Questions

How should I increase my outreach for a technology solutions provider company?

I head the business development department of an IT solutions provider company. We offer technology assistance for new IT project and maintenance/testing for their existing applications. We have developed mobile applications for Fashion/heathcare/food/e-learning industries. Currently my team is using Linkedin Sales Navigator and targeting different Industries and running a 5 message/email outreach campaign. What should be my steps to increase my outreach?

3answers

Since you've already been on Linkedin Sales for a while, and know the landscape, a good first step could be to try to further optimize the efficacy of that outreach (unless it's already extremely effective). Anything learned there should be translatable to other channels as well. I can't give advice on that kind of optimization without seeing what you're already doing.

In terms of other channels:

1) you can look on job posting websites for any companies looking to hire someone to do what your IT solution does. For instance, Angellist, etc. Reach out to them with a solution that is presented as obviously cost saving and efficient relative to having to hire someone to do it.

2) if your product could work for small companies, maybe pair up with a local 'startup accelerator' and offer your services free for some time (e.g. 1 week?) to all of their participants.

3) look on relevant online forums for people asking for help with the problems your product solves

etc.

Let me know if you'd like to discuss your product and potential outreach options and optimizations in more detail,

best,

Lee


Answered 10 months ago

Hi. with respect, I'd start with your first paragraph above. It's not clear whether you are an outsource company that supports others as they run their own IT projects ... or a mobile application developer.

Both are great, but together I think you might risk preventing prospects from quickly understanding what you offer so that they can match that with their pain points.

Either way, it's a crowded marketplace and as Seth Godin tells us "if you are not different you are invisible".

1 strong point of focused differentiation and remarkability is worth 10 in BD.

Happy to support this if required.

Mark


Answered 10 months ago

Odd as it may sound, the secret to good outreach, in my view, is to go narrower. Let me explain.

You have a number of offerings here:
- testing of new IT projects
- maintenance of existing ones
- mobile apps for four very different industries

Each of these seems to be very different markets, and I don't just mean the four different industries. I mean, for example, the testing of applications is very different from maintenance.

So, without knowing more about your current outreach campaign, I'd be focusing specifically on the expensive problem you solve, rather than the solution.

What's the business outcome?

For instance, in the high-end women's fashion industry, what is the app helping achieve? Reduce shoplifting, for example, using RFID technology. Or if it's in the very broad healthcare industry, are you helping reduce waiting room times by means of a virtual care app? Or again, if your app provides psychiatric care to farmers in remote communities, the value is huge for both the farmers and the psychiatric health providers.

But these are very different problems, with very different outcomes. Start with the problem and make it as specific as possible. Or start with a big promise (one that your service will fulfil!)

That's my advice without knowing more about the specifics.

Of course, I'd be honoured if you wanted to consider a call to help you get some more specific, actionable suggestions.

Anthony


Answered 9 months ago

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