Graffersid Sales Consultancy

Sales Consultancy

This is the most interesting part and the one that drives every company.
Doing Sales is like doing a marriage, you really need to understand and know your partner (your customers).

We focus solely on In-Bound Organic lead generation strategies. Organic because we don’t believe in paid marketing. Here is a small comparison to help you understand the user behavior based on your approach.

  • OUTBOUND lead generation strategy:
  • Outbound means when you try to reach out to your clients to sell your product or service.

    The most common ways used in this strategy are:
      1. Cold Calling,
      2. Email Marketing,
      3. Social Media Spamming,
      4. SMS Marketing,
      5. Personal Message Spamming,
      6. Group Spamming,

    One time or the other you would have definitely come across one such mode, most common is the bank people trying to sell you credit card or the telecommunication company calling to tell you of the new offer.

    Now be honest and ask yourself about the image you hold for companies who do these companies?
    Do you treat them with respect when they call you repeatedly?
    And after how many calls do you take them seriously?

    Disadvantage:

      • Very low conversion rate,
      • Spoils your brand image,
      • Customer thinks you are in need,
      • Client try to cramp you on budget,
      • This game is of quantum not quality,

  • INBOUND lead generation:

  • The term Inbound means when your customers try to reach out to you for the services you are offering.
    Such Marketing is of 2 sorts: Paid and Organic. Our expertise is in Organic.

    Commonly used strategies are:
      1. Client References,
      2. Reviews and rating,
      3. Content Marketing,
      4. Social Media like Facebook, LinkedIn, etc.
      5. Blogging,
      6. Branding,
      7. Video Marketing,
      8. Events, etc.

    These are much more respected and admired ways of generating leads. The client treats you with respect, you get on the driver seat, you have the control and the ball is in your court.

    Advantages:

      • Very High conversion rate,
      • Builds great image,
      • Customer is aware that you deliver good quality,
      • Token size per project increases,
      • Spend minimum time to reach out to millions of people,

Now that you have a clear understanding of what we do let’s take the next jump to understand it in detail. The sources you will hear in the next phase are not something “just discovered” but it is the way we do it that makes us unique and result driven.

The first 5 steps are majorly for our understanding and research but the fun starts at #6 . And this is how we do it:

Step 1: Understanding the company’s goal:


It helps in understanding how big the company aims and what is the creed on which it is built.

Like Tesla is built on saving the environment, Apple is built on delivering quality, Android is built on innovation.
Therefore the strategies need to be amended to emphasize the beliefs and connect with clients in similar fashion.

  • Your client today is your step to future:
    Every client you make is your investment in the company’s future. Going ahead, these clients will our biggest lead generators.
  • 1 Year strategy:
    Even before starting the first month, we form 12 months idealistic goal to judge how far we are from the ideal curve.

Step 2: Problem the company is trying to solve:


You can sell a product only if you can convince yourself to buy it.

The core of building a new product is to solve a problem. A problem could be perception based, hence it is very important to understand that point of view.

This helps in understanding your audience’s mindset and targeting them better. A deeper analysis can also reveal new verticals for a company to generate revenue without putting any extra effort.

How?
Pretty simple, to solve a problem you would involve lot of extra effort, analysis, surveys, market research and connections.

Do you honestly think, there is a kind of hard work that doesn’t pay?
It is just about the awareness of the sources and smartness to earn without time investment.

Step 3: Identify the potential customers:


Once we know the problem, we start to think of every person who is directly or indirectly related to the problem, making them a potential lead.

It often happens that companies miss out on the prospective client or don’t use any specific resource to drive new leads. This overlay is a huge default, one must have multiple lead sources so that the risk is minimized.

Even your service providers could become your client (yes we have already proved it in past, check out our case study)

We need thorough analysis to discover directly as well as indirect customers to construct future maneuvers.

Step 4: Potential sources to reach:


The above analysis enables you to understand the nature of your audiences. Next step is to showcase your services to the audience.

