how to sell web design skills to average indian businesses?
TRANSCRIPT
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Streamlines sales efforts
Maintains customer database & interactions
Helps re-targeting prospects in the future
Saves time & money
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Download This – www.kshitijpatil.com/crm.xlsx
CRM
LEADS
ACCOUNTS
OPPORTUNITIES
CONTACTS
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
CRM
LEADS
INBOUNDOUTBOUND
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
PRODUCT - What am I selling?
TARGET GROUP- Who am I selling to?
MARKET STRATEGY- How am I selling it?
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Your expertise – Technical & managerial
Focus on one area – Don’t be one stop shop
Design CMS / Develop E-Commerce System
/ Customize & Implement Apps, Scripts
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
CMS – Local Businesses / MSME’s / Individuals
E-comm – Manufacturers / Brands / Startups
Custom Apps / Scripts – Corporations / SMEs
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Focus on ONE Industry
Easier to gain recognition in smaller circles
Become the de facto Industry Expert
Gain word of mouth within their community
In depth knowledge of industry helps in
future pitches. Eg. – MID, GID, IndiaMart etc.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
CMS – Local Businesses / MSME’s / Individuals
JustDial – Just look up “Clothing Manufacturer in ___ area”,
input the data in your excel CRM, and start cold calling them
IndiaMart – That’s the same drill.
Join local Business groups – Increase personal network
Visit Physical Locations – You can visit the Business Parks or
Industrial areas.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
CMS – Local Businesses / MSME’s / Individuals
Visit Stores – Extremely exhausting & almost useless
But I learnt that,
1. India has a long way to go in internet literacy
2. No means NO
3. The rule of 3
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
CMS – Local Businesses / MSME’s / Individuals
Mode of Communication:
1. Phone Calls
2. Direct drop for meetings
3. No Email
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Calls are for Meetings,
Meetings are for Selling.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
E-Comm – Manufacturers / Brands / Startups
Organised companies
Do not entertain drop-ins
Best solution: Email Marketing
Email Database: Trade Show visits, Using
LinkedIn, Borrowing or Buying.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
1 Contact / 10 Minutes = 6 Contacts / Hour = 50 Contacts / Day = 1000 Contacts / Month
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
E-Comm – Manufacturers / Brands / Startups
Compose a crisp mail, and send bulk mail.
Use free services like MailChimp / CRMs with
Campaign Performance Tracking System. (No
MailMerge)
Buying Databases is subjective, but using LinkedIn
provides current & correct data.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
INBOUNDSALES
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
LANDING PAGES Headline - A single, USP-centric line + explanatory
sub-heading. Hero Image - Something that depicts your product /
service. Service List - A list of < 3 bullets, that shares your
services. Form + CTA - The lesser the fields, the better. Testimonials - Social proof in the form of testimonials
/ tweets from your clients.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
ADVERTISING PLATFORMS
Paid Search Engine Ads
Bulk SMS / Email
Newspaper / Magazines / Calendar Ads
Street Banners / Hoardings.
Sponsoring Fests / Conferences.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
A great business is built on
the backs of referrals
and retainers
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Use a CRM
Be the Master of One before being the Jack of All.
Inbound is better than Outbound.
Use Landing Page to convert prospects.
Get References from and Upsell to existing clients.
Create Retainer centric services.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com
Q&A
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DANKE!
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com