We start new businesses excited about the future, but rewards require persistence and effort. Companies start with founders that are good at doing something and transform their ability into a product or service. We can't pretend to be outstanding in all fields and know everything right away. So everytime you face a challenge, it is ok to ask for an external opinion or expert advice.
Most companies that start from scratch face a common initial challenge, which is not knowing how to find new clients and grow their business. They think that building a website will generate leads and solve the challenge. Truth be told, a single website will not do the job. If you are facing this challenge, here are some thoughts that might help you.
First things first, it is essential that you understand your brand personality, principles, values, and the real reason why you are offering your products or services. Knowing why your company is alive will give you clarity at the moment you start searching for new clients. *Key for what they do: use all their experience and previous work.
Next, you need to know who you are targeting and build your ideal customer profile. Many new businesses think they are selling to the whole market and fail to structure their customer profile. Building this profile means describing the industry, type of business, number of employees, monthly revenue, and decision makers you will reach, among other categories. Knowing who your company and ideal customer are will help you determine your customer value proposition.
Once you have these things clear, it is time to focus on sales. Since you are new in the industry, always use your existing relationships as a competitive advantage. Surely, selling to people you know is easier than selling to strangers. After you have exhausted your existing relationships, you will want to start with outbound sales efforts to your ideal customers (most likely in your community).
People think they need investors or bank loans to start, but really what they need is to prioritize sales. The more you sell, the more you earn. But selling is not only pitching your service, it requires a marketing and sales strategy. Ask yourself these questions:
Are you thinking of traditional marketing, digital marketing, or a combination of both? Do you plan on reaching cold or warm prospects? Do you want to focus on cold calling and/or cold email? Have you considered spending up a percentage of your budget on advertising?
Here is when you need to remember that you don’t have to be an expert in all fields. So, if you are not familiar with marketing or sales outreach, ask for advice. Establishing the right strategy and properly executing it will make the difference for your business to start off on the right foot.
"To be successful, you have to have your heart in your business, and your business in your heart."
Thomas Watson, Sr., former CEO, IBM
Thomas Keller is a Business Development and Sales Support Professional in the field of MSPs, VARs, Channel Sales, and other B2B industries. He is the founder and CEO of Port group, a United States based company that provides outsourced business development and sales support services for SaaS, MSPs, international representation, BPOs, and other B2B industries. He made Port Group’s mission to help clients like you improve their business by providing better results, improved agility and cost efficiency.
