sales to us clients for outsourcing business

Sales to US ClientsSteps. Expectations. Recommendations.

Zhenya RozinskiyTechnology Leader

24+ years in IT16+ years in Outsourcing

I am your CUSTOMER

Introduce Yourself• Name• Company• Your role• Company primary business• What is the main question you hope to

get an answer to today

“Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a

lifetime.”

Rough Agenda

• Understanding Corporate Culture in the US• Where do you look for clients• Presenting yourself and your company• From lead to a client• Diversification• Pixel Perfect

What not to expect

Я не знаю где зарыто золото

Stories You Are About to Hear Are TRUE!

Names Have Been Changed to Protect the Innocent!

Corporate World

• Technology vs. Non Technology• Internal IT vs. External IT• Startup, Mid-Size, “Corporate”• Company Location

Market Segments

• Healthcare• Financials• Government• Technology• E-Commerce• Social• ….

Healthcare Example

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Presenting Your Company

• Presenting yourself• Marketing Material– Web Site– Business Cards– Brochures– Other

• Communication Styles

Presenting Yourself

• Be professional• Know your client• Be on time• Personal space

Marketing Material

• It’s not an art competition• Understand your client’s goals• Answer potential questions• Native American English

Communications

• Be local and blend in• Speak with the client his language• Accents are not important; local mentality is• Predict questions• Be upfront, direct, honest, but sell

Location of your company

• Should you have an office elsewhere• What does it cost• What does it give you• The difference between product and service

Getting Leads

• Direct Contacts• LinkedIn• Cold Contacts• Marketplaces (Elance, Upwork, etc.)• Conferences/Meetups/Events• Conference exhibition • Using brokers• Sales Teams

Direct Contacts

• Simply the best way to get leads• The highest response rate

LinkedIn

• It’s a research tool• It’s not free• It’s not a panacea• Expect a very low response rate

Cold Contacts

• Email– There is the right and wrong day of the week– There is the right and wrong time of the day

• Calls– Don’t waste your time

Marketplaces

• Price Competition• Short term projects• Lots of small projects• Hard to communicate with clients

Conferences/Meetups/Events

• Get ready to talk• Get ready to be in everyone’s face• Get ready to chit chat• You need to leave a positive impression

Conference Exhibition

• High Cost• What’s important• How to look professional• Giveaways• Follow ups

Sales Brokers

• Advantages• Risks• Can it work?

Internal Sales Team

• Commissioned or Salaried• Internal or External• Getting motivation right• Selection process• Why it can turn into a costly mistake

Basic rules of email• Do not write generic emails• Make your appeal special• Know your audience• Appeal to emotions

The four seconds rule

Let’s get reading

Let’s get writing

Please write an into email

• I am a Director of Technology at a large company.

• You found my contact on LinkedIn

• I am a CTO of a Startup• You found my name

from a friend• You were told that I am

considering outsourcing

Lets get calling

Practice a phone call

• I am someone you found online and you hope I might need outsourcing services

• I work for a mid size company

• Today is July 7th

• I am someone you got a number of from an acquaintance.

• I work for a startup that received a round of funding a month ago

• We develop social mobile apps

Sales Process

• Contract Negotiations– Multiple round– Multiple people and departments– Time consuming– Legal compliance

• Expectations– “NO” is not “THE END”– “YES” is just the beginning

Engagement Types

• Engagement Types• Cost Model• Proper Pricing

Diversification

• How to choose right clients• Don’t be afraid to say “No”• Drop your bottom clients

“Pixel Perfect”

• Invest in your team• Retain your best people, lose your ballast• Agile is not a workflow it’s a mindset• Interaction between local and remote teams is

what sells or breaks your services• Person’s role is the difference between a high

performer and a mediocre one

Zhenya Rozinskiyhttp://www.rozinskiy.comzhenya@rozinskiy.com