This is the part we always struggled. The promotional part.
We have two targets: B2B and B2C
B2C: startups/small companies
B2B: big companies trying to outsource part of their IT job (advertisment companies, digital agencies, marketing departments)
Any advise is appreciated!
You are in a tough space. There's a LOT of competition out there. Without trotting out a long laundry list, below are some key things:
* Target your customers, find something you do well, and ideally have experience doing and go after customers who need that thing. Find a way to get to them. Don't try and be all things to all people, you end up just blending in with the armies of folks doing exactly that. I get one or two generic solicitations a day from folks offering custom design services, they all go in the trash.
* Specialize, again, find something you do well and build out that expertise and capability. Spend time crafting some marketing, demos/content around that expertise so that potential clients can QUICKLY see the value in, at least, engaging with you to discuss potential projects,
* Find a champion, if you are under-capacity or getting started, approach your target customer(s) and offer to build an initial solution on spec or at cost to prove yourself (and gain expertise and a product you can show others). Ideally you can convert that into a longer-term relationship, referrals, testimonials etc. Asking someone to take a chance on you if you aren't proven in a space is a huge investment on their part, and if you get them to agree to that knock-their-socks off.
I've frankly been underwhelmed in pretty much every outsourcing project I've ever been involved with (and there have been many). The products typically take much longer to develop, cost much more than anticipated, require a large amount of oversight and the resulting products are seldom impressive. If you can find a way to some or all of the above for your clients you'll do well.
Best of luck,
Well, it's important to consider that discovering the best traction channel for your business is something that you must do during your business model validation.
Don't consider using only one channel. Test several of them. Some of the most used channels might be saturated by competitors. Using a different approach could give you some significant advantage.
I strongly recommend you a book called: "Traction: How any startup can achieve explosive customer growth" - by Gabriel Weinberg. It presents a methodology called 'Bullseye' that helped me a lot in understanding more about traction channels dynamics.
Wish you success!
Things you can do:
Content marketing, as for me, is the best way to generate relevant leads. It is necessary to identify the industries for which you are developing, the list of services provided, create a blog and hire a content manager. I am now just doing these tasks, look at the menu of our website https://webcase.studio, have already given all the texts for verification by native speakers (because English is not my native language).
Specialize specialize specialize. This not only defines your value, it also focuses your marketing and sales efforts. You would rather be the first thought for a specific problem than the third thought for a wide array of problems.
Define your value proposition. Do you build things that are hard to build? If so, which aspect is hard and how do you de-risk it? Or do you build simple things faster than the competition? Or do you build simple things really cheaply? Don't try to promise everything: i.e. hard things de-risked really fast and cheap. 1) It's impossible. 2) No one believes you - it's like selling steak at burger prices: everyone assumes the beef is bad.
Open source things and promote the Hell out of them. For non-technical small organizations, this is probably stuff like Wordpress or Magento or what-not. If your name is on the free template, you're the one to call to customize it. For technical organizations, or non-technical larger organizations with some technical staff, open source frameworks and libraries means that the engineers and other programmer-types will recommend you to the decision makers.