Starting a business..Need advice on securing contracts?

Starting a business...Need some advice on winning contracts?
Hello

I am thinking of starting a services business

This business would rely on large corperate contracts in order to make profit...as in this field my services would appeal to companies...

How could i break into this market and secure contracts from business' who may already avail of these services from other companys presently...how do i secure these contracts in my first year

Regards and looking foreward to some answers

bob

Are you in the UK?
Contact your local business Link:
http://www.businesslink.gov.uk
They have business advisers specialising in small business start ups and should be able to advise you about set up, legalities, networking events and marketing

You're going to want to start by building a sense of trust and value with them. Before you do anything you'll want to create something of a picture of your target customer in your mind.

Once you do that you'll want to figure out exactly what their goals are vs. where they are now.

When you have that information you'll do what's called "Results In Advance".

Think of it like this:

Point "A" is where they are now. Point "Z" is where they want to go.

A ----------------------------------------... Z

What can you do, right now, at very little cost to yourself to get them just a bit further towards point Z?

You will give them these steps before you even ask for a sale.

Why? Because it is going to not only build trust, but it will establish you as a massive authority in your industry.

To break into the market I'd say use SEO and PPC. Start with the Pay-Per-Click and see how people are looking for stuff in your niche online. Google provides free software so you can check which words turn into subscriptions/sales and which just get clicked.

Run that for about 30-60 days and see what you see.

Then, once you have the words that get you paid, optimize your page for them.

That will drive passive traffic to you, those people will land on your page, they will receive results in advance and it will go from there.

You'll find this is the most cost-effective method you can use to launch a new biz.

Because even if your market is off line they will still use the net to research solutions to their problems.

Learn how to Identify their problems and then be the solution... when you have accomplished both of these you will find you have a very, very proffitable company.

Rule one: Let people know what you do and how to contact you. Start with leaflets, then follow up with a visit or telephone call. If you are cheaper or more efficient than your competitors then you will prosper. Best of luck with your new venture.

just four key to business success

1 Focus
2 Determination
3 Professionalism
4 Experience

believe me if u do not have this four strategic, the business may go down.

wish u the best

Hi Bob
I have found in the past that the best starting point is to identify your top 20 target customers and contact them direct. Don't do more than 20 at a time or it will be overfacing and you won't remain focussed. Splatergun is not always the best method.
Any buyer worth their salt is going to look at every option, sometimes just to beat up a current supplier but that's the risk you take. But equally, if the approach is right and led from a good understanding of their business and their needs then you should get a hearing.
When looking for good info on a business try talking to the Sales Director or regional sales managers. They are sales people and most sales people will help another sales person especially if they think what you are offering may make their job easier, better etc. Don't be afraid to contact the company for info. The person you are asking is rarely the buyer and will send it out willingly. You could be doing a project or thinking of doing business with them - you'll be surprised at what you can get hold of. Calling into reception can sometimes get better results than a phone call - it depends on whether or not that's practical.
A lot of businesses go to the wall in their first year. It's usually cash flow and profit. A good saying to remember is 'Profit is sanity, turnover is vanity'. Profit is vital, and good profit that will contribute to the running and the development of your business. Never be embarrased about making money!
When negotiating make absolutely sure that your payment terms are part of the negotiation. It is too easy to get excited about getting the business - what's really important is getting the money. Another good saying is 'it aint sold until it's paid for'.
Be clear you are a new business. I got into Asda because I convinced them that because I was a new business they would receive excellent service, they were that important to my future. I also got out of them 7 day payment in an industry that averages over 60 days. No buyer is that bothered about paying you quick if you're offering something they want.
Finally, you'll get their respect a lot quicker if you deal with these points from the outset because if they put eggs in your basket they don't want you to fail and you showing a high degree of professionalism will help persuade them.
I hope these comments help, if you knew them already then at least it was a reminder. Good luck in your venture.

For startups and new businesses, I would recommend

http://www.angelbusinessloans.com

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