I found this very interesting article: 14 Tips for Selling Software and Services Online, by Jennifer Lonoff Schiff and published in CIOonline.

While the focus is on selling software via an online channel, I feel that some of the tips apply to any type of sales channel. In addition, some of the tips just make good product- and business-development sense in general!

I have provided a summary of the article below, but invite you to read the article in its entirety via the link above!

The 14 tips from the article

  1. Instead of setting up and maintaining a software development and provisioning infrastructure, consider hosting your solution in the cloud.
  2. Get customer feedback on an early version of your product so you can make necessary changes before you invest too much time and money in its development.
  3. Offer a free trial version of your product, where customers can experience your product without having to commit financially.
  4. Consider a “freemium” or subscription model when selling your product.
  5. Ensure you have a video or animation of how your product works.
  6. Empathize with your customers, making them aware that you know what they are going through in their business.
  7. Provide a structured list of your product’s features and benefits.
  8. Get referrals from third-parties (other customers, independent reviewers, etc.).
  9. Offer a guarantee.
  10. Provide a phone number on your Web site, so customers can contact you directly.
  11. Offer round-the-clock customer support.
  12. Have multi-channel marketing strategies (online, print, radio, etc.).
  13. Browse the community forums to learn more about what customers want.
  14. Regularly review your past strategies using metrics, and make adjustments where needed.
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