hi I’m Evan Carmichael welcome to another edition of ask Evan in today’s
another edition of ask Evan in today’s
another edition of ask Evan in today’s episode I’m going to answer question
episode I’m going to answer question
episode I’m going to answer question from one of my newsletter readers tawa
from one of my newsletter readers tawa
from one of my newsletter readers tawa who is a Zimbabwe entrepreneur who just
who is a Zimbabwe entrepreneur who just
who is a Zimbabwe entrepreneur who just took on the agreement to take and
took on the agreement to take and
took on the agreement to take and represent intuit quickbooks software in
represent intuit quickbooks software in
represent intuit quickbooks software in Zimbabwe and is trying to sell it there
Zimbabwe and is trying to sell it there
Zimbabwe and is trying to sell it there he’s fine and he goes up against big
he’s fine and he goes up against big
he’s fine and he goes up against big competitors like pastel that he
competitors like pastel that he
competitors like pastel that he mentioned and his wonder how can he
mentioned and his wonder how can he
mentioned and his wonder how can he break in and convince people to buy his
break in and convince people to buy his
break in and convince people to buy his soft for everybody everybody over
soft for everybody everybody over
soft for everybody everybody over everybody else’s so I’ve had some
everybody else’s so I’ve had some
everybody else’s so I’ve had some background in software with the biotech
background in software with the biotech
background in software with the biotech software company that was my first kind
software company that was my first kind
software company that was my first kind of main venture and what really helped
of main venture and what really helped
of main venture and what really helped us is you have to find out what’s
us is you have to find out what’s
us is you have to find out what’s different about your software compared
different about your software compared
different about your software compared to everybody else’s so for us we were a
to everybody else’s so for us we were a
to everybody else’s so for us we were a small start-up you know we didn’t really
small start-up you know we didn’t really
small start-up you know we didn’t really know what we were doing at the beginning
know what we were doing at the beginning
know what we were doing at the beginning we had to go up against huge publicly
we had to go up against huge publicly
we had to go up against huge publicly funded companies and what what we
funded companies and what what we
funded companies and what what we figured out was our software was the
figured out was our software was the
figured out was our software was the easiest one to use of anybody out there
easiest one to use of anybody out there
easiest one to use of anybody out there so you have to find out how are you
so you have to find out how are you
so you have to find out how are you different so for us we didn’t have all
different so for us we didn’t have all
different so for us we didn’t have all the features that everybody else had
the features that everybody else had
the features that everybody else had especially our big competitors but ours
especially our big competitors but ours
especially our big competitors but ours was the easiest to use and so for our
was the easiest to use and so for our
was the easiest to use and so for our customers who wanted something that was
customers who wanted something that was
customers who wanted something that was easy that did most of the stuff they
easy that did most of the stuff they
easy that did most of the stuff they need it they could do it through our
need it they could do it through our
need it they could do it through our software and that was a pitch that
software and that was a pitch that
software and that was a pitch that people could quickly understand so we
people could quickly understand so we
people could quickly understand so we didn’t always win the pictures compared
didn’t always win the pictures compared
didn’t always win the pictures compared to our competition if we went
to our competition if we went
to our competition if we went head-to-head but they understood that
head-to-head but they understood that
head-to-head but they understood that you know how we can stand on how we can
you know how we can stand on how we can
you know how we can stand on how we can help and we did win a lot of business so
help and we did win a lot of business so
help and we did win a lot of business so for you what’s the main difference
for you what’s the main difference
for you what’s the main difference between quickbooks and pastel that main
between quickbooks and pastel that main
between quickbooks and pastel that main competitor that you’re going up against
competitor that you’re going up against
competitor that you’re going up against is it ease of use is it something else
is it ease of use is it something else
is it ease of use is it something else you know figure out some key points that
you know figure out some key points that
you know figure out some key points that make you different and just hit those
make you different and just hit those
make you different and just hit those home emphasize them as much as possible
home emphasize them as much as possible
home emphasize them as much as possible so people can at least understand and
so people can at least understand and
so people can at least understand and know how you’re different and hopefully
know how you’re different and hopefully
know how you’re different and hopefully how you’re better another thing that
how you’re better another thing that
how you’re better another thing that might be useful i don’t know how the
might be useful i don’t know how the
might be useful i don’t know how the culture is in zimbabwe but in North
culture is in zimbabwe but in North
culture is in zimbabwe but in North America here I’ve never heard of pastel
America here I’ve never heard of pastel
America here I’ve never heard of pastel so I don’t know what you know who makes
so I don’t know what you know who makes
so I don’t know what you know who makes it or you know how good it is but
it or you know how good it is but
it or you know how good it is but QuickBooks is the leader is one of the
QuickBooks is the leader is one of the
QuickBooks is the leader is one of the leaders for sure in the accounting
leaders for sure in the accounting
leaders for sure in the accounting software here in North America for
software here in North America for
software here in North America for entrepreneurs everybody knows who
entrepreneurs everybody knows who
entrepreneurs everybody knows who quickbooks is as well as simply
quickbooks is as well as simply
quickbooks is as well as simply accounting they’re kind of the two main
accounting they’re kind of the two main
accounting they’re kind of the two main software packages that most people use
software packages that most people use
