Tag Archives: Sales

Value Selling

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What is Value selling? It is the ability to demonstrate the true value of your product or service and the passion with which it was built.

Not every product is a necessity for everyone. For example, packaged drinking water is a necessity, and it need not showcase any value. Consumer already understands the value. All you need to do it put it in the market.

Now, let us look at the Black drinking water, which is not commonly consumed. Does this need an advertisement or demonstrate value? It might not need marketing, but definitely their target consumers know the value. Sports people are the one’s who use and for them, reference selling is the key.

For any product, identify the value and how you want to sell to your potential client.

One of my all time favourite story is that when Audi entered Indian in around 2005. When it entered, it did not have any ad’s and they bought they top end SUV to the market. What they did is that they sold it to film stars and businessmen and when these people used that car, people wanted to know what brand was it and which model and how much it costs. It became an aspirational brand and the rest is history.

Not every product can be aspirational, but you can make it one. Just focus on deriving the true value and demonstrating that to your consumers, this will make the sale.

The tao of follow up

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How many times do you follow up on a request? Be it sales, life, a request or anything. If you ask a sales person, they say that they follow up 4-5 times and the decide what do next. But, 4-5 times is max a follow up is made.

In life, if you need anything, how many times do you follow up? As many times as required until your job is completed. I personally have followed up on few requests for extended times until my work is done.

In 2021, I met a potential client. Did the presentation and demo. They asked few questions and I genuinely got back to them in a day or two. However, no response. I continued to follow up. I followed up twice in two days, then sent a reminder the following week and this continued for 4 weeks. Post that, i followed up twice a month (alternative weeks). After 2 months, I followed up once in a quarter. In between, a response saying that they are still considering but will need time. I left it there. After about 6 months they called and asked us to come. We went and a new set of team was present (point of contact being the same). Again, blank. Followed the same process. Finally in March 2023 they called us back and signed the contract. What made it memorable is when the client said “Hari, your consistent and periodic follow ups are the key reason we are signing with you, that shows you are serious about the long term commitment.” This made my day.

It took persistence and patience, but the result is a success. I am not saying every time it might be the same, but there are good chances when you continue to follow up persistently, it will definitely leave an impression.

My friends in Sales are against it. They say that you should follow a template and stop following up post a timeline. Why? Probably because they are in sales and I am a founder?

In Today’s world, every day you see new competition, but how do you differentiate yourself, by being persistent and then demonstrating your loyalty.

Follow up regularly, it does matter and it will matter one day.

Should you sell in person or virtually?

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This morning, a good friend of mine and I were having a conversation on the phone and he started to scold me. Literally! He does that with brotherly love though. So, nothing to worry 🙂

I mentioned to him that I am heading to Mumbai for few client interactions and he said that in today’s world I should make use of technology and do Video conference with potential clients rather than traveling every time. Not for anything, but as a bootstrapped entrepreneur and someone who is quickly burning cash, this is indeed very important.

I told him, “I agree, but for me, a personal connect is very important. It gives confidence to the client that this person is coming all the way and is real and has a passion to solve the problem”. This is the same way I look at wearing a blazer or suit whenever I meet a client. Many people asked me why I do that. It is to show that I am committed to the time they have given me and I truly respect that. My dress is a way to express my respect for their time and business.

Do you remember Barney Stinson from How I met your Mother? Suit up! And throughout the sitcom, he is the only one who stands out with his passion for suits and, you know it 😉

After the meetings in Mumbai, I now am more convinced that we need to make the first impression especially when you are building your product and getting the first clients on board.

What are your thoughts?

The power of being unreasonable

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There is one thing which I learned in the last ten years, being unreasonable. Even if it is not in the preview, often people go out of the way and respond to you when you ask.


After I started sales for my product, in the last three months, I have only been doing reference sales. I reach out to people in my network, search on LinkedIn and Facebook, send a personal message and reach out to them. 8 out of 10 times I get a response.


Initially, I searched for professional introduction email’s and I sent, but somewhere in my heart, I was not convinced. It was not touching my heart, what would the person who is reading it would feel?


Just imagine the advertisements and a marketing email from one of your connects coming as a personal message or InMail. How would you respond to it? How would you read it? This made me change the way I write.


Now, instead of writing an introduction about me in a line or two, I start by writing how we are connected and if there was any of my previous experience with their last writing or activity on FB/LinkedIn or use a context when one of our acquaintances was mentioning about them. Then I write about my story and ask if I could make a request.


8 out of 10 times, I get a response.


Please don’t think that this is a marketing gimmick, but it is a way of first establishing a connection with the person, sharing your problem/solution and then making a request.


Whatever anyone says, in today’s world and in the times to come, emotions will always play a role in building your credibility.


Try it out.

Empathy – Selling from your heart

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We as human’s need empathy at every phase of our life. When we conceptualize our idea, believing in it and embarking on the journey is the first step, but the most important aspect is to understand the end user of our product/service/offering. Empathy is the one single key attribute of sales which makes or breaks the idea. If we do not understand the viewpoint of our end user, all our efforts go in vein.

My classic example is how the premium brands treat their consumers when compared to regular shops. Walk into any premium brand showroom and even though you might not be a hot customer, they treat you with a lot of empathy. They understand your needs and help you make a decision.

Once, I walked into a luxury car showroom with a friend. He was seriously considering it and since I am an automobile enthusiast, he asked me to join him. We entered and we were greeted well by the reception. My friend told the reception what he was looking for and the next 30 minutes went by walking us through all the offerings they have. As we were being guided around, I was looking at their products and had quite a few questions for them. At one point, I was mentioning the sales person how I saw one of their advertisements long ago and how much I admired the capabilities of one of their product. He insisted that I drove that car. I mentioned very clearly that whatever I do, I cannot afford that car in the near future and he is wasting his time walking me through the details of the car. What he mentioned left a lasting impression on me “Sir, you love this car and you might not be buying it today, but am sure, very soon you will come to drive home one of these”. My day was made. It was not anything else, but what the sales guy said made me feel very good and gave me a feeling of hope that one day, I would definitely buy it. He need not say that or make me feel good for two reasons – I was not considering to buy anything that day (It was my friend) and second, he need not spend the time to share details with me. But, still, he did.

As an entrepreneur, we should constantly practice empathy. Because, only when we make our clients feel good, will we stand a chance to be successful and win the confidence of our client.

Originally published on StartupJourney.Com