How-to to run a software consulting business

Converting leads to customers

by shabda on October 9, 2011

So you have got your marketing plan working and a steady stream of leads coming in.

You dont have a business until you convert these leads to customers though. When a customer is evaluating vendors, they want to check

  • You have the expertise in the technology.
  • You have experience with the technology
  • You have worked in similar settings before
  • Your clients will give you testimonials and refer you.
  • Your business will stay around for a long time and they wont have to switch vendors.

You have to work with the customers sales objection to explain your sales proposition so that they hire you.

  • Explain you experience and expertise with the technology using the articles you have written and your blog
  • Demo your open source work to further prove your skills
  • Get permission from your clients to use their references
  • Ask all your happy clients to give you an testimonial

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