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How to get large Web and Mobile Projects? Published on November 8, 2016

November 8, 2016

Most of IT Services companies are estabilished by technology geeks who knows programming well and quickly learn new technologies and build businesses. But many times, they lack on marketing, branding and sales functions of business which is very critical to run and grow company.

As we know, there are many ways to generate qualified leads for business like freelancer portals, referrals from friends and customers and outbound process of email, cold calling and social outreach. Many businesses just work on 1 or 2 channels of lead generation which are easy to operate like freelance portals. But these portals are hyper competitive when it comes to getting quality deals with normal billing rates. Generally these projects run on very tight budgets and requires lots of resources to complete them and get good reviews from client.

“To make freelancer portal deals profitable, companies need to have a sound process of defining requirements and project management skills”

Generally these projects comes at an hourly rate range of USD 10-20 for offshore vendors and vendor needs to provide lots of discount or provide additional features to win deals.

If this sounds familiar, this article is for you to understand outbound lead generation and sales process and how it can help you get profitable and large deals predictably.

Offshore companies who master outbound or outreach processes have won project deals on a billing rate of USD 60/hour or more for selected services. General range of offshore billing rates are within USD 20-80/hour.

What is Outbound process or Outreach process?

Outbound and outreach process is to reach out your targeted niche B2B customers with your offering and make a connect with them. This is the first step of outreach program to get an introduction and find synergies or areas of collaboration. Once this connect is established, then you should nurture this newly built relationship and build trust. Based on our experience, over a period of 3-6 months, such relationships results in some amount of deals.

Companies can prefer to outreach customers in any of the following manners.

  1. Email Outreach
  2. Targeted Call Outreach
  3. Social Outreach
  4. Network Outreach

What is the effective way to design and execute Outreach program?

Once you have finalised outreach program for your business as a channel to generate profitable leads, now you need to decide how to approach this outreach program? A well designed outreach program will result in desired results if executed well. So, every step needs a close monitoring and continuous improvement to make it work for you.

Once established, you can easily scale it to win more profitable deals. Each outreach program starts with following questions and finding their answers.

  1. What services my business sells?
  2. Who are my customers, their location, their size etc?
  3. What are their pain points or problems areas?
  4. How my services solve their problem areas?
  5. How will I execute or help my customers operationally?
  6. How will I provide post service support to my customers?
  7. How will I make my customers advocates of my business?

As you see, if you can answer these questions well, you have a perfect understanding of your business, services and your customers. Now, you can design a perfect recipe for your outreach program with clear messaging and win more deals.

How to make Outreach program successful?

Outreach programs are slow to produce results but once they start pouring results, I am sure you will expand outreach program to get more business. You should look at other successful companies and analyze their sales team on LinkedIn. You will notice that they have large sales and lead generation teams, some of them sits close of customer locations, some are sitting at offshore and work with a very targeted set of prospects and setup meetings for onsite teams.

Similarly, you also need to ramp up your outreach teams and setup them to target niche prospect segments to generate more relationships for your business.

“Outreach teams takes 3-6 months to setup, learn and start building relationships with targeted prospects and once that is done, they will start producing results for your business consistently”

Building a solid team of outreach prospectors and keeping them motivated is a continuous tasks. Outreach manager need to monitor outreach KPIs on daily basis and uncover areas of improvements, train his team members, provide them feedback and motivates them to win more deals. You should also have a generous incentive plan in place to share profits with your team and make them part of your organization.

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Thank you so much for reading this article. I believe you are looking to setup an outbound/outreach lead generation team for your business. At iJanta we help businesses in setting up their performance driven outsourced outreach teams who produce consistent results and win large profitable deals for you. We offer no-obligation consulting around this area. Please feel free to reach out to peter@ijanta.com

If you want to know how iJanta can help you grow your business? Please feel free to explore us on http://www.ijanta.com or email us

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