StartupTalky

Tag: potential clients

  • Opinion Shared by Wiztales: Hiring Employees & Getting Clients for Business

    Wiztales is a SaaS startup that helps businesses connect with their teams and audiences to build relationships via virtual events services. The Bengaluru-based SaaS startup is founded by Sumanyu Soniwal. Startuptalky took an initiative to know about their strategy in hiring employees to build a great startup team and how they got clients for business initially. Here is an opinion shared by Wiztales.

    Insights shared by Mr. Utpal Khadagi, the Director of Customer Success, Wiztales.

    How did you get your first client/first 10  for your service-based company?

    Wiztales was founded with the goal of providing tech-driven solutions to the event industry. We began with the idea of bringing experiential tech-based solutions to physical events. But with physical meetings gradually shifting to video calls during the pandemic situation and the growth of the IT sector, businesses realized that virtual events are easier to manage and can give larger coverages. The exposure to the virtual world quickly evolved at this point.

    At Wiztales, we leveraged our technical strength to create a virtual event platform that catered to each individual client’s needs. We soon launched our beta version to event partners and agencies who were searching for a ‘Made in India’ solution. These agencies/partners were our first customers, and we worked closely with them to make this platform as strong and user-friendly as it is today!

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    Hiring initial employees for your company, what to look for in them?

    As a new-age company, we choose people based on their skill set and potential of growing at work, not just their basic track record and past experiences. We look for bright individuals who are self-motivated, disciplined, technologically savvy, and believe in and understand the capabilities of our product. We provide equal opportunities for everyone in the firm to develop and grow with us and believe that talent cannot be judged by work experience. Every individual should be given the time and space to learn at their own pace.

    What are the things a founder must focus on and how to maintain that among so much noise?

    It takes time to produce the ideal product for the market, but I believe that nothing is impossible if we have the desire to achieve it. Working as a team, selecting like-minded teammates, and doing your homework on what needs to be done, who will do it, and how goals can be achieved are the keys to success. A company’s founder must wear blinders and stay focused on the company’s vision.

    As members of the industry, we have to keep tabs on the latest developments. Furthermore, maintaining a calendar and keeping it up-to-date, as well as compartmentalizing duties, can be beneficial to a founder and the company’s growth. We also believe that learning must continue as it helps us to grow as a company. The more we learn, the more we grow in terms of business and experience.

  • Zluri Founder on Developing Develop Your SaaS Product

    Zluri is an enterprise SaaS Management Platform founded in 2020 by Chaithanya Yambari, Ritish Reddy Puttaparthi, and Sethu Meenakshisundaram. The startup is headquartered at San Francisco, United States. StartupTalky took the initiative to get insights around building how to build a SaaS Product.

    Insights shared by Mr.Ritish Reddy, Founder & CEO, Zluri.

    How did you get your first 10 clients for your SaaS Company?

    We got out initial customers through referrals and content marketing.

    Each of the co-founders – Ritish, Sethu, and Chaitanya – had a decade of experience building/selling enterprise software before starting Zluri. They were founding members of Knolskape and made some excellent connections while working there.

    During the ideation phase (of Zluri) itself, we had pitched ideas within our circles. So, when our MVP (minimum viable product) was ready, the first thing we did was to reach out to our network for feedback. Not only did they give helpful feedback, but a few of them were also interested in the product, and a few referred to the right people, who later became our customers.

    What’s 1 pain which you are solving for your customer?

    We help companies solve the challenges of managing SaaS applications.

    Though all companies know the benefits of SaaS, not many are aware of the problems it brings. The high adoption of SaaS in the post-pandemic era has brought new problems for IT teams, like SaaS sprawl.

    When employees themselves start purchasing apps without the purview of IT, it leads to shadow IT and SaaS sprawl. This leads to budget wastage (in the form of unused & underused apps, many apps with similar functionality, unsuitable licenses ) and brings security and compliance issues if not dealt with.

    Traditionally, these apps were managed in spreadsheets but spreadsheets have their own limitations. It is time-consuming to update the app details every time a new one is bought, but they are also prone to errors.

    Further, many tasks are not possible in spreadsheets, like app discovery, visibility into SaaS usage, automation of giving and revoking access to apps while onboarding and offboarding, etc.

    Zluri solves these issues by eliminating SaaS wastage, reducing security and compliance risks, and automating IT tasks, like provisioning and deprovisioning of apps.

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    Finding an Ideal Customer Profile is very important for SaaS startups. How did you go about doing that?

