Selling to the Indian SME Market - Our Learnings

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Information about Selling to the Indian SME Market - Our Learnings

Published on September 26, 2014

Author: VJV87

Source: slideshare.net

Description

I spoke at NextBigWhat's Big Mobility Conf in August 2013 on our learnings of selling to SMEs in India. Read on :)

Selling to the Indian SME Market Vijay 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 = Text Messages APP yourbiz.com • 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 NowFloats offering

Key learnings from the field

1. Don’t sell. Consult Educate your customer Sales Executive Vs Sales Consultant

2. SMEs are willing to pay Focus on value, not price Never give away for free

3. Instant gratification Helps build trust “Wow” factor

4. Feet on street is key Customer feedback Helps iterate faster

5. Invest in a CRM Sales discipline Better follow up!

Thank you! Thank you

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