Any potential website/ app where your target audience visits are your place for pitching. Just my making one move or one action you have the possibility to reach millions of people. JUST BY 1 MOVE.

For Example:
For an IT company, any adult (18-55) is a potential client. So where would an adult visit most, Facebook, Instagram, Twitter, Entrepreneur.com, TechCrunch, Reddit, Linkedin, etc. hence all these are you platforms to meet new clients.

And in doing this you don’t even spend a penny, just some quality time of introspection.

We analyze the complete lifecycle of the audience, this gives us a better vision of the best time, phase, and place to reach the audiences, hence improving the chances of conversion.This research is generally very time taking and lengthy as it needs a lot of drilling down.

Step 5: Targeting a country:


We prefer to stay focused on one country at the start and then grow to the expectation.

    • Traction:
      Number of active target audiences,
    • Ease of reach:

      A smaller area with more traction is a better choice than a larger area with same or even more traction. The percentage matters.
    • Language barriers:
      People generally prefer to communicate in their native language. As they feel more connected, chances are better conversion.
    • Concept Awareness:
      Your audience needs to understand your product in detail before you start the conversation else you would end up spending lot of time, money and resources on educating the audience rather than driving business.
    • Digital Awareness:

      If we don’t want to keep location as a constraint in our business and have clients globally it is very important to understand the digital footprints of the population.

Step 6: Understanding the habit:


This is the part of your interest.

The platforms to reach your target are probably the same as you know but it is the approach that matters. Some people are able to generate a million dollar only via LinkedIn and some can’t even make a penny.

So what is that differentiating factor for both these models?
It is the way you are trying to connect with your audiences.

Step 7: Action Plans:


The plan always vary company to company and person to person.

To understand this we will take an example of a “Software development company”.
We can break the action plan in 2 ways:

  1. Offline:
    • Client References:
    • The best way and the most profitable way to get new clients. We help you strategies when and how to take the references making sure you have minimum 3 convertible leads per customer.

      It is a game of human behavior and psychology, at least that is what we like to believe. Right timing and right leverage are very crucial.

      If you can nail this art probably you will never need anything else, EVER.

    • Branding:
    • We devel only in the image building part. It works online as well as offline, just a way to boost your social media and build a wider network.

    • Making your service providers your client:
    • We love this part more than anything else, it is like art. It is super fun to create a community where your service provider is able to bring the clients for you and we do it with multiple tested strategies.

  2. Online:
    • Rating and Review:
    • Have you ever bought a product about which you have never heard of, which has no presence on any form of marketing platforms.
      Definitely NOT!! Think of what Messi is doing promoting a Nike Shoe, he is giving his “review” on how awesome it is to play with this shoe.

      We will make sure that you collect as many reviews as possible over different platforms which matter.

    • Content:
    • If you are a technology company then writing a post on “How to handle your Finances” is probably not a good idea since your target audience is more keen developing a product.

      Even if the target audience is interested in Finance it does not help you in any way.

      You need to write the content that reflects your services and displays your depth understanding of it.

    • Ease of understanding:
    • While writing a relevant content you need to make sure your audience can easily understand.

      As a software company, if your target is startups then your audience may not be too technical hence using lot of tech jargons and tech language may turn down your audience.

      It becomes your duty to write an article in such a language (or with such example) which they can easily understand. I generally choose to write with real-world metaphorical examples.

    • Delivering value:
    • We try to deliver value in 2 ways:

      • By selling your services:
        Showing the world what great things/services you have delivered and what has been your approach towards achieving it.
      • By selling you as a person:
        Lot of people want to work with a company because they are motivated by the people in it.
        We emphasize on bringing out the personality and thought you have for the world to see.
    • Social Media:
    • You need to be present at every place where your audience is. And, NO it is not always Facebook, LinkedIn, Upwork, etc. The media platforms vary highly based on country, age group, occupation, and genre of work.

