Archive for November, 2008

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Free Ties @ SuitUpp!

November 7, 2008

My buddy Marco Raynault who runs a good show at SuitUpp sent me a message last week letting me know of their Free Tie promotion. I’ve been meaning to write about it for a couple of days now… better late than never!

Basically, the deal is that SuitUpp will send you a free tie in the mail but you’ll have to pay for the shipping… still pretty good deal. Marco did give me a free tie in person and I can attest to its quality. If you want a free tie, just head over to SuitUpp.com and sign up for their mailing list and you’ll get a link to the checkout page for the free tie…

SuitUpp is also running a tie subscription service where they’ll send you a tie every month for 1 year. They’re charging $199 for what they call a tie subscription service… good stuff. If you’re interested in the tie subscription, just click on the image below:

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BumpTop – Amazingly Cool :)

November 6, 2008

Thanks to Pat Phelan’s blog, here is a quick video from TED of one of the coolest things I’ve seen this year:

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Selling Benefits and Not Features

November 6, 2008

Ever since we finished v1.0 of our products at Chide.it about 3 weeks ago, we’ve been on the ground selling to customers. It’s tremendous fun to see how your products make a difference in people’s lives!

Something that has been very helpful to us thus far is a change of approach in our sales presentations. In the beginning, we focused a lot on what ReviewRoom (our document collaboration software) was capable of. In other words, we kept outlining the features that the tool had. The customers would then have to figure out for themselves how this tool would be useful day to day in their businesses.

After analyzing the the first series of presentations that we conducted, we realized that it’s not about the features and the power of the tool but, but rather the impact the tool will have on people’s businesses. It’s not even about the general impact, but rather the specific impact that it will have for the customer who you are presenting to.

The best way to approach these presentations, as we’ve realized, is to understand specifically how people conduct their processes today. If possible, it would be great to get the customers to admit to some of the frustrations that they experience in the process today. Armed with this information, you can then tell them about the benefits that your product will have for them. Once the customers are convinced that the benefits are worth it, they are already convinced that a product that would give them those benefits would be worth investing in. Then, of course, you can show how the features your product already has helps the customer get the benefits you sold them on.

p.s. yes, hindsight is 20/20 🙂