How to sell complex product? • Hacker News Board

Re: How to sell complex product?

#11

Post by BlogTrafficGuru » Tue, Sep 13, 2016, 1:19 AM UTC

nidhi40 wrote: post #8

behnamoh wrote: post #6

What do you mean by "complex" and compared to what? "Complex" is different from "complicated". Just as "easy" is different from "simple". Enterprise solutions seem pretty complex, but if you're focusing on small businesses, then even a mobile app could be considered complex. Completely depends on the situation.

Yes, it's enterprise product. we are targeting small businesses and corporate. Our product solves hassles of business cards, the solution is very simple ; we do digitize existing business cards and integrate with an app. but the app has multiple features to share and manage all business cards, meeting notes and follow-up reminders at one place. One to one sales would go very slow, we are getting local customers throu…

RE:"But to capture global market we want to make a pitch very simple and easy."

Part of your sales format could be like a FAQ setup where the most compelling features are part of the question (How-do-I, Could I?, etc).

This way potential customers do not have to wade through info on features that don't interest them.

If you could incorporate video into the answers it would be even more powerful.

Hope this insight helps.

Best of success.

Re: How to sell complex product?

#12

Post by nidhi40 » Tue, Sep 13, 2016, 1:06 PM UTC

BlogTrafficGuru wrote: post #11

nidhi40 wrote: post #8

Earlier quoted context omitted.

Yes, it's enterprise product. we are targeting small businesses and corporate. Our product solves hassles of business cards, the solution is very simple ; we do digitize existing business cards and integrate with an app. but the app has multiple features to share and manage all business cards, meeting notes and follow-up reminders at one place. One to one sales would go very slow, we are getting local customers throu…

RE:"But to capture global market we want to make a pitch very simple and easy." Part of your sales format could be like a FAQ setup where the most compelling features are part of the question (How-do-I, Could I?, etc). This way potential customers do not have to wade through info on features that don't interest them. If you could incorporate video into the answers it would be even more powerful. Hope this insight hel…

Thanks.

Re: How to sell complex product?

#13

Post by endswapper » Tue, Sep 13, 2016, 4:40 PM UTC

nidhi40 wrote: post #8

behnamoh wrote: post #6

What do you mean by "complex" and compared to what? "Complex" is different from "complicated". Just as "easy" is different from "simple". Enterprise solutions seem pretty complex, but if you're focusing on small businesses, then even a mobile app could be considered complex. Completely depends on the situation.

Yes, it's enterprise product. we are targeting small businesses and corporate. Our product solves hassles of business cards, the solution is very simple ; we do digitize existing business cards and integrate with an app. but the app has multiple features to share and manage all business cards, meeting notes and follow-up reminders at one place. One to one sales would go very slow, we are getting local customers throu…

Based on the additional details I would target roles as your sales strategy.

I agree with BlogTrafficGuru's post in terms of sales tactics. Showing/telling how your app answers a question or solves a problem is proven to work.

I think you are looking for far-reaching, broad approaches that will allow you to wrap your arms around as much business as possible all at once. If you take roles, i.e. owner, sales, manager, purchasing etc. and create use cases around the roles you can show the range of features.

It sounds like your product is "feature-rich" as opposed to complex. That is a good thing.

Each role will likely manage things differently for different reasons. This will only improve how you engage one-on-one sales. Additionally, your current customers could be a wealth of information in developing a better understanding of the different roles/use cases.