      Also, the way you use 1 media account may not necessarily give the same result on another. So, if chosen wisely social media is probably the easiest and fastest way to acquire clients.

    • Popular sites:
    • Many companies fail to use strategy whereas it works like a charm when it comes to lead generation.

      Websites like Quora, Reddit, Entrepreneur, Huffington Post, etc. can give a serious boost to your image and reach to potential leads.

No matter what you do and how much effort you put your top priority should be DELIVERY, if you have that managed then you will not just survive but rather thrive in your entrepreneurship journey.
And that’s a promise.

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Achieve upto 85% of Client Revert!!

Client Followups is getting Clients Interested.

As per the analytics, on an average 70% of your IT companies business comes after taking regular follow-ups. It is also one of the things that show your level of commitment, maturity, and professionalism to the new clients. Some clients intentionally do not revert just to check how serious you are with the business.
So given the above fact, the process of follow-ups becomes the second most important process in converting the client, first, of course, being your “first impression” i.e. requirement gathering.

How do we take the followup?

The most professional manner is to email them. Some of the more aggressive strategies may be to ping over WhatsApp, send continuous SMS, stalk them on social media and finally repeated calls.

The biggest turn off for the clients is the way most people take the follow-ups.

Clients feel like the receptionist of a busy waiting room where people keep asking for updates.

And what do we ask the clients, the same old and standard lines “Hello Sir, how are you? Is there any update for me?”; “Hope the email finds you in best of health. Any updates on our last conversation?”; and so on. Now ask yourself if you were in place of your client would you bother opening or reverting to such a mail every time? You know there will not be any value addition after opening the email or reverting to it. As a client, there is nothing which might strengthen his knowledge about the product or the platform he is going to enter.

When I see a candy I would like to have it!!

What if you could change this traditional thing and provide your client with some valuable content. Clients need to know that every time they open your email they will have something useful and interesting to read which will enhance their knowledge and will be helpful. Even if he does not reply, he would at least read your email and keep you in his mind. One way or the other he will definitely come back to you and give your business.

To switch off the Alarm you need to find the phone.

To find the solution, let’s start by targeting the problem, this scenario generally arises after you have gathered the requirements from the client. You have got the chance for your first impression, be it email or a phone call or a Skype call, it is considered as your first impression (How to improve your first impression is explained in another article). The possible reasons to clients not responding could be:

  1. The client is not satisfied by the way you have gathered the requirement, this arises mostly because you have not asked the relevant questions;
  2. Maybe he is not confident that you are the right person for his need, generally because you might not have had the confidence in your voice/tone of email while communicating;
  3. Maybe he doubts your knowledge about the genre and domain of the project, it is generally seen when you don’t show depth in your knowledge about the app and don’t spend sufficient time discussing the idea or suggesting some good add-on functionality.
  4. And finally the most common of all problems, he does not like your quotation.

So how do you solve such challenges? Don’t worry it is not a rocket science if you noticed then all these problems have something in common and i.e. client is not confident about you, for one or the other reason. So now let us simply target that.

A well informed mind never losses in a conversation.

To develop confidence in the client’s mind, it is very important to flaunt your knowledge. Here are the four things that will help you win client’s confidence:

  • Your understanding about the domain: How deeply do you know about the field that the client is going to enter? Who are his competitors? What are the current strategies and innovation happening in that domain?
  • Your understanding about the complete flow: How many kinds of users will be there (Admin, Super Admin, End User, etc) and what exactly will be the possible actions by them?
  • Your approach towards the project: Provide some suggestions which will help your client stand out of the market, which will help him engage user better and some innovative solutions.
  • Relevant reference to his product: More relevant the reference, the more confident he gets.
  • And yes, most important is the confidence you depict in your voice and tone of emails.

These are the things which help you win clients without even competing with others. Provide him quality and he shall be yours.

You must be complaining that who has time for so many calls and after-all the problem started with him not picking your calls. Well, who said anything about calling them. If you get a chance to speak to your client, well nothing better than that but in 80% of cases, people prefer to be emailed and that is where you would generally communicate.

