I have been working on trying to develop a better sales strategy for myself. I do website design, graphic design & content management focused on mid-level businesses... i.e., they don`t need to hire a team to develop a proprietary web app, but they also want something more professional than a GoDaddy template. Most of the sites I produce clock in between $1000 - $3000.
I`ve hardly ever had to do any real selling because my clients nearly always hook me up with my next gig -- a very cool place to be for a freelancer. But I`m a bona-fide design firm now and I have larger business goals than just covering my own expenses. I want to outgrow my home studio and assemble a real staff of diverse talent.
The problem is, I have no idea how to sell. Even worse, I find the prospect of actually picking up the phone [gasp!] to try to make sales absolutely terrifying. But, I`ve got to overcome this hurdle and I`m sure I will eventually, but in the meantime I don`t have a lot of room to make mistakes -- specifically, I do not want to alienate my potential clients and give my business a bad reputation here in my area, which is kind of small, before I even get started.
I`m working on crafting a more specific marketing message & image, which is the easy part... the tough part for me is selling. So, I am wondering, for those of you who are in B2B service businesses, what is your sales strategy? How do you go about prospecting, contacting potential new clients for the first time, and closing the deal? Is your strategy meeting your sales goals? Exceeding them?
It kills me to see the local competition wrapping up sweet deals with businesses in my own neighborhood when I know I can do a better job... but I know its because they`ve got sales skills that I don`t yet have. I want those clients! How do I get them? How do you get yours?
All insights and experiences are much appreciated. Thanks!