Question
Being skilled at analytics, product development and inspiring people I am not that good at sales. I have a great software developers team, proven track record and passion to do what we love. It's a small focused team and we can't afford a full-time sales person in US. Odesk and Elance are more about extremely low-cost and short-term projects - we bring real value and have higer rates than Indian devs. How can I find a long-term commitment?
Answer
I consulted to Halcyon Mobile, a great team in Romania who wanted to attack the UK market.
For them we discussed how to get onto sub-contracting lists for marketing agencies. These guys regularly give out work. It's a tough slog but the job broadly consists of
1 - getting known. How to get yourself in front of the audience. We recommend research interviews to deliver a publicity-friendly report on a key aspect of the industry that demonstrates your expertise
2 - build out your database by promoting the report, preferably giving away copies to people who share their contact details with you
3 - have an awesome telephone follow up service who is a native English speaker to stay in touch with the decision makers.
4 - continue to build your profile on your own website and Linked In. Be active on the industry trade newspapers (buy a subscription and comment on articles), join professional groups e.g. the British Interactive Media Association http://www.bima.co.uk/
5 - innovate - be the conduit that brings new information, tools and techniques to these audiences so they get to know you as experts not also-rans.
There you go - a template for a new business development process for your business. Get in touch if you'd like detail developed that sets you apart from the masses.