Focus on helping people and people will start helping you.

Provide your clients with valuable information and something they could use. Even if you don’t win the project you will definitely win their heart and word-of-mount is the best publicity. Here are some tricks to make your clients confident about you through your emails.

Summing up in these 4 steps:

Next time, when you take a follow-up, make sure to do these things. It will take 5 extra minutes of your time but you need to do it every time and your follow-ups will be much more fruitful.

  1. Send your follow-ups with around 3 value adding points, not too details and not too many, just brief, to the point, pointers.
  2. Pointers should highlight:
    • Competitors and their winning strategies,
    • Also tell them about the unsuccessful tried-and-tested strategies,
    • The innovation happening in the field
    • The current challenges,
    • Suggestions from your end to counter those challenges
    • Suggests to help usability of the product,
    • Gaps in understanding the end-user and if client missed some point while describing it to you,
  3. Use some tools like MailTrack to check if your emails are being opened, for how many times and when. This will help you in scheduling your email accordingly to get the best result. Again use tools for scheduling your emails.
  4. Send your emails in an interval of 2 days. It will help in giving enough space to the client and sticking to his memory.

All the information you will need is readily available on the net, you just need to hit the right “enter”.

Try this strategy and be patient if not in first, or in second then definitely by the third email you will get a reply. Even if you don’t get a reply, you will be in his “good-companies” list and he will come back to you or refer you in his circle. Either way, it will be a win-win scenario.

So all the best. I will be sharing more articles covering the complete flow from Client requirement gathering to delivering the project, stay tuned!!

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Focused on delivery and never worried about sales again.

For any company the most important part is sales. And the best way to get more sales is by delivering your projects before time and with good quality. Confused? Let me elaborate.

To get more sales you need to market yourself well, and what is a better way to market than your clients doing it for you, YES I mean word-of-mouth publicity. Word-of-mouth publicity is considered to be the strongest and most effective way of marketing, the leads you get from your clients refering you to other clients, can have up to 65% higher conversion rate.

So How do you generate this amazing publicity? Ans: By delivering your services well. For multiple reasons, the most important part in delivery is delivering it on time. By delivering your projects before or on time you can save money, time, take more projects, boost your team morale and generate more leads.

To assure project delivery before time here are 5 basic tips that I have used for 30+ projects and delivered all at least 15 days before the delivery date.

You don’t look for the spatula with the pan on gas!!

Getting the delivery done on-time starts from making the right proposal. Break the project into different modules and specify the functionality of each module with a fixed deadline, I for one, generally divide it in 3-4 modules.

To start with, consult your developers on how much time does it take for him in developing each module. Now add 5-10 days, depending on the depth of each module, to the each module’s timeline. You must be thinking my Business Developers are smart enough to judge it by themselves and you may be right, but what’s the harm in taking a second opinion from the cook himself, after all, he knows it better.

Every developer is different and their strengths may vary. A lot of time we underestimate the project’s potential while developers are the right people to judge the possible challenges the requirement may offer.

After this anytime you receive a requirement with the similar feature you would be in good shape to estimate the timeline without the help of your developer. But make sure that for every new feature requirement you consult your developer once, it is a one-time investment but it is worth it.

Without proper ingredients, you can never make a great CAKE!!

These basic ingredients for any project in IT company are the documents. You all know which are the basic documents and which are the ones that you create just to leave a good impression on the client.

The 3 basic types of documents are:

  1. User flow :
    This will help you in covering all the aspects of the project. Lot of time we assume or miss out some aspect of the project which gathering the requirement, this document will help you cover all the pointers so that there are no new flow or surprises.
  2. Per user functionalities:
    Noting down all the functionalities a user case can do helps you break down the project nicely and schedule the project more effectively. It helps in locking the SOW(Scope of Work) so that everyone(client and developer) have their expectations aligned.
    Also handing over the project to your fellow peer or to move the project from one phase to another of SDLC becomes easy and efficient.
  3. Modular breakdown of projects and it’s timeline:
    Scheduling your deliveries by mentioning the exact dates help you in staying focused and setting the right pace of the project, and it helps the client keep a track of their project and set expectations accordingly.
    This is probably the most important in leaving a good impression on the client, so do it wisely and have proper buffer days for any unexpected troubles.

