How can I win over clients as a new company in the market?
We apply to tender and pass all related documents, but we have not been able to win accounts.
Our prices are within a competition range, but our local experience is very minimal.
How we can overcome this issue?
The key is to ensure that you have a Value Proposition for that each particular market. We live in the era of "Mass Customization for an Audience of One." It all depends on the market you are in, and what you do. Happy to help more specifically I can - www.dailysalesthoughts.com is my blog. I offer free help there if people request it.
Don't negotiate your price for competition. Always be stable in your own standard and try to give the best for your customers, this will improve your quality and you can see the quantity of customers.
You have not indicated whether you have Govt. clients or Corporates or other commercial houses.. becoz the approach of Sale is different to different clients. Generally, Govt in the Developing Countries do not go with the lowest price, but the contacts and lobby work.. whereas, for Corporate, the Quality and Service Matter and the other Commercial houses, lowest price and credibility, i.e. thru recommendation works.
So, you have to evaluate where you stand.
New is GOOD. New is more creative. New is fresh ideas.
New is NEW.
Local experience is "Homework"
Tell them what you can do for them.
Show them by answering their internal question which is "whats in it for me?"
Be open, be fresh,
Show the difference. Not only in what you produce, but also how you produce.
The "same old" will always produce "The same old".
a simple dif of stupid is " Doing the same thing over and over again, and expecting a different outcome."
No need to lower prices. you should never do that. in fact if they say your price is higher, make no apology for that. Just say "Yes I know. but our results a far better then theirs. Because we ...and you will find that ...When it comes to tenders, you really don't want to be the highest unless you can build a good ROI case. You don't want to be the lowest as many companies will automaticly dismiss the lowest price for a number of reasons.
Like in Goldie Locks. you need to be "Just right."
If you can present your case/ company to the decision makers before a tender,you have a greater chance or making an impact.
Remember every company had to start from square 1. In every business it's a numbers game. the only thing you need to do is make sure that yours stands out.
Ahmad, tenders are pretty controversial. No matter what the general practice is, every country has its own hidden rules for holding tenders. For example, we mainly prefer keeping away from such initiatives, as usually you have to spend much time and efforts for preparing the needed documentation. And if you don't know some particular moments the Company is interested in and which are important for it, the result is often ends in zero.
Unfortunately, I don't have much idea about the core of your business, but why don't you try attracting new clients without tenders but directly? Work hard on your brand, on your name, on your social networks presence. At the same time don't forget about quality and communication (!)
I believe it's much easier to take new project, thus gaining your new clients when you communicate directly. Hence, instead of preparing tons of useless documentation that most often is not read by anyone, you're able to understand all the customer's pain and deliver the solution that will solve the problem.
So, my advice is to work on attracting new clients directly and thus develop you business and not through tenders.
I wish you good luck!
Good Marketing campaign given you have a planned budget for it.Continous appropriate and cost effective awareness programs to improve public confidence in what youre intending to throw in throw in the aor for the benefit.know your 4ps and keep reminding team of your goals and objtvs.review business plan and see where companys actual direction is from start up.be agressive.with approach and with you knowing your environmental factors affeting your growth.reallign strategies and keep plans with time frames of implementations.it works...
The tender is only a small part of the story and is used a formal check to see if the services are there and the pricing is aligned to expectations. If you want to win tenders, you need to connect to your future clients, understand them, give them valuable advice, "get under their skin" and bring them the comfort level that they can trust you. This trust and the knowledge of your client and what keeps him awake at night wins tenders and not just a good tender reply.
Hi, one thing is to go beyond what your competition perhaps offering something more niche or specialized - also a definate winner in start up stage your prices need to be competitive also.. don't forget to market yourself well.
If you have negative & positive information about your competitor then definitely you can win as a new company. Coz their negativity will be your strength and their positivity will be also your strength.
Be remarkable! I believe that everybody tries to be unique with his product to differ from competitors. Therefore, to be unique to stick out is not good enough. Than you don't have to lower your rates. People usually do not trust the cheapest option.