As a CEO of Startup House, I once had to sell a custom software solution to a client who was struggling with inefficient project management. They were so used to their old system that they didn't realize how much time and money they were wasting. By showing them how our software could streamline their processes and increase productivity, we were able to open their eyes to a problem they didn't even know they had. It's all about understanding your client's needs and showing them the value of your solution in a way that resonates with them.
Website design is one of our core services, and it’s amazing how often we hear prospects say their site isn’t bringing in leads and doesn’t need a modern upgrade. Honestly, if I had a penny for every time I’ve heard that, I could treat myself to a Starbucks drink. Here’s the reality: the B2B buying journey has evolved. The era of cold calling and door knocking has shifted to online research, reducing face-to-face interactions. This means most potential clients are checking out your company online before making a decision. And here’s a cold, hard fact: 94% of first impressions of a business are based on its website design. (HubSpot). So, think about it—how is your business being perceived if your design is outdated, poor, and not user-friendly? What if your website is costing you business you didn’t even know you could get? That’s exactly how I convinced a prospect to update their site. Straight-up facts.
While pitching our data security software, I met with a client who was squarely focused on how to prevent an external cyberattack. I saw the opportunity, though. During the conversation, in a questioning fashion, I asked about their internal access controls. To this end, they had not thought about leakage through employee negligence or insider threat issues. To address this, I presented industry reports regarding the prevalence of insider-caused data breaches. The data surprised them, sparking discussion about how this could apply to their organisation or potential vulnerabilities. It reframed data security from external threats to internal ones. I helped these leaders recognise that they had a problem they were not aware of. This shift in mindset led to the sale going through. The client purchased our software, considering that their data needed to be kept safe not only from external threats but also from local ones.