Background
We are an Australian startup with two developers working on a B2B web application suite for small to medium businesses.
Why don't you agree with face to face selling?
- We are taking away time from product development, as we will have to stop developing and start selling (face-to-face). That means we can't iterate as quickly. We lose our momentum, and our ability to out-pace our competitors.
- We are essentially restricting ourselves to a consulting business model, where our revenue is simply a multiple of the salespeople we have.
- If we had invested that time in developing our automated customer acquisition methods rather than trying to sell directly, could we not lay the foundation for significantly higher rates of customer acquisition than selling "manually"?
Why do you think you have to take the automated selling approach? What is wrong with a more traditional sales model?
This is essentially a question of, do you want to take the perceived safe route or attempt to go for something bigger (which may not necessarily be riskier)?
The first option, "manual" selling, takes you down a path of salespeople. We only have two people available to work on our product. We have extremely limited resources. If we start selling face-to-face, we stop developing, we stop iterating and our product stagnates.
The second option, "automated" selling, gives you the opportunity to approach sales with a developmental frame of mind. What are our metrics? What can we improve? How can we improve these things? Plus, if follow an automated selling path, we essentially get instant feedback on what we are doing. This can be integrated into the product development process, rather than being a separate business function.
What if I'm not comfortable with a purely online customer acquisition model?
The only advantage we have is that we can move more quickly than anyone else. We can iterate faster, develop more quickly and that's about it.
We can't sell better face to face. We are far less funded. If we remove the only two developers from the project, we lose the only edge we have. We lose our only differentiating factor and our only chance at success. We can't beat them at their own game. We have to play our own game, where we set the rules. It's the only shot we have.
Glossary
Manual selling: Offline customer acquisition. Face to face selling. Arrange a meeting with a potential customer and physically demonstrate the product.
Automatic selling: Purely online customer acquisition.