Sales Techniques & Prospecting

The Buildara Sales Framework

Successful Buildara partners follow a structured sales process that focuses on understanding the prospect's business before presenting solutions. This is consultative selling — you are a business advisor who happens to have powerful technology tools.

Prospecting: Finding Your Customers

High-Value Prospect Indicators

• Business has been open 1+ years (survived startup phase, ready to grow)
• Existing website is outdated or non-existent
• Active on social media but inconsistent
• Google Business Profile with reviews (shows they get traffic)
• Located in areas with competition (motivated to differentiate)

Prospecting Channels

• Local networking events: Chamber of Commerce, BNI groups, industry meetups
• Cold outreach: Personalized emails referencing specific observations about their business
• Referrals: Your best source. After every successful onboarding, ask: "Who else do you know?"
• Social media: Engage with local business owners on LinkedIn, Facebook groups, and Instagram
• Door-to-door: Especially effective for restaurants and retail — show up during off-peak hours

The Discovery Call

Your first conversation should be 80% listening, 20% talking. Ask these questions:

1. "Tell me about your business. How long have you been open?"
2. "How do customers typically find you?"
3. "What is working well in your marketing right now?"
4. "What is your biggest challenge in getting new customers?"
5. "Do you have a website? How is it performing?"
6. "What would it mean for your business to get 20% more customers each month?"

Handling Objections

"It's too expensive"

Reframe around ROI: "I understand budget is important. Let us look at the math: if this platform brings you just 5 additional customers per month at your average ticket of $X, that is $Y in new revenue. The platform costs $Z. That is a [multiple]X return."

"I need to think about it"

Create urgency without pressure: "Absolutely, this is an important decision. While you are thinking, your competitors are actively marketing to your potential customers. What specific concerns can I address to help you decide?"

"I tried something like this before and it didn't work"

Acknowledge and differentiate: "I appreciate you sharing that. What specifically did not work? Buildara is different because [specific differentiation]. And we track ROI transparently — you will see exactly what the platform is delivering every month."

Closing the Deal

Use assumptive closes after you have addressed all objections:

• "Which plan makes the most sense for your business — Professional or Premium?"
• "We have an onboarding slot available Thursday. Should I book that for you?"
• "Let us get the paperwork started so we can have you live by next week."