How to Sell if Your User is not the Buyer
17 days ago
- #sales strategy
- #customer acquisition
- #product marketing
- The 'ideal customer' is the one who values your product the most, not necessarily the one who tries it first.
- The power to make decisions depends on the organizational structure and constraints, not always the person with the credit card.
- In smaller companies, developers may have more influence due to time constraints and their role in reducing time to market.
- In larger companies, decision-making is top-down, often focused on security and outcomes, making leadership the key decision-makers.
- The real value is determined by who has the leverage, power, and incentive to push the product through.
- Developers can act as internal advocates, convincing leadership to purchase the product by demonstrating its value in terms of time savings and efficiency.
- Provide developers with tools and reports that translate the product's value into terms that resonate with leadership.
- Customer interviews with developers can reveal friction points and help smooth the path to purchase.
- Developers are effectively your salespeople; helping them succeed increases your chances of winning the sale.