have to sell your product.

One of the core truths about sales is that the act of selling is not about pushing your product on people but more about solving a problem for your consumers. Here are three tips to consider when "selling" your product.

1. Alter your thought process

The first step in learning to sell a product or the services your business offers is to learn that you are solving a problem as opposed to closing the deal. You should find out from the prospect what issues they have and then relay how you can fix those as opposed to listing off your product's features. If you cannot find a way that your product can fix the clients' issues, it may just be the wrong market or your sales pitch needs to be tweaked to focus on solving problems your clients face.

By asking your clients questions you will often discover what your product's niche may be. You may discover your product is less expensive, you have superior customer service, or your product makes life easier for your target demographic. Regardless of your niche, the most important aspect of sales is to connect your product to the needs of your customer.

2. Always look to add value

Just because a customer buys your product does not mean the selling process is complete. All too often, sales people will contact the customer until closing the sale, and then once the deal is done, they hand off the person to the service team. This is a missed opportunity.

Check in with your clients on a regular basis and look for ways to keep listening to their needs. Look for ways to support them and be ready to answer questions before problems arise. You don't have to be in selling mode, but touching base with your most loyal customers helps keep the communication open. There are many different avenues through which you can communicate with your clients. This could be through social media, newsletters, surveys, direct mail pieces -- anything that helps you stand out from the crowd and allows you to reach out to your customers beyond the cashier adds value.

3. Deliver an appropriate solution

Customers can tell the difference between a sincere problem solver and an impatient sales person. The better you listen to what your customers need and not what you want to sell them, the better your sales relationships will be and in the long run, the better your sales will be.

Make sure you provide a solution that your prospects truly need. There are many sales people who just want to sell something, regardless if it is the right fit or not. Don't be that person. Bring your entrepreneurial spirit and passion into your sales conversations, but most importantly connect with your prospects and find the right solution for them, based on their unique needs.