sales to us clients for outsourcing business
TRANSCRIPT
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Sales to US ClientsSteps. Expectations. Recommendations.
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Zhenya RozinskiyTechnology Leader
24+ years in IT16+ years in Outsourcing
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I am your CUSTOMER
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Introduce Yourself• Name• Company• Your role• Company primary business• What is the main question you hope to
get an answer to today
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“Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a
lifetime.”
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Rough Agenda
• Understanding Corporate Culture in the US• Where do you look for clients• Presenting yourself and your company• From lead to a client• Diversification• Pixel Perfect
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What not to expect
Я не знаю где зарыто золото
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Stories You Are About to Hear Are TRUE!
Names Have Been Changed to Protect the Innocent!
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Corporate World
• Technology vs. Non Technology• Internal IT vs. External IT• Startup, Mid-Size, “Corporate”• Company Location
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Market Segments
• Healthcare• Financials• Government• Technology• E-Commerce• Social• ….
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Healthcare Example
HealthCare
Payer
Self
Pay
Insu
ranc
e
Self
Insu
red
Man
aged
Sel
f In
sure
d
3rd P
arty
HMO
Provider
Hosp
ital
HMO
Doct
or
Med
ical
Gro
up
Equi
pmen
t
Faci
lity
In-h
ome
Supp
ort
Lab
Ther
apy
Phar
mac
y
Hosp
ice
Insu
red
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Presenting Your Company
• Presenting yourself• Marketing Material– Web Site– Business Cards– Brochures– Other
• Communication Styles
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Presenting Yourself
• Be professional• Know your client• Be on time• Personal space
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Marketing Material
• It’s not an art competition• Understand your client’s goals• Answer potential questions• Native American English
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Communications
• Be local and blend in• Speak with the client his language• Accents are not important; local mentality is• Predict questions• Be upfront, direct, honest, but sell
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Location of your company
• Should you have an office elsewhere• What does it cost• What does it give you• The difference between product and service
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Getting Leads
• Direct Contacts• LinkedIn• Cold Contacts• Marketplaces (Elance, Upwork, etc.)• Conferences/Meetups/Events• Conference exhibition • Using brokers• Sales Teams
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Direct Contacts
• Simply the best way to get leads• The highest response rate
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• It’s a research tool• It’s not free• It’s not a panacea• Expect a very low response rate
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Cold Contacts
• Email– There is the right and wrong day of the week– There is the right and wrong time of the day
• Calls– Don’t waste your time
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Marketplaces
• Price Competition• Short term projects• Lots of small projects• Hard to communicate with clients
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Conferences/Meetups/Events
• Get ready to talk• Get ready to be in everyone’s face• Get ready to chit chat• You need to leave a positive impression
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Conference Exhibition
• High Cost• What’s important• How to look professional• Giveaways• Follow ups
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Sales Brokers
• Advantages• Risks• Can it work?
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Internal Sales Team
• Commissioned or Salaried• Internal or External• Getting motivation right• Selection process• Why it can turn into a costly mistake
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Basic rules of email• Do not write generic emails• Make your appeal special• Know your audience• Appeal to emotions
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The four seconds rule
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Let’s get reading
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Let’s get writing
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Please write an into email
• I am a Director of Technology at a large company.
• You found my contact on LinkedIn
• I am a CTO of a Startup• You found my name
from a friend• You were told that I am
considering outsourcing
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Lets get calling
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Practice a phone call
• I am someone you found online and you hope I might need outsourcing services
• I work for a mid size company
• Today is July 7th
• I am someone you got a number of from an acquaintance.
• I work for a startup that received a round of funding a month ago
• We develop social mobile apps
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Sales Process
• Contract Negotiations– Multiple round– Multiple people and departments– Time consuming– Legal compliance
• Expectations– “NO” is not “THE END”– “YES” is just the beginning
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Engagement Types
• Engagement Types• Cost Model• Proper Pricing
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Diversification
• How to choose right clients• Don’t be afraid to say “No”• Drop your bottom clients
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“Pixel Perfect”
• Invest in your team• Retain your best people, lose your ballast• Agile is not a workflow it’s a mindset• Interaction between local and remote teams is
what sells or breaks your services• Person’s role is the difference between a high
performer and a mediocre one
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Zhenya Rozinskiyhttp://[email protected]