I believe you are already familiar with the term startup, right? Fortunately, it is no longer taboo, and the market has understood that it is not a fad but rather companies with fast-growing and highly scalable power.
Startups are born questioning the status quo and proposing to do certain things better than traditional companies do. And to do so, they put the customer at the center of their strategy, understand very well what pain they are trying to solve and what, in fact, generates value for them. This model has been very successful, and the traditional market has learned from the “startup way” of thinking and acting. But it is not all flowers: I usually say that there is a beautiful world and reality!
In the beautiful world, you make an amazing PPT and a financial BP where the idea is really genius and innovative. Your model is sustainable, with margins that no other business has. In the real world, when you put your idea into practice and test the fit with the market, you begin to understand that having a great idea is not enough and that all those easy sales and quick financial returns don’t exist. The challenge is in operation, not in having the idea and getting it off the paper.
When the entrepreneur realizes this and sees that money is scarce and that his acquisition strategy is not working as planned, he gets a whirlwind of ideas and starts the race to change the product, the campaigns, the social networks. He forgets what the main thing for any business to succeed: SALES is!
It may not seem like it, but startups forget to sell. This does not mean that they are not trying to attract customers to their products or services. Still, they forget to have a sales team or their founders totally focused on commercial strategy because they believe that users will easily become customers.
I have hardly seen a business succeed without a commercial focus in the various startups and companies where I have worked. In the beautiful world, you just have to put the genius idea in place, buy ads on Instagram, Facebook and Google, and the magic happens, you generate traffic, and the user becomes a customer. In the real world, people have objections, doubts, and questions, and not everything is as clear to them as it is to the person who founded the company. With the exception of 100% digital services, where the product is responsible for converting and monetizing the user, you need to focus on sales to drive the business.
Here is a tip for entrepreneurs who do not want to make this mistake, leading their business to failure: FOCUS ON SALES! Escape from ready-made formulas, understand your business model very well, and which strategy is more adherent to it. Not everything works for everyone. With the maturity of the brand and business model, the tendency is that the commercial effort reduces a little, but make no mistake: having a well-defined sales strategy and the process is a determining factor for the success of a startup.