How to approach overseas client for long-term work?
I have started a new business name BrandPromot. From the name of my business you can tell it's regarding branding and internet marketing services. We are trying to approach overseas consultants and companies, as well as local clients, but we are not getting enough responses. Is there any trick needed to convince companies to outsource their work? Thanks in advance for your help.
Hi Brijesh, to add to the ideas already mentioned:
1. I don't think your issue is that it's hard to convince companies to outsource their work. I think many companies already know this. The challenge for you is that you're in a crowded field. There are many other companies that offer what you offer, and some of them have an established track record. This means you have to be able to stand out in this competitive market and rapidly position yourself and your company as trusted and reliable.
Since you're just getting started, I suggest you offer things that many of your competitors don't already offer since it's very important for you to get your first few clients in the door. I would place making a profit as secondary until you have at least a few nice case studies to show.
What can you offer that most of your competitors don't offer and thereby grab new clients that they wouldn't be willing or able to get? Here are some ideas:
a. Offer a money back guarantee. "If you're not 100% satisfied with the work we do for you, we'll gladly refund your payment(s) in full".
b. Offer extra freebies to reduce the risk for your first few clients. You mentioned BrandPromot does branding work. I assume that means you do things like logo development and other corporate identity stuff? For work like this, say you'll make an unlimited number of changes at no charge until the client is happy and if not, they get their money back.
c. Offer your services to your first few clients at a deep discount.
2. Once you start getting happy clients, ask them to refer people they know who might be looking to outsource to you as well. In what you do, word-of-mouth from happy clients is going to be critical for new business for you.
Someone looking to outsource branding and internet marketing services to a company in India (or elsewhere) will often have no idea which company to hire. There are just so many choices. And although there are many good firms in India that do what you do, there are also many terrible ones.
I think many of your client prospects are going to use referrals from people they know as a deciding factor in who to hire.
3. As I'm sure you'll agree, you must get your website up and running and it must look 100% professional with samples of your work. I visited brandpromot.com but I just saw a big "coming soon" graphic.
Even if you don't have a single paying client yet, you can still have your team produce a bunch of branding creative and digital marketing creative on their own to show off their skills. Then include this in the portfolio section of your site.
Collaborate with local consultant to manage your client. The challenge is how to get a good consultant that can follow up your client's matter properly and help to deliver certain of your solution.
I had few long-term contracts with overseas clients, my challenges include occasionally I need meet them personally despite we meet via google hangout/ skype or similar weekly. Therefore I would suggest collaborate with local consultant is a must.
PM me if you have client in Asia Pacific Region
One of the difficult things with hiring an overseas company for services like yours is trust and track record. You want to make sure you have a proven experience that your clients can rely on e.g. include reference contacts (that people can actually get in contact with).
Hi Brijesh, in order to help you a bit better, would you be able to send me your promotional email (the one you send to your prospective clients) to me? You can find my details in my profile.
I will then assess and get back to you.
Thanks and regards