Eric Wise

Business & .NET

Trying to make that first sale

So my little home business project is off the ground and ready for that first customer. I sort of fear sales though, and I know that the Google adword campaign I've launched probably won't be enough to bring in some customers.

So now I'm thinking about doing some pitching of my services locally. Not overly sure of how to do the approach though. I really hate the idea of cold-calling etc, but I'm having trouble thinking of ways to get someone to listen to my few minute marketing presentation without doing it.

Any sales types out there? How would you go about the initial launch of an IT service?

Published Jun 11 2004, 10:41 AM by Eric Wise

Comments

Tom Byrne said:

Hi:

I am an IT Recruiter with 15 years of experience selling IT recruiting and consulting services. I ventured out on my own several years ago (working from home) and faced numerous challenges. I am not sure what type of services you are offering however, I will be happy you talk to you and lend some advice.

You can contact me at: tbyrne@ritatech.com

Regards,

Tom Byrne

# June 11, 2004 8:22 AM

Greg Livengood said:

I would recommend finding a proven approach that has been documented and tried by many, i.e. a canned approach.
I can not tell from your post whether you are looking to sell a service or a product, but if you are looking to sell as service, then maybe look at the book titled "Get Clients Now". You definitely can figure out how to do this on your own, but leveraging a published resource might help you plan around some of the common challenges.
I have coached a number of consultants through the transition of becoming self-sufficient. If you want to a tailored approach to help you work through the awareness and accountability that is required for heading out on your own send me an email and i can better explain how I have helped others make the transition

Best of luck,
--Greg Livengood
Performance Coach
email: greg@livengood.com

# June 13, 2004 7:54 AM

David said:

I too have created an ERP-service support system based on the microsoft products, but dont want to mess up during the selling process. Are there any books worth reading on the subject on making the first collaboration with a customer organisation??

# June 14, 2004 9:48 AM

Michael Brettell said:

I'd try every sort of marketing until you find out what works for you.

Try going to business events that will have the sorts of customers you're looking for, perhaps join industry associations. Start chatting to people. I've found networking has been the best source for us.

You can buy lists of prospects for a set of criteria you specify, then send them a direct marketing flyer. Follow up with a phone-call, and at least then you're "warm-calling": you have a name, and can start by saying you're following up on the flyer letter.

I too found the thought of cold-calling scary, but I found there are very few businesses that are down-right rude when you call. Most are happy to listen to a brief explanation of what you're selling. For the first conversation, write down every word you're going to say. Start with your least-likely prospects, because you want some practice. Don't worry if you screw up the conversation. Learn from it, and prepare for the next one.

Always focus on the customer - most aren't going to give two hoots you've developed it in ASP .NET - what is the benefit to them?

Just remember only the "yesses" count. You'll get 400 Nos before one Maybe.

Michael Brettell
email: mbrettell@optimalsolutions.com.au

# June 14, 2004 12:00 PM