We have a software product that we are trying to market to larger companies and we cannot get any traction. They think our firm is too small or they think they can develop competing product which you know will never happen. I am sure many of you have had similar experiences dealing with larger companies - how do you deal with it?

One thing that we tried that worked well is that we had an application that we wanted to distribute to larger clients and what we did was engage on firm and allowed them to use our software for free and the only thing we asked was for the intellectual capital to apply it to their industry. Once we completed the project not only did we have a good reference we also developed and application that we could use to go out and share with other clients in the same industry.

Try offering the firm a free trial of your product and try to get to the business people not the technical people. Many technical people have a "if it is not invented here its no good" attitude which makes it difficult to penetrate.

Try to find a sponsor at a larger company. Someone who is well connected with your target market and have them join your advisory board. This will be flattering to them and helpful to your business.

The challenge is to get into your first large client, once you do it tends to have a domino effect in that when they see our working with a large client they will all feel comfortable. What type of marketing are you doing to get into these companies?

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Michael Jackson
www.ebonybailey.co.uk
Telemarketing
0044 845 00 30 800

We are not spending a lot of money on advertising right now we are trying to network and have some limited online targeted ads.

advertising is a dead form of gaining new business or at least it is in England.
Networking is good but I would also weigh heavily on any decent size clients you already have, name dropping is a valuable tool.
You could also just make a call to the companies you want to get into after sending them info, its cheap and you get to speak directly to a decision maker

Michael

__________________
Michael Jackson
www.ebonybailey.co.uk
Telemarketing
0044 845 00 30 800