    We knew one thing from the beginning that our product would be most useful for companies using a large number of SaaS apps. So, we reached out to IT and finance directors at many enterprises, where we got many insights on who would need our product the most.

    What we found was that big organisations were still relying on on-premise software. Though they were moving towards the cloud, most software apps were still not consumed as SaaS.

    On the other hand, though recently founded startups were using SaaS apps, the problems were not painful enough to solve for immediately.

    What are your views on the Indian SaaS market?

    Indian SaaS startups are in a position to grow rapidly today. What makes this possible is the demand for software and the availability of talent and capital in the Indian market.

    The software revolution powered by the SaaS delivery model is giving rise to SaaS consumption in the domestic and international markets. Companies have seen the benefits of SaaS in events like a pandemic.

    Then we have very talented people in the Indian market who can build high-quality products quickly. We can make a prototype, iterate at high speed, fail fast, and pivot.

    We have a lot of communities that support Indian startup ecosystems, like SaaS Boomi, TiE, etc.

    Further, Indian startups can launch in multiple markets simultaneously and win big in the international markets like the US, Europe, and Southeast Asia.

    What are a few things a founder must take care of during SaaS product development?

    A SaaS product needs to be developed based on the industry and customer you will be selling to. If you take SaaS, two kinds of people will be your customer: a buyer and a user.

    Before building the product, it is essential to understand them. Your product must help the end-user deliver value, and the value must be viewable to the buyer. So, before deciding to build a product, the first step is to talk to at least 100 users to understand their problems.

    Of course, you aren’t going to come up with a solution for each of those pain points initially, but you can go after the common ones to build an MVP (minimum viable product).

    Make sure to keep note of the other problems as well and include them in your product roadmap for the next few quarters.

    After completion of the minimum viable product, get the users feedback, validate the problem-solution fit with users, and analyse the scope for improvements.

    In some cases, users might suggest a better solution for some of their problems. In those cases, instead of going blindly with their solution, see how you can use innovative emerging technologies to provide the best solution for their problem.

    Remember, customers are good at telling their problems, but their solutions are mostly not good. It’s your job to think and come up with the best solution.

    Once you get the initial users, take their feedback regularly and keep improving your product.

  • Top 7 Tips to Establish Better Understanding With Your Clients

    How many times has it been that you find yourself trying to get into your client’s head and understanding them? If you’re a salesperson or an entrepreneur this probably happens to you every single day.

    The problem here is that it’s difficult to understand what your client wants to say or convey. And to get things more stressful is the fact that if you can’t let your clients open up then you can’t actually turn that prospect into a customer. And even if you’re reselling to the customer and you aren’t able to understand their current needs, it’s possible you don’t retain their business.

    People aren’t always easy to decipher.  You need to put yourself into the client’s shoes and understand them so they feel comfortable opening up to you, connecting to you, trusting you, and providing you information. We have brought you some ideas and tips which will help you understand your clients much better and also help grow your business.

    1. Be an Active Listener
    2. Build Rapport/Trust
    3. Be Attentive
    4. Understand the Client’s Vision
    5. Research the Competition
    6. Keep Track of the Trends
    7. Follow up for Feedback
    FAQs

    1. Be an Active Listener

    In most cases, the problem lies not with the failure to talk to the client, but it’s with the failure to listen closely to what he/she is saying. To provide the correct and relevant information you need to understand the client. And don’t just listen to reply to them, but to understand their way of thinking.

    When you listen closely to clients, they provide you with information and trust you, then you may present your pitch accordingly and even though this doesn’t provide you with an opportunity to sell, this provides an opportunity to be a valuable asset to your client to advice and for guidance.

    2. Build Rapport/Trust

    If you’re looking for a long-time profitable relationship with the client, it shouldn’t be all about business. Don’t get right down to the sales pitch. Try to make the client comfortable, like, and trust you. Let your guard down, let the customer connect to you, relate to you, and use it for the sales advantage.

    Building rapport is very important in sales. One should never stop building, even when you’re trying to sell.

    3. Be Attentive

    When interacting with the clients’ it’s important to remember that it’s not about you, it’s about them and the client should be doing most of the talking. When the client is talking, you may find the urge to respond, resist the urge and let the client talk otherwise it derails the whole conversation. The more you listen to the clients, the more you understand their ideas about you and how can you be useful to them.

    Speak only when you need to correct or clarify what the client is saying. Set your priority to understand the customer, not to speak about the product. This helps in establishing a strong connection and hence, more sales.

