Derik Ellis - Boise, ID

Many small web development firms struggle with their sales efforts. At your size it’s common not to have a full time sales person and your team is probably made up of programmers or designers. You can practice similar sales principles that produce new business relationships.

Start with some effective traditional methods to prospect. I would not consider these techniques the most innovative methods but have worked for me thoroughly. Your first step and often your biggest challenge will be locating that new business relationship.

• Start noticing things that are around you all the time. Purchase digital voice recorders for your team and begin monitoring. When you’re driving around and see a billboard, new office openings or anything promoting a business,  go ahead record the business name and the adjacent marketing message in the add.  Make sure that when you’re driving you record advertisers using the radio to promote their business and when at home do the same with television commercials.  Businesses using traditional advertising efforts understand the need to invest in their advertising. Make sure you search for their online presence, call and make an appointment with them if you believe your product or services will be a benefit to them.

• Open the phone book. The dollars spent for a full page add in a month can often be more than or equal to the price of a complete website. I have found it easy to ask the business to downsize to a half page add and invest in a new website.

• Create networking relationships. Thinking that you need the sales person personality to network is a complete myth. It’s all about energy, how often are you out representing your business?  Attend entrepreneurial groups, create some social networking entities online, attend chamber meetings or any local event that influential people will attend.  Make conversation with people, anyone can become an advocate for you if create a meaningful relationship. Remember this is not the time to try and sell someone something, sure answer their questions, but this is the perfect opportunity to get to know them.  People open up to you when you show more interest in their business then in your own. Over time your efforts will be rewarded. Just being out there will set you apart from most.