How to Sell New Products With MAYA

Most Advanced, Yet Acceptable.

Good Morning. It’s been two days since the Super Bowl, and the ending to what will be remembered as the T Swift NFL season. It’s estimated that Taylor Swift drove over $331M worth of sales to the NFL throughout the season, making her the top sales rep in NFL company history. That’s gonna be a hard record to beat. 📊 

In today’s Follow Up:

  • The secret to selling a new product 🧪 

  • 30 ways to follow up ✍️

  • The sales tip of the day 🤝 

  • Sales around the internet 📰 

  • Sales jobs, email fail & sales meme 😂 

The Secret To Selling a New Product: MAYA

Selling a new product is hard. 

You need to make your prospects aware that it exists → educate them on why it’s better → and convince them to adopt something new. 

Easier said than done.

Luckily for us, a guy named Raymond Loewy cracked the code.

Raymond is known as the ‘father of industrial design’ and is responsible for designing a laundry list of things we all know and use.

He designed:

  • The Coca-Cola bottle.

  • Greyhound buses.

  • Lucky Strike cigarette boxes.

  • The egg-shaped pencil sharpener, etc.

The list goes on and on. And somehow, the guy never missed. 

Before he passed, he shared the method he used to make sure every one of his new designs sold like crazy.

He summarized it into a 4 letter acronym: MAYA 

Most Advanced, Yet Acceptable.

Let’s dive into what it means, and how you can use it to sell. 👇️ 

The MAYA Principle Explained 🔎 

MAYA suggests that to sell a new product, your prospect must see it as innovative ("Most Advanced"), while also being familiar enough to understand it ("Yet Acceptable").

This principle leverages two conflicting human tendencies:

Neophilia: a love of new things.
Neophobia: a fear of anything new.

While people crave new and innovative things, they also seek comfort in what’s familiar.

The adult public’s taste is not necessarily ready to accept the logical solutions to their requirements if the solution implies too vast a departure from what they have been conditioned into accepting as the norm.

- Raymond Loewy

The MAYA Method in Sales 🤝 

If you're selling a new product that can improve your prospect’s life, you need to package your pitch in a way that feels familiar.

We see examples of this in most technology. 

Take accounting software for example. In 1978, VisiCalc was the first spreadsheet software to allow financial modeling.

Since then, we’ve seen thousands of new accounting softwares and systems come into the market. But to this day, most accountants still live in spreadsheets.

VisiCalca spreadsheet vs Excel spreadsheet

Many companies have added new features to the spreadsheet to make them ‘smart’. But at the end of the day, it all comes back to the spreadsheet.

New accounting software is innovative enough to spark interest in buyers, yet familiar enough (spreadsheet-based) to be accepted.

Applying MAYA to Selling 🤔 

To effectively use the MAYA method in your sales process, focus on:

  1. Understanding Your Prospect: Understand what solutions they’re familiar with and their pain points with those solutions. To pitch them a new way of doing things, you need to be able to acknowledge their current solution and show how your product improves on what they're familiar with.

  2. Communicating Effectively: Pitching a new product requires education and persuasion. This means using visuals, graphics, or videos to communicate effectively. Avoid overwhelming prospects with technical jargon or complex features that make the product seem foreign.

  3. Emphasizing Familiarity and Innovation: Use examples or case studies to show how your product integrates into existing workflows or systems but still offers significant improvements.

Crafting A MAYA Pitch ✍️ 

When you’re selling a new product with the MAYA method, ask yourself:

  • How is this product better than what the client already uses or is familiar with?

  • What parts of the new product are similar to what they’re used to?

  • How can the product's innovations be presented in a way that’s similar to their current solution?

To sell something surprising, make it familiar; and to sell something familiar, make it surprising

- Raymond Loewy

Have you ever sold a product that's brand new to a market?

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30 practical follow-up email templates

Speaking from experience – emails can take up too much of the workday.

So HubSpot eliminated the guesswork from a ton of potentially awkward communications, like reaching out after interviews, networking events, sales meetings and more. Take this pack of pristine follow-up emails

30 direct messages included:

  • Professional, customizable templates

  • For prospects, recruiters, colleagues, and more

  • Save time, but not at the cost of personal touch

Stash this wherever you keep useful things.

Sales Tip of The Day 💡 

After you’ve closed the deal, ask for a referral.

We know, it’s an obvious thing to do. But if you’re not asking, you’re leaving money on the table.

“I’m excited to get working on this with you! One question - as a {marketing manager}, I’m sure you’re connected with a lot of other {marketers} in the industry. Do you happen to know of others who could benefit from our solution?”

Referrals are the most powerful lead source for any business.

Make sure you’re asking for them.

Sales in the News 🗞️ 

Remote Sales Jobs 💼 

An Automated Email Fail 📩 

Always make sure the custom fields are working… 😅 

Sales Meme of the Day

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