No matter how big or small the project is you need to have all these 3 documents and there is no exception on leave-out any of these.
Creating a document in the right format is also very important. The flow of each user case should be clearly written and with a clear scope of each functionality. This help the graphic designer set the flow and create a perfect prototype.

It is not a Blind Date it is your life partner!! Know them before marrying.

Before diving in the development phase get your designers on board and create a perfect prototype so that your Clients can imagine how will the end product look like and set the expectations right. Once your prototype is locked you have reduced the scope of surprises to less than 10%. Some of the online prototyping tools are InVision and UXPin, you can find much more online.

Now you and the client both know exactly how will each page be displayed, what will be the information showcased on each page, how will each button behave and which action will link to which screen.

When real development starts there will be bare minimum need of confirmation since everything is locked and pre-confirmed, hence the developer can meet the deadlines and manage the speed accordingly.

Development is like surgery if the Doctor doesn’t inform you of the status of the patient, you feel like punching him in the face!!

Communication is the key to any relationship. Although you don’t need any help and have everything that you need for the development, still you need to involve client and keep him updated on the progress. You need to understand that client has his emotions attached with the product and would love to see the progress every once in a while.

It is all good while the things are smooth but what do you do when there is a bug or an error or if you did a blunder. Most of the time we try to keep client oblivious to the problem and just showcase the functionality desired by him, irrespective of the effects your workaround might have.

Never do this, always inform your client about the challenges that you face, he might be angry for a while but will always help you and support you get out of the situation, as a result, he will have more trust and become a long-term loyal client.

Best way to not hinder your development and keep the client happy is by giving him status update emails daily and showing him, in percent, as to how much work is completed, and by keeping a Demo-Call” once in a week. This might take 2 hours of your complete week but will work wonder in your project management.

This is the best time to take referrals from your clients, make a good demo call and he would happily give you more referrals.

A movie is never good if the ending is not sticky!!

You project delivery needs to be the best experience of your complete SDLC. Client will not remember how many times you made him laugh, or wished him on his festivals or took the late night calls. What matters the most is that last mile, when you are making the website live and he is all excited to showcase his idea to the world. Any trouble there and all your efforts for the past couple of months goes for a toss.

To ensure that you make a seamless handover of the project, thorough testing from fresh eyes is a must. Always have your best tester on-board at this last step for doing the final testing of the project. Even the very minute of bug will hurt like a titanic over an ant. I am sure you don’t want to be there.

The places where you need to have your cream focus is on the spelling mistakes, the places where User first interacts and starts using the application like login and dashboard, and at the validation points. These basic things skip our eyes quite often especially because we are looking at a much bigger picture hence it becomes even more necessary to have a fresh pair of eyes which can scan every detail.

Epitome of the whole process:

  • Lock the Requirement on each phase,
  • Client Communication: Consult developers before committing anything to the client and never set the expectation too high which you might not be able to reach. Anything extra will please but anything short of commitment will harm
  • Requirement Gathering: Have Proper documentation
    • Flow Diagram
    • Per User functionality
    • Project Breakdown with specific dates
  • Prototyping: Use online tools like InVision or UXPin or any other such product to give clear picture of what exactly is to be expected out of the product,
  • Development Phase: Give status updates daily over email or project management tools like Basecamp, and keep a Demo-Call to showcase the progress of the project and take feedbacks,
  • Testing and Delivery: Get the project tested with fresh pair of eyes which would be interacting with the project for the first time. It is necessary to catch the minor bugs which we are prone to miss.

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