How to sell Business App Pro
This tutorial delves into Vendasta's Go-to-Market playbook, providing essential training and resources to boost your sales performance. Explore proven strategies for new customer acquisition and discover how to leverage psychological principles for client commitments.
- Understand the Go-to-Market playbook for sales training and customer acquisition
- Implement the Foot-in-the-Door strategy to initiate minor agreements and upsell to larger packages
- Learn practical demo techniques — starting with outcomes, focusing on aha moments, and speaking to value
The Foot-in-the-Door strategy uses psychological principles to initiate minor agreements and upsell clients to larger packages—tailored for SMBs.
Purpose of the initial call
The purpose of the initial call is not to finalize the largest sale possible or provide comprehensive training. It's to make a small initial sale that paves the way for onboarding and a long-term relationship—leading to upselling the larger Business App Pro package later.
Start small (e.g., Local SEO, Listing Sync), onboard successfully, build trust, then introduce the full Business App Pro package.
| Tip | What It Means |
|---|---|
| Start with the END in mind | Show the best screen first. Don't start with setup—show the outcome. Naturally we want to showcase setup from the beginning, but prospects respond to results. |
| Don't perform a linear demo | Don't tell a story from start to finish. Prospects get disoriented and forget why they're on the call. |
| Focus on your "aha" moments | Highlight 2–3 really compelling functions without diving deep. If you do this correctly, the prospect will start asking questions—which is exactly what you want. You lose when they're silent or say they "have to think about it." |
| Do not narrate your on-screen actions | Don't say "Now I'm gonna click here and type in this field…" Prospects can see that. Instead, speak about the value the feature is delivering. |
1. explore and experiment
- Order and activate Business App Pro. Get comfortable with its interface and features.
- Use Business App Pro for your own business first to see its impact.
2. implement with test clients
- Start Small: Begin with one feature—AI-assisted web chat or Local SEO.
- Expand Gradually: Introduce more features as you and your clients get more comfortable.
3. stay engaged
- Learn More: Check out other courses in Vendasta Academy. Explore live training at vendasta.com/webinar
- Stay Updated: Subscribe to the Vendasta YouTube channel. Follow the roadmap at roadmap.vendasta.com/changelog
4. share and network
- Join the Vendasta Facebook Community to connect with other partners.
- Discuss experiences and share best practices with the community.
5. utilize support resources
- Help: support.vendasta.com for additional resources
- Contact: support@vendasta.com for questions or challenges
- Vendasta's Go-to-Market Playbook — available in the Vendasta content library
- Sales script for initial sale (make a copy)
- Sales presentation for upsell call (make a copy)
You're on an initial call. Instead of a linear walkthrough, you open the local search grid and say: "This shows how you rank vs competitors across your service area—see where you're missing opportunities?" They lean in. You show the AI webchat capturing a lead. They ask: "How do we set that up?" You've triggered questions. You close with a small Local SEO + Listing Sync sale. On the onboarding call, you introduce the full Business App Pro package. Foot-in-the-Door in action.
Key Resources
Knowledge Check
Knowledge Check
Test your understanding with 4 random questions from a pool of 4.
Your success in leveraging Business App Pro enhances your service offerings and empowers local businesses in the digital landscape. Thank you for joining the Vendasta Business App Pro course. Let's start making success happen!