selling to the indian sme market - our learnings
DESCRIPTION
I spoke at NextBigWhat's Big Mobility Conf in August 2013 on our learnings of selling to SMEs in India. Read on :)TRANSCRIPT
Selling to the Indian SME MarketVijay Vadlamani, NowFloats
@vjv87 | @nowfloats
NowFloats Overview
Founded in Jan 2012
Sales operations started in September 2012
Co-founded by ex-Microsoft and ex-Saatchi & Saatchi team
Won the Microsoft Biz-Spark Challenge 2012 (Mobile Category)
Incubated at Microsoft Accelerator
2400+ customers across India
Getting Small Businesses Online using only SMS or Mobile App
=or
• Basic mobile phone
• Only 4 simple SMS
• Zero technology awareness
• Smartphone users
• Accurate location
• An active way to connect to the modern day customer
• Active updates thru SMS or APP
Text Messages
APP yourbiz.com
NowFloats offering
Key learnings from the field
1. Don’t sell. Consult
Sales Executive Vs Sales Consultant
Educate your customer
2. SMEs are willing to pay
Focus on value, not price
Never give away for free
3. Instant gratificationHelps build trust
“Wow” factor
Helps iterate faster
4. Feet on street is key
Customer feedback
5. Invest in a CRM
Sales discipline
Better follow up!
Thank you
Thank you!