So, a focus on selling could be a game changer for you, but what practically is the first step if you want to adopt a ‘self-funding’ model and take control of your growth?
Whether you believe you are a ‘natural’ salesperson or not, a first positive step is for you and your fellow directors to step up to the plate and do some ‘founder selling’. My experience is this approach is effective because you are the founders with the inspiring vision, the guys with the passion, and that passion is a powerful tool to inspire people to buy your products and services.
Believe me, your potential clients would rather meet you (than some hired ‘sales director’) as a founding director to hear your passion first hand, find out why you set up the business, what your vision is and why you believe you can add value to their business.
Even if you have already started building a sales team, your top prospects and clients will still be keen to meet up with you, so don’t make the mistake (like many founding CEOs) of feeling like you need to keep scurrying back to your PC to make a ‘dent in the inbox’ as you feel ‘my job is to run the company’.
The best of the best entrepreneurs always make time to get out there to passionately sell their vision to anyone who is prepared to listen! And don’t worry, there will always be plenty of prospects and clients to share round with your sales team, so everyone should be happy :-)
In my next post, I’ll explore in more detail how you can channel your passion using Founder Selling to help you scale up faster and further.