How to be successful in selling and providing development services

Contents How to be successful in selling and providing development services Gather which services can be provided by a development agency Identify which can be your potential target markets Find ways to reach your potential customers Examine which can be your competitors and which your competitive edges to deal with them are. Get some recommendations to make a successful proposal Learn the best ways to retain your customers

Tecnofín Founded in 1992 to help companies to get into e-Business 1992 consulting and training services in e-Banking Banks Large treasuries 1996 consulting, training and development services in e-Commerce 300+ development projects 1996 MS Site Server Commerce Edition 2003 Proprietary solution derived from Commerce Edition 2010 nopCommerce (70 + stores)

Tecnofin team

Services Services that can be provided by a development agency Consulting Web design Development and customization Selling plugins and themes Hosting and operation Enhancement and upgrades e-Marketing

… Services Consulting Understand the client Analyze the market e-Commerce proposal Recommended strategy and tactics Marketing plan Business plan Implementation calendar

… Services … Consulting Understand the client and its business Activity Size (employees, sales, stores/points of sale/dealers, etc.) Operation Products Market Target market (B2B/B2C/B2E…, geography, socio-economic, gender, etc.) Market size (sales, employees, customers, etc.) Competitors Competitive advantages

… Services … Consulting Analyze the market Market potential: present and future size Behavior in other countries Key issues to be successful in e-Commerce e-Commerce proposal Products catalog Functionalities and features Stock handling Payment methods and fraud exposure and protection Shipping methods Required resources (human, technical , financial, etc.) Tasks, distribution and organization chart

… Services … Consulting Recommended strategy and tactics Marketing plan Business plan Implementation calendar We provide this in a workshop with their top management in five 4 hour sessions (+ 40 hours for research and documentation). We make a 40% discount in price if they later require our development services.

… Services Web-Design Templates Clients web/advertising agency or internal designers Freelance designers

… Services Development and Customization Customization Apply design Configure nopCommerce features Integrate 3rd party plugins Develop new features Develop connections ERP/CRM Payment providers Shipping providers 3rd party systems

… Services Hosting, maintenance and support Hosting + Cloudflare Preventive maintenance (backups, resets, logs cleansing, etc.) Response to incidents and emergencies (including weekends and holidays) Protection against cyberattacks Update servers and platform Technical support and assistance Massive products updates Configurations and settings Complex tasks Changes to skin and design Etc. Strategic support (marketing, logistics, efficiency, etc.) Business plan Implementation calendar

… Services Enhancement and upgrade New features New connections Changes in design Upgrades

Potential Markets By market size Vertical Markets Large Medium (10 to 1000 employees) Large (+1000 employees) Small (-10 employees) By market size Florists Clothing & Shoes Wholesalers Etc. Vertical Markets

Potential customers Ways to reach your potential customers Website Powered by Tecnofin nopCommerce Solution Partnership Referrals Hosting, support and maintenance services to your own customers Alliances with advertising and web design agencies and developers Google ads Participate in associations and conferences (as a speaker, with booth or sponsor) e-Commerce For specific industries or sectors Organize conferences and workshops

Competition Competitors Competing Software Competitive Edges Solution partners of competing software IT department Advertising agencies eCommerce developers IT developing companies Freelance developers Freelance web designers Friends and family Competing Software ERP/CRM with eCommerce solution Enterprise solutions Open source solutions SAAS solutions Market places Competitive Edges Specialization Experience Development abilities Client portfolio Show cases Very good proposal Patience and persistance Competitive pricing

A good and detailed proposal Sales interview to get acquainted with your client: Products, markets, operation, payment/shipping methods, etc. e-Commerce needs Approximate budget Proposal: Within their budget In line with their needs Include your own and honest recommendations Contents: Understanding of the client and his needs General business proposal (design; tools for search/navigation, product visualization, operation, payment/shipping, service, etc.). Cost and timing Diagram/map of recommended features Detailed description of all features and services included or not Implementation calendar Consulting Understand the client Analyze the market e-Commerce proposal Recommended strategy and tactics Marketing plan Business plan Implementation calendar

... A good and detailed proposal

... A good and detailed proposal

Retaining your customers Service Better than expected Learn what is important to each one of your customers Help them succeed Build a personal relationship Attractive upgrade and enhancement proposals Assure your personnel is fully committed to service quality and is rewarded accordingly

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