Mike Baur, co-founder and director of the Swiss Startup Factory in Switzerland is also a speaker, mentor and facilitator, known for his talent to drive novice dreamers to entrepreneurial success.
Resourceful and grounded with the unique talent of building productive leaders, Baur has become a highly sought-after business coach and his program at the Swiss Startup Factory is described as life-changing. One of the topics Baur strategically focuses on for startups is to make everyday work more efficient. Many new entrepreneurs ask about optimizing contracts, and here are several weapons to use in the office;
- Lead Nurturing. In sales, the first question is: How can draw attention to their product start-ups? The magic word is here lead nurturing, which means as much as the “feeding” or “nurturing” of potential buyers. It includes any measures, which are used to provide interested parties at the right time with the right information. Consider marketing automation software that can send out clever personalized messages that encourage potential buyers.
- Lead Scoring. For start-ups, it is important to secure as many leads as possible, however, you want to systematically evaluate how likely it is to complete a sale. The lead-evaluation procedure, which is also done automatically by certain software, relates in part to profiles. The software takes into account the response to the received communication, in other words, the activity of a potential buyer (interaction in campaigns or behavior on the website). Leads can therefore be structured into possible steps in terms of their potential for a sale.
- Selling Solutions, Not Products. The core idea that each sales person should keep in mind is this: You want to offer the customer a solution, not just simply sell them a product. They need to visualize the end result. This creates trust and builds a good relationship for repeat customers.
- Utilize Task & Project Management Tools. When growing a start-up, it becomes a challenge to keep track of all processes. In sales, using software to keep leads in the pipeline benefits you in the end. This will not only increase productivity, but also shortens the processes. And the automated process will boost sales opportunities.
As an experienced entrepreneur, Mike Baur details how novice entrepreneurs can close more deals by being well-organized and embracing an automated sales process. Baur says to be successful, entrepreneurs must not think of sales as another chore, but must have a passion for selling.