Sales - advice needed

[leigh_1974]

Hi,

Just about to launch a web design business specialising in bespoke and "off the shelf" CMS, we are an already well established development arm of a publishing business and have several decent sized clients that we have developed bespoke CMS's for.

However we are not the best at generating new business and I was wondering what approach other people take in this area? For instance should we look to recruit a sales person, if so what type of profile should they have? or should we concentrate on tender work?

Any advice would be appreciated.

Thanks in advance.

[MickyO]

You should always have a sales person and an advertising person who are well trained in that area

[dannynosleeves]

why not create a blog about the CMS? Yeah, I would recommend having a person to work on promoting the item online full time if you cant do it yourself.

[tommylogic]

Is this you?

Brilliant Internet - web design hertfordshire, website design hertfordshire, creative website design

[D856C]

If you're not particularly good at communication which generates new business then don't do a blog.

If you do a blog, explain something about why a business wants a CMS. Turn your work with previous clients into informative and compelling case histories. Discuss the content strategy behind the CMS.

I've talked to businesses who had problems getting people to use the CMS after the install -- that's the objection. Communicate in ways which handle objections and explain the "reason why" behind a CMS. And no, throwing up pages is not a reason. You can even go so far as to develop a Unique Selling Proposition.

Most developers don't develop Content Management Systems, they produce primitive page layout webapps.

[Mack]

You need to find your nitch, and what a clients ROI is using your tool. You need a product that you can pitch to a client that will be a Return on Investment. How is this tool gonna help them make more money then the were before. Once you got that, get a sales guy who knows the technology... and send him on his way pay based on commission of closed deals..