I am expanding a security company from a different country to the US and would like to know if you have recommendations to sell intangible services.
I did research to choose prospects that had needs I could fill, then I asked for and got appointments with the person who could buy an intangible service. Those first appointments were planned so as to create a relationship and ensure a second appointment. 50% of the second appointments ended with a work plan, at fee's that were substantial. when the work was complete, customer referrals kept me busy.
The key is to build and maintain a relationship, because we all buy from people we like and trust.
The methodology for this is available to you and any consultant to license for a nominal percent of earnings from its use .
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I would suggest digital marketing strategies (paid adwords, emails) for quick result.
Do thorough research about similar security companies in the US, adapt their strategies adjust it with yours, compare to current and future trends.After that conclude on your
Type of security and price point please.
You need to do needs analysis and do gap analysis to come up with a product and service that addresses what is shot of the market.
My best guess would be a hybrid inbound/account based strategy. Use the inbound strategy early in the funnel, and then, then convert to account based latter in the funnel.