Startup Kit

How to Sell as a Technical Founder

By Patrick on 8/20/2024

How to Sell as a Technical Founder

Qualify Based on Pain, Not Just Fit

Don’t get caught up in ideal customer profiles. Focus on the magnitude of the problem you’re solving. Don’t force them to feel the pain if they don’t feel it, disqualify them early.

Master the Art of Listening

Your technical knowledge is your weakness here. Resist the urge to jump in and explain.

For the BackTrack Linux fans: “the quieter you become, the more you’re able to hear”

Identify and Sell to the Problem Owner

Budget holders don’t always feel the pain. Find your champion in the trenches.

Leverage Strategic Pauses

Silence makes people uncomfortable. They’ll fill it with valuable information.

Be Prepared to Walk Away

Not every deal is a good deal. Saying no to a bad fit saves time and reputation.

Use Your Technical Expertise Judiciously

You’re the founder. You know the tech cold. Use that credibility, but don’t geek out.

Always Secure Next Steps

Every interaction needs a clear “what’s next.” Be specific and get a commitment.

Address Objections Proactively

Know your common objections. Address them before they become roadblocks.

Be a Friend

In B2B SaaS, long-term relationships trump quick sales. Focus on being a genuine partner.

Follow Up With Value, Not Check-ins

Don’t be a pest. Add value with every touch. Keep the relationship warm.

In B2B SaaS, you’re not just selling software. You’re becoming a strategic partner in your client’s long-term success. Every conversation should reinforce how your solution contributes to their overarching business objectives.

Chances are you are here because you are already selling, but in the rare chance you are still building, check out slimsaas.com.

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