software packages that most people use I’ve never heard of pastel so it wanted
I’ve never heard of pastel so it wanted
I’ve never heard of pastel so it wanted the messages
the messages
the messages be going after saying we’ll look at what
be going after saying we’ll look at what
be going after saying we’ll look at what they’re doing in North America if people
they’re doing in North America if people
they’re doing in North America if people in Zimbabwe look up to North American
in Zimbabwe look up to North American
in Zimbabwe look up to North American businesses is you know kind of the
businesses is you know kind of the
businesses is you know kind of the center of entrepreneurship if people
center of entrepreneurship if people
center of entrepreneurship if people think that way then dr. be an
think that way then dr. be an
think that way then dr. be an opportunity say hey you could be like
opportunity say hey you could be like
opportunity say hey you could be like these North American companies and and
these North American companies and and
these North American companies and and grow really quickly and you know explode
grow really quickly and you know explode
grow really quickly and you know explode your business so use the same software
your business so use the same software
your business so use the same software that they use if people in Zimbabwe
that they use if people in Zimbabwe
that they use if people in Zimbabwe don’t like North American companies and
don’t like North American companies and
don’t like North American companies and I wouldn’t use that pitch but quite
I wouldn’t use that pitch but quite
I wouldn’t use that pitch but quite often that could be a great way to be
often that could be a great way to be
often that could be a great way to be able to present yourself and position
able to present yourself and position
able to present yourself and position yourself against a bigger competitor who
yourself against a bigger competitor who
yourself against a bigger competitor who you know doesn’t exist outside of you
you know doesn’t exist outside of you
you know doesn’t exist outside of you know whatever the local market you’re in
know whatever the local market you’re in
know whatever the local market you’re in so I hope that helps for anybody else’s
so I hope that helps for anybody else’s
so I hope that helps for anybody else’s who’s how to experience selling software
who’s how to experience selling software
who’s how to experience selling software it’d be great to hear what you have to
it’d be great to hear what you have to
it’d be great to hear what you have to say one final thing that I found that
say one final thing that I found that
say one final thing that I found that that you know could be really helpful
that you know could be really helpful
that you know could be really helpful for you is fine channel partners so for
for you is fine channel partners so for
for you is fine channel partners so for County software you might want to think
County software you might want to think
County software you might want to think about accountants or bookkeepers all
about accountants or bookkeepers all
about accountants or bookkeepers all right as a business owner a lot of
right as a business owner a lot of
right as a business owner a lot of people use accounts a lot of people use
people use accounts a lot of people use
people use accounts a lot of people use bookkeepers and they don’t care you know
bookkeepers and they don’t care you know
bookkeepers and they don’t care you know who when whatever software they use if
who when whatever software they use if
who when whatever software they use if they’re bookkeeper or accountant is
they’re bookkeeper or accountant is
they’re bookkeeper or accountant is using something that’s often how to get
using something that’s often how to get
using something that’s often how to get the recommendation so try to get in with
the recommendation so try to get in with
the recommendation so try to get in with the bookkeepers and accountants and
the bookkeepers and accountants and
the bookkeepers and accountants and potentially QuickBooks can help refer
potentially QuickBooks can help refer
potentially QuickBooks can help refer you to some people who are in your local
you to some people who are in your local
you to some people who are in your local market who are using your software and
market who are using your software and
market who are using your software and get them to be able to recommend you and
get them to be able to recommend you and
get them to be able to recommend you and refer you to their customers and say you
refer you to their customers and say you
refer you to their customers and say you know we use QuickBooks it’s fantastic
know we use QuickBooks it’s fantastic
know we use QuickBooks it’s fantastic you guys should too and as an
you guys should too and as an
you guys should too and as an entrepreneur when they’re starting up or
entrepreneur when they’re starting up or
entrepreneur when they’re starting up or they’re growing your business you listen
they’re growing your business you listen
they’re growing your business you listen to your advice from your bookkeeper your
to your advice from your bookkeeper your
to your advice from your bookkeeper your accountant if they’re using certain
accountant if they’re using certain
accountant if they’re using certain software and they recommend you use it
software and they recommend you use it
software and they recommend you use it you’re probably going to use it so that
you’re probably going to use it so that
you’re probably going to use it so that could be a good channel for you to be
could be a good channel for you to be
could be a good channel for you to be able to get in as well I hope that helps
able to get in as well I hope that helps
able to get in as well I hope that helps if you guys liked the video please give
if you guys liked the video please give
if you guys liked the video please give it a thumbs up it always makes me want
it a thumbs up it always makes me want
it a thumbs up it always makes me want to make more these videos for you guys
to make more these videos for you guys
to make more these videos for you guys and if you have any thoughts I’d love to
and if you have any thoughts I’d love to
and if you have any thoughts I’d love to hear what you have to think if you leave
hear what you have to think if you leave
hear what you have to think if you leave a comment of the video you know whatever
a comment of the video you know whatever
a comment of the video you know whatever I said if you want to comment on it or
I said if you want to comment on it or
I said if you want to comment on it or if you have another question and leave
if you have another question and leave
if you have another question and leave it in those comments and thank you and
it in those comments and thank you and
it in those comments and thank you and we’ll see you on the next episode
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