Struggling to Attract Business for a New Company: Any Advice on What to Try Next?

I have joined a newly started company in 2011 as a Business Development Manager (BDM). This company is involved in embedded software, hardware, and networking, and we work on various projects.

Challenge in Attracting Business

The challenge lies in how to attract business to the company. I have been sending emails, making calls, and setting appointments, but so far, we have not secured any business.

I bring with me 4 years of experience as an Inside Sales Coordinator in IT, particularly focusing on embedded products and Microsoft products.

Kindly assist me with this situation. Thank you.

Regards

How long has it been since you joined the company? The company started in 2011. Hence, I'm sure they would have records of all the past business orders closed successfully. Why don't you investigate the parameters like email formats, negotiations, client follow-up procedures, client background (e.g., whether it was a company or an individual client), repeat clients, and many more? With this, you can compare the results with the way you operate and bring about changes that are required.

Apart from this, you will also have to pay attention to a few other things like:

1. Tying up with companies? Good packages can get you a contract.

2. How about launching your own brand? This also serves as a promoting tool.

3. Have you considered social media marketing? LinkedIn and a few other sites are good places to build up a client database.

4. Sometimes, care should be taken to tailor your emails according to the requirements of the clients. It doesn't always have to be a detailed company profile you send. Clients may not have the time to go through your emails in such lengths.

5. It also helps if you can manage to get the clients to tell you why they are not willing to meet/follow-up even after making an appointment. You don't have to be pushy but suggest to the clients that you are collecting valuable feedback. If they don't comply, simply thank them and end it.

6. You mention that your company provides both software and hardware services, right? Ensure that when you email clients, you mention both domains if and only if required. If not, just reply with a specific service that the client is looking for.

7. Ask your boss if there is any area on which he thinks you should work and follow up on it.

Hope this helps you.

With regards,

Scarlet Moon

Thank you for your valuable inputs. I joined this company on January 9th, 2013. They don't have a database, active customers, or advertising templates. I am the only female and need to work from scratch. I am using my database for calling them for requirements and appointments. My MD told me to go out in the field, which is difficult for me as I have to handle embedded software, hardware, and networking projects for development and design.

Now, the problem is they are asking for revenue. Kindly help me on how to handle this situation. I am unsure whether to continue in this office or look for alternatives.

Regards,

Since the company has no active customers, I'm sure the rest of the employees also have some free time on their hands. I think it is time for all of you to sit down and have a session on how to take things forward. Break up into groups, and each group should concentrate on one single domain only. Also, advertise for any freelancing agents to get you clients on a profit-sharing basis. I'm sure you will find templates on the net if you look for them as well.

Good luck

Understanding Your Unique Selling Proposition (USP)

What is the point of difference between your company and all your competitors? Try working that out first, and then use your USP to attract new clients and build the customer base.

Regards,

Hi Scarlet, thank you for your updates. Our company is operating with many other businesses as well. This includes new ventures for the company such as BPO, web designing, placement consulting, and development in hardware and software (embedded). I want to focus solely on the designing and development aspects to generate leads, inquiries, quotations, purchases, and appointments.

I do not have people available to go out in the field, so I need to take care of that myself. During the interview, I mentioned that I am not interested in fieldwork. However, they are now inquiring about revenue.

Please help me with this matter.

Hello Cryze,

As a Business Development Executive (BDE), your role is to expand the existing client base and promote your company and its products or services so that clients are interested in trying them initially and renewing contracts in the future.

Initially, I thought marketing was complex, but in reality, it is not. Marketing is about promoting your products or services and emphasizing their utility to others.

Firstly, are you convinced about the services you offer? If not, how can you expect others to be convinced? If there are any areas for improvement that you believe your company should focus on, please provide suggestions from a customer's perspective.

Start by conducting a thorough analysis of all your services and documenting them. Highlight the features of the services and their utility. Identify the competitive advantages you have over others.

Be prepared to answer, "Why should I choose your products or services?" Connect with professionals on platforms like LinkedIn and establish contacts with them. Maintain a database of potential leads. Remember, a rejection does not mean a permanent no; keep in touch with leads through positive interactions, sharing successes, and informal communication.

Regarding fieldwork, as a BDE, meeting clients and making presentations is part of the job. If you are uncomfortable going alone, consider requesting assistance during meetings.

I hope this helps.