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How can we market our services?

How can a startup market its services without having an impressive portfolio or clientele?

  • I am asking particularly about software and IT services company, but I think question can be answered generally as same dilemma is shared by entrepreneurs of different industries.

  • Answer:

    If you are just starting out and don't have any clients there are a couple of initial things you can do to develop an image of success for your company. If you haven't already done so the first thing you should consider doing is building a website that explains your product or service. The website doesn't have to be an expensive custom built website, but it should look professional. There are many CMS systems out there that offer platforms to easily build attractive websites. Pick one that meets your needs and build. http://www.wix.com is one that also has a blog component built in (although the blog was just introduced and blog Ver 1.0 is somewhat limited w/ver 1.1 coming soon). Start writing articles on what your target audience's struggles are and offer them solutions. Your thoughts and resource information on tackling these solutions for potential customers will earn you authoritative insight that can transition into trust. The solutions don't have to be just your product, but could also include your product or service. Be authentic and give good advise regardless of who the solution provider is and you'll start to earn trust. You should already know what problem your product or service solves for customers. Knowing this resolution will lead you in the direction of knowing what your value proposition is and how it can help you differentiate your product or service from the competition. http://en.wikipedia.org/wiki/Customer_value_proposition For new companies its important to start by selling your products or services based on the customer value proposition you offer potential customers. You don't really have any other resources (clients) to point to so you should build your sales pitch and presentations to highlight the value proposition. The next thing you should consider is putting together some collateral material and have the core of the material revolve around the customer value proposition with mention of the product or service functions and features. A lot of new companies get this wrong because they want to tell the world how great their product or service is but the purpose of marketing in a start up is to sell. The product will not get the customer to buy, meeting the customers needs through your value proposition is what will sell the product. There are a host of other things you can do to market your company. You can utilize different marketing strategies that are inexpensive but require time commitment. Guerrilla Marketing  http://amzn.to/u5Qqts is a strategy that many start up companies have used successfully. Inbound marketing is a digital marketing strategy popular today. You can learn more about inbound marketing by reading several books http://amzn.to/vbZzc7, http://amzn.to/vbZzc7.

Christopher Telles at Quora Visit the source

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From my experience of meeting with mentors assisting IT startups, trust, competency and ease of 'fit' need to be conveyed. In lieu of testimonials as your company is brand new, it's crucial for your sales team to memorize and perfect your USP (unique selling proposition). Those dealing with exse dealing with external stakeholders need to be able to recall the USP naturally as easily in a conversation as making a cold call. Evolve that USP and have an elevator pitch ready. In short, begin with good old fashioned sales. An issue most startups face (source: I believe it was a TED talk) is the inability to be able to communicate how the service or product they are offering fits into a buyers EXISTING infrastructure! This is very important: a potential client will likely dismiss the idea of investing in your product or service if they cannot understand, with great ease, how it will solve a pain they're experiencing. Nail down your USP, build trust, and make sure your product fits your client's needs! Then convey it all straightforward and easily. A website is a must, and I highly recommend using a narrated short (:30-1:30) introduction video. Commoncraft makes excellent informational pieces - check out their style!

Chris Ruffell

All a startup needs is a cost effective marketing plan. Use online media, its affordable, powerful & measurable. There are a lot of free tools or tools that cost only $9 a month. Make sure you use a CRM to enhance your sales.

Supritha Advany

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