Our agency builds web solutions in the $10K-$25K range and some leads are in the high 5 figures. However, we are distributed, our costs are high while the local stage is flooded with low-quality services. There are no suitable customers here in general due to the limited market and low economical standard. As we are growing, our international customer base is no longer sufficient and we need to find new leads while our costs for high quality, education, licenses and such are still high. How would you approach selling or marketing $10K-$25K development solutions remotely, without any meetings with clients, or going to meetup groups and local events?
You basically follow the same process that you would online - but think about a map of information rather than a map of geography.
1. Replacing meetup groups and local events.
How would you define a 'good' meetup group to attend?
Likely one that has a topic or theme that your main clients are interested in. Your clients (at least the smart ones) are consuming information about this everyday, more so if they are looking to make a purchase decision.
Brainstorm what the online equivalents of these places would be. Better yet, go ahead and ask your existing clients where they get their information about what you do online. If you can get in front of people here, through paid or earned media, you're one step ahead.
2. Direct sales - you didn't mention this explicitly but it's worth going into because of the cost of your solution. Direct email is a great way to open up conversations and everyone from startups to Salesforce.com are using it. Again targeting the right clients is the toughest part - a neat trick is to look for recently listed job openings in the field your developers work in and contact the companies that are listing open positions (an obvious need).
3. Closing - Now more than ever it's easy to close clients remotely. The phone can be scary and video can be even scarier but the personal touch you can get from seeing someone face-to-face is worth taking the leap. If you are generating many leads at a time (great problem to have), you can 'batch' this through hosting webinars around your services.
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Lead generation and sales process is pretty much my jam so if you want to go more in depth feel free to reach out!
Answered 9 years ago
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