Know-How Exchange : Advertising/PR

John, Thank you very much your response, we have been promoting our services in UK, for Telecoms and travel and BFSI companies.

Our websites are

www.lycatel.com and www.csspmc.com

Thanks
Madhu

How did you contact them? What was the message? What was their objection?

Carol
Sell Well and Prosper tm

Hi John,

Thank you very for sharing your expertise with me. We sent emails and then followed up with the phone call stating that we can redue their operations cost substantially, most of the answers were either they have outsourced the project already, or they have it inhouse some of them said they don't want to outsource. Here you are right it's very competetive in UK,but we are open for USA,Canada and Australian market as well.

CarolBlaha - I guess i answered your queries above.

All my worry is to cross this barrier of not getting any project till date. PLease help guys...

Well I think John has given you a good plan. I'd review his post and see what of it you can implement. It is very competitive business in any country, US included. But that isn't a reason or excuse. By treating this as a solution sell and building a relationship, you will get results. Most sales happen after the 8th "touch", and most reps stop at 3. Every call must have a reason, so make sure you aren't calling just to "follow up". Looking at your site, you have plenty to offer and lots of reasons to continue to solicit the business.

What did you say to "I've outsourced already"? Those targets seem to me the easiest potential as they are already sold on your business-- just not you. Its the easiest stall a prospect can use-- and its really only a stall vs an objection.

Hi Carol,

I guess you are right... we stopped our calls after 3 attempts, i'll try build up the leads as you suggested. Thanks you very much for the help. I think we might have to chase the companies literally.

Thanks
Madhu

Hi John,

I can certainly follow the suggestions can you please send me the details of the conferences happening in UK

Thnaks
Madhu

Carol,

Thank you very for sharing your experiences with me, i one small question for you.....

How do you or what motivates the sales team?

Thanks

Thanks for all your help...........

Dear Madhu,

Your question is a purely sales/business development orientated one and is a good one.

I visited your web sites to take a look at what you have there.

The BPO business is currently a very hot one with plenty of competition.

I have a very simple solution for you which I am confident will work because it is tried and tested.

You are an Indian company trying to sell your services in the UK - US etc.

But your sales/business development person must firstly know his/her market well and have strong connections in the target industry already.

For the UK, hire an English sales person who lives in the UK and who is on the ground 24/7 (not an English person of Indian decent - a white English person) Please don't take this wrongly, it is simply a question of image and message. It says 'this is an international company' - not, 'this is an Indian company trying to enter the UK market'.

For the US market, hire an American who knows the markets/target industry and who is on the ground 24/7

For Australia, hire and Ozzie person who can get out and do the calls and meetings every day 24/7.

And so on and so forth. This is the only way that you are going to close deals quickly.

Your web site is too 'Indian' in its approach. make sure that you re-design it emphasising that the company is an 'International' company.

Change the picture of your 4 founders :)) make then smile and add 2 white people in the picture with them. A couple of people with strong resumes in the BPO business and or at least strong International business experience to emphasise the International nature of your company AND make sure they are all smiling :)) (Your 4 founders look so stiff in the picture )

If you follow these steps, I guarantee that you will get business and you will get it quickly for a very small investment.

Feel free to contact me if you would like to hear more.

Good luck

matthewanxa at gmail dot com

Dear Matthew,

Heart felt thank you, you made us realise the basics, each and every word in your posting is right, i guess we have re-shuffle the organisation, and i'll try to do my best.

Thanks
Madhu

Hi Madhu
I just read above chains of discussions and some nice advises give by John, Mathew & Carol.
I believe you implemented some as well.

Did you get any offshore project?
I am interested to hear from you, because i am in a same situation as you were in 4 years back.

thanks
Salah