This is a YouTube video titled "How to sell to CEOs?- Muhammad Younas" containing a recorded talk from October 21, 2021. The content features Rahul Wadhwa sharing detailed insights and advice on sales strategies, particularly focusing on the role of sales development representatives (SDRs), the importance of first impressions, follow-up techniques, and building trust with customers. The discussion also touches on customer validation and references as part of the sales process.
One thing that every a, every SDR should know is that the biggest differentiating factor in the whole sales process sometimes are you guys. You are the first impression that is of the company, that is of the product. And that's why it's just literally absolutely important that you are at your best in every call, in every meeting that you are doing right. Because many times we all buy just because of the person that we are interacting with. Of course the product matters and the company matters, but the person who present that matters a lot. I think that's one of the things where VFairs, even though when we were a small company we did really well, we had a lot of product gaps, but when they were talking to our sales people, when they were talking to people that presented vfairs, they're just like, we just want to work with you guys. We know that you can solve some of those problems in the future, but just being part of what you guys represent is something that they care about. After you're done with your call, I think the job does not finish over there. How well do you follow up, how well you craft that email that goes right after you are done with the demo? How do you deal with objections? All of those things matter a lot. And in SaaS world, even if the customer has paid you, that's not the end of the journey. That's where the journey actually start. No SaaS company is going to be meaningful or is going to have any valuation or will be of any value if the same client won't pay you next year or won't expand their business with you. So once you're done with your sale, you should celebrate. But that's where your job actually begins. Because you have to now serve that customer with the commitments, with the promises that you have made so that they come back to you for renewal and so forth. I always recommend any salesperson that even if you want to call someone, make sure that you have already emailed them. Right? Because at least on the call, if they are busy, you can say that, by the way, I would appreciate it. And check my email so you have something to relate to. Especially if I have already read your email and if someone is then calling me, if I have seen that Rahul has sent me a LinkedIn message or have emailed me and now if I pick up the phone and say, this is Rahul from XYZ company, I can quickly relate to it and I can say, oh, I'm sorry, I'll get back to you on that one. So if you want to Call, which is totally fine. That's what industry our job is always make sure that you're calling and have a reference of the mail or the email that you've already sent. So I think that's just going to be always helpful. Went through this growth by not having even a single outbound person. All of our sales is generated through inbound. So it's people who want to sign up with vfairs who like VFair service, who have heard about VFairs from again from online world or from their social circle. They will go ahead and they will sign up at VFairs because they are of the opinion that, that if we want to have this problem solved with Vfairs, you know, they have to create trust that not only the problem will be solved, to be solved with again, you know, with no worries, but with a smile on everyone's face.
Right.
So it all starts with a subject line. Make the subject line very, very clear of what exactly you're trying to achieve. If it's going to be hey, or just your company name, most of the one going to open that if I don't know your name. Right. But if it's about, okay, you know, increase your, you know, server size or you know, like something that can resonate with me, then that's at least will help me open that email. Because you somehow have touched that nerve where you look like someone who can solve the problem that I might be in right now or the company might need help in. So I think just be very, very take your time to craft that one email. Because again, you know, sending one email to 100 people, it's better that you spend all of that time sending one really good email to one really good prospect because the likelihood of your conversion is going to be far better over here.
How can they ensure that what you're saying is in sync with what is going to happen? So when you say you're going to take care of employees, how can employees find that beforehand? If I'm being honest, I don't trust the glassdoor reviews. Okay. And I'm sure that's the case with a lot of other people, a lot of other employees I talk to. So, yeah, I mean, if you can throw some light on that, I think that'll help everybody.
No, no, I think it's, that's a very fair question. And see, we even get that question from our customers as well. That, you know, how would we know that you will actually take care of our. Take care for us as a customer? Right. And I typically just tell them that. See, the only way to validate that is either of them. We can give you, again, references of customers and you can talk to them. Right. So I can, you know, you can hand pick any of our customers. They are typically on website. You can go on Google and you can just type vfirs. You will see I know hundreds of customers. You yourself can talk to any of them. Or we can provide you with references in that country, in that particular segment and so forth. See, the only way any one of us can find out and be 100% sure about it is by talking to people. That's the only way. There's no other way. Right. And from our side, again, on LinkedIn, there are hundreds of employees of WeFairs. You can reach out to any employee of WeFairs. Come on.