    4. Undertsand the Client’s Vision

    One of the easiest ways to understand your client is to find out what they’re looking for. Find out what is it that they want and what is it that they’re trying to achieve.

    If it’s B2B, try to find out what do they want the business and where do they want to take it. What goals have they set for the growth of the business?

    If it’s B2C, try to find out what do they hope to achieve with your product or brand. What are they aiming for?

    It’s easy to know what the customer might need at the time but it’s important to know where do they want to be in the future and what’s getting in their way from reaching there. Knowing their vision will help you help them.

    5. Research the Competition

    Just about every client out there will have competition. Try to find out who the competitors are, find out where they may have stumbled upon and use that to your advantage. You can avoid making the same mistakes and level the field if not anything else.

    Look at the important areas pricing, user experience, feedbacks, user expectations, etc.

    Try to keep track of trends in the market and how you manage their positive and negative impacts on your clients in a professional relationship. Through this, you’ll be able to assist your clients well. It is also an excellent way of checking work processes and throwing out the flaws if any. Try to use every experience to better yourself.

    7. Follow up for Feedback

    In hectic times, we forget to be in touch with others. Consistent communication with the clients is a very good way to maintain client relationships positively. Even if you feel a client is not exactly satisfied, don’t run away instead try to reach out and connect to them and get to know how can you better yourself. Trust is an important asset for keeping long-term client relations. Clients who are most satisfied can also provide valuable feedback.

    Developing positive relationships with clients is very important, this means understanding their needs, offering smart and impactful solutions to their problems. Try to become a valuable asset and advisor to every client that comes your way. Always try to keep a channel open for dialogues with the clients, this provides an upper hand.

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    Conclusion

    The most important step for a successful sales engagement is to understand who you’re dealing with, what do they want, how do they want whatever they want. Having a good knowledge of your prospect is invaluable. Without knowing who your client really is, you’re just firing blanks.

    The better you know your client, the better you can pitch your sale. It’s very important to know who you’re selling to and you can only know that when you try to understand your prospect. All these will make you perform better and increase your sales hence, growing your business.

    Use these tips to truly understand your clients, deepen client relationships and user experience. This will definitely increase your engagement and put you at the top of your client’s lists.

    FAQs

    Why is understanding your client important?

    Understanding your clients is important because providing customers with good service will build your relationship stronger with the customer and they will help you get more leads.

    What are the ways of communicating with clients?

    The most effective ways to communicate with customers are E-mail, Website, Text Messaging, Web Chat, and Social Media.

    What factors most influence the prioritisation of clients’ needs?

    Factors that influence prioritization include client condition, safety factors, available time, and client preferences.

  • How to Communicate with Potential Clients As a Freelancer

    Let’s start with a question, how do you rate your communication skills? And do you know in between good communication and bad communication lies several jobs that you could have bagged? Had you paid a little attention to something as basic as the way you talk? The point is if your communication skill is not good, you cannot survive in this gig economy. As a freelancer and as a job seeker, the first thing you need to develop is good communication skills as it will help you to get more work.

    Effective communication skills help your clients to understand you better. Thus, increases your chance of getting more work. It has been a proven notion that people tend to prefer clarity and simplicity over complex terms and references. And a good interaction is often the point of difference.

    So how to become effective in communicating with your clients. Here are some of the effective ways to talk to your client as a freelancer. Let’s take a look.

    Effective Ways to Talk to Your Client As a Freelancer
    1. Be a Good Listener
    2. Be Professional
    3. Talk Positively
    4. Bridge The Communication Gap
    5. Speak With Confidence
    6. Do Your Research
    7. Use Their Talk
    8. Right Body Language
    9. Respect Your Client
    10. Wait For Response
    11. Note How You End The Conversation
    Conclusion
    FAQs

    Effective Ways to Talk to Your Client As a Freelancer

    Tips on how to talk to clients

    1. Be a Good Listener

    Good listening skills are always valued in any kind of business interaction, under all scenarios and settings. What makes the difference though? It shows your client that you care about their business venture and are willing to offer your services. Also, you get plenty of inferences about your client’s needs and the demands of the job.

    • Always maintain eye contact and occasionally nod and say ‘yes’ or go on to mark your affirmation.
    • Take notes if required.
    • Know when is the time to ask questions and don’t interrupt while the client is speaking.

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    2. Be Professional

    Coming across as too friendly, overtly casual or careless is not only frowned upon in a business setting but comes off as rude, reflecting your image poorly. Use the business lingo and professional terms whenever possible and keep your grammar in check. Also, try to be brief and stay on the point.

