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How to pitch benefits for early adopters?

We've had excellent traction since we launched a couple of months ago but have companies in our pipeline that are;

A: Taking longer to convert
B: Bring huge value if we convert them

We're offering to integrate their warehouse/ERP system(s) with ours, free of charge, in return for a future case study, logo on our site etc.

Any suggestions on how we should communicate this in a way that excites/pressures them to take the plunge and via what channels?

2 Replies

Eleanor Carman
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Eleanor Carman Entrepreneur • Advisor
Incoming BLP Sales Associate at LinkedIn
While I don't know the exact answer, I do know it's important to sell what you're offering so people know what their benefit is. Some of our discussions on sales pitches might be helpful to you. Here are all the discussions we have on pitches - I bet there's something applicable in there!
Dax Hamman
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Dax Hamman Entrepreneur • Advisor
Founder at Project GORDON (currently raising funds)
This is indeed a big challenge. When we started we asked everyone to trade for case studies, and retrospectively, we should have just written them and asked for forgiveness. For instance, when you are starting, you might find that presenting a case study first is the way to go, rather than asking them in advance. If you have a good relationship, it's harder to say no to work done, than to work that might be done.
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