How to sell Web design Skills to average Indian Businesses?

Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

Streamlines sales efforts

Maintains customer database & interactions

Helps re-targeting prospects in the future

Saves time & money


Download This – www.kshitijpatil.com/crm.xlsx

CRM

LEADS

ACCOUNTS

OPPORTUNITIES

CONTACTS


CRM

LEADS

INBOUNDOUTBOUND


PRODUCT - What am I selling?

TARGET GROUP- Who am I selling to?

MARKET STRATEGY- How am I selling it?


Your expertise – Technical & managerial

Focus on one area – Don’t be one stop shop

Design CMS / Develop E-Commerce System

/ Customize & Implement Apps, Scripts


CMS – Local Businesses / MSME’s / Individuals

E-comm – Manufacturers / Brands / Startups

Custom Apps / Scripts – Corporations / SMEs


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.



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.



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



Mode of Communication:

1. Phone Calls

2. Direct drop for meetings

3. No Email


Calls are for Meetings,

Meetings are for Selling.


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.





1 Contact / 10 Minutes = 6 Contacts / Hour = 50 Contacts / Day = 1000 Contacts / Month


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.


INBOUNDSALES


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.


ADVERTISING PLATFORMS

Paid Search Engine Ads

Bulk SMS / Email

Newspaper / Magazines / Calendar Ads

Street Banners / Hoardings.

Sponsoring Fests / Conferences.


A great business is built on

the backs of referrals

and retainers


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.


Q&A


DANKE!
