Regardless of industry, the most extraordinary sales professionals use a process to identify potential customers, cultivate leads, and close deals. One of the things that makes a process so valuable is that it’s repeatable, which makes it scalable. And in the world of white-label software, scalability is everything. A good sales process for white-label software helps you sell to new customers and onboard partners more efficiently. A scalable process also enables you to handle more leads and close more deals, which generates a compounding effect.
After over a decade of selling our software platform to tens of thousands of merchants, we’ve discovered a software sales process that works. In our latest ProTalks by Joe session, How to Earn an Extra $6K per month with textLIVING, we explored how entrepreneurs and sales professionals can use our proven process to earn predictable, scalable revenue by white-labeling our software. In this article, we wanted to provide an overview of our software sales process over the years.
5 Steps to Successfully Sell White-Label Software
Here’s a quick overview of the proven sales process we’ve developed from more than 10,000+ software sales conversations:
Step 1: Identify potential customers and build a lead list.
The quickest way to generate quick wins with white-label software is to think about your current relationships or the industries you know. For example, if you’re a merchant sales representative or commercial real estate agent, consider which small businesses you know could benefit most from your software.
Suppose you don’t have pre-established relationships with any of your potential customers. In that case, there are a variety of helpful online databases to pull custom lists of companies by specific parameters such as city, zip, business type, size, and much more.
Check out how to create and manage your white-label software prospect list for more insights on identifying leads.
Step 2: Reach out to set an appointment.
Once you’ve identified your ideal prospect, reaching out and setting up an in-person meeting or demo is the next move. Remember, when making that call, you’re likely interrupting people’s busy schedules, which can put them on the defensive. To diffuse any reactivity, get straight to the point, be succinct, and sell the appointment rather than diving into product details right away. The ultimate win at this stage is securing that face time with your prospects.
Step 3: Lead the meeting or demo with a clear road map.
Getting a meeting is often the hardest step. Once you’re there, it can be helpful to follow a uniform meeting agenda and use a demo deck to guide the conversation. This not only helps you gain confidence in your presentation abilities, but it also helps to set expectations and build trust with the prospect. You demonstrate professionalism and expertise by showing a clear roadmap for the demo presentation. It also helps you stay on track during the demo to ensure that you cover all of the important points.
Check out these additional tips to help you Master a White-Label Software Demo in a way that leaves a lasting impression on your potential clients.
Step 4: Be intentional when following up.
For several reasons, it is important to be quick and intentional with your follow-up after presenting a demo for your white-label software. Even if your demo went well, your prospects may have some lingering questions. By following up quickly, you can address these questions and provide your contact with the information they need to make a decision
At textLIVING, we’ve seen that giving up on a prospect too early is one of the most common pitfalls when selling white-label software. That’s why we equip our white-label partners with the most successful follow-up secrets we’ve learned to help them master the software demo and follow up with prospects.
Step 5: Close the deal or continue to build the relationship.
After following up, you should have a good idea of whether or not your prospect is interested. Hopefully, you’ll win the deal. If the prospect is not yet ready to buy, you can continue building a relationship by providing valuable content, resources, white papers, or case studies.
Unless you get a definitive answer, it can be tough to know whether to attempt to close the deal or continue building the relationship. It requires a nuanced understanding to know when to listen to the prospect to better understand their needs and when to ask for the order.
Explore textLIVING’s White-Label Program
Over the years, we’ve seen the primary reason our white-label partners are successful is their ability to follow an effective process for building their book of business and then having the persistence, determination, and grit to stick with it.
If you’re interested in white-labeling software or curious about the potential for earning technology-driven sales revenue, our team at textLIVING is here to help.
We’d encourage you to explore the pros and cons of white-labeling software and be sure to check out the entire video session: How to Earn an Extra $6K per month with textLIVING.