How to sell Web design Skills to average Indian Businesses?

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The presentation of my first ever talk as a Speaker at the Mumbai WordCamp 2016 Event on the topic : How to sell Web design Skills to average Indian Businesses

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

 Streamlinessalesefforts
 Maintains customerdatabase& interactions
 Helps re-targeting prospectsin 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?
 TARGETGROUP-Who am I selling to?
 MARKETSTRATEGY-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-CommerceSystem
/ Customize & ImplementApps, Scripts
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

 CMS – Local Businesses/ MSME’s/ Individuals
 E-comm – Manufacturers/ Brands / Startups
 CustomApps / Scripts – Corporations / SMEs
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

Focus on ONE Industry
 Easier to gain recognition in smaller circles
 Becomethe 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 – Extremelyexhausting & 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

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

INBOUND
SALES
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 betterthan Outbound.
 Use Landing Page to convert prospects.
 Get Referencesfrom and Upsell to existing clients.
 Create Retainer centric services.
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

Q&A
Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

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

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How to sell Web design Skills to average Indian Businesses?

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

2.  Streamlinessalesefforts  Maintains customerdatabase& interactions  Helps re-targeting prospectsin the future  Saves time & money Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

3. Download This – www.kshitijpatil.com/crm.xlsx CRM LEADS ACCOUNTS OPPORTUNITIES CONTACTS Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

4. CRM LEADS INBOUNDOUTBOUND Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

5.  PRODUCT- What am I selling?  TARGETGROUP-Who am I selling to?  MARKETSTRATEGY-How am I selling it? Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

6.  Your expertise – Technical & managerial  Focus on one area – Don’t be one stop shop  Design CMS / Develop E-CommerceSystem / Customize & ImplementApps, Scripts Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

7.  CMS – Local Businesses/ MSME’s/ Individuals  E-comm – Manufacturers/ Brands / Startups  CustomApps / Scripts – Corporations / SMEs Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

8. Focus on ONE Industry  Easier to gain recognition in smaller circles  Becomethe 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

9. 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

10. CMS – Local Businesses / MSME’s / Individuals  Visit Stores – Extremelyexhausting & 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

11. 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

12. Calls are for Meetings, Meetings are for Selling. Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

13. 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

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

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

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

17. 1 Contact / 10 Minutes= 6 Contacts / Hour = 50 Contacts / Day = 1000 Contacts / Month Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

18. 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

19. INBOUND SALES Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

20. 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

21. 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

22. A great business is built on the backs of referrals and retainers Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

23.  Use a CRM  Be the Master of One before being the Jack of All.  Inbound is betterthan Outbound.  Use Landing Page to convert prospects.  Get Referencesfrom and Upsell to existing clients.  Create Retainer centric services. Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

24. Q&A Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

25. DANKE! Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

How to sell Web design Skills to average Indian Businesses?

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