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    3. Talk Positively

    One of the insider’s tricks to leave a good impression on the client is to use positive language during the interaction. Freelancing can be quite a tricky business to manage but maintaining a positive tone at all times is the key. After all, your client expects you to get the job done. Here is an example:

    Wrong❌: It is impossible for the packages to arrive today.

    Right✅: We are trying our best, but it seems rather hard for the packages to arrive today.

    4. Bridge The Communication Gap

    As a freelancer, you often don’t get to meet your customer. And under dire circumstances, this might lead to a communication gap in terms of understanding the context of the expected result.

    • Always reply and try to have a quick response time. Not replying would not only affect your professional relationship but is also impolite.
    • Initiate the conversation yourself to ask questions or share the work progress. Don’t depend on your client to contact you every time.
    • Be bold enough to lay your opinion in front of your client
    • Ask for their thoughts and opinion.

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    5. Speak With Confidence

    You need to assure your customer that you are indeed the right candidate for the job. Retaining a sense of confidence as you explain your ideas to your client, leaves a good impression and increases your possibility of bagging the assignment.

    • You might want to come across as capable, trustworthy and responsible. By being confident of your previous works, you can check this off your list.
    • Maintain a comfortable tone that is reassuring and firm, but not impolite.

    6. Do Your Research

    Being a freelancer you must know the importance of leaving a good first impression. Doing your homework ensures just that. Before meeting your client, research their business, competitors and also the work you are expected to do.

    For this, keep some additional time off and diligently go through all the material for which the meeting is scheduled. Jot down the key points you might want to ask your client about. This way you will not only understand your client better but will also be prepared to address all your client’s queries.

    7. Use Their Talk

    This method is probably the best-kept business secret. Pay attention as your client speaks to you and take notes where necessary. Repeat your client’s statements lightly, just to assure them that you are following what they are saying. You don’t have to be a parrot repeating every word they say but rather, think of yourself as a good listener who understands their client’s point and is reaffirming it from time to time.

    8. Right Body Language

    Your body language tells a lot about you. So, you have to make sure that you don’t make the client feel uneasy. There are so many resources available from where you can learn about body language and how to improve it. Make eye contact as much as possible, you don’t have to be a different personality. Just make sure that you are active during the conversation. If you are on a Skype call or video call appropriate body language will make your conversation more effective.

    9. Respect Your Client

    It is important to respect your clients in order to get things done smoothly. You should respect your client in their views and opinions. There is a saying “Give respect, take respect”. So if you want to be respected, you need to learn how to respect others as well.

    Many times it may happen that the client may lose temper or be frustrated because of the workload. In that case, you have to recharge and encourage them. This is the most effective thing that you can do to calm them down. You always have to be polite while communicating with your clients. After completing any project don’t stop responding to your clients instead try to build a relationship. This will help you in the long run in your freelancing career.

    10. Wait For Response

    Don’t try to message or email them too often. Because sometimes your client might be busy, so you have to keep patience. If the client stops responding to your messages then you have to find a better solution for the problem they are facing. You should also use easy words for better understanding because too many technical words may confuse the client. Last but not the least, wait for their message before responding especially if they are typing don’t interrupt them. To become a successful freelancer you have to be a good listener.

    11. Note How You End The Conversation

    Take your time to draw the conclusion and maintain a positive attitude until the end. Remember, it’s the last few minutes to make your impression and you don’t want to ruin this. Ask your clients what are their thoughts regarding the discussion. Keep an open attitude and ask them if there is anything else you could do to help them.

    Conclusion

    Whether it is freelancing or any other business you need to have effective communication skills to share your ideas with your potential clients. If you are new to the freelancing field then good communication is the only thing that could help you to get more work and clients. These were some of the best tips that you can apply while communicating with your potential client.

    FAQs

    What does a freelance job mean?

    A freelance job means to work independently rather than for a company. Freelancing is a type of job where you’re self-employed. You are your own boss. You can say ‘yes’ or ‘no’ to any project.

    How to communicate effectively with freelance clients?

    Here are the effective ways to communicate with clients as a freelancer.

    • Be a Good Listener.
    • Be Professional.
    • Talk Positively.
    • Bridge The Communication Gap.
    • Speak With Confidence.
    • Do Your Research.
    • Use Their Talk.
    • Right Body Language.
    • Respect Your Client.
    • Wait For a Response.
    • Note How You End The Conversation.

    How can I impress a freelance client?

    Tips to impress freelance clients are as follows:

    • Communicate effectively.
    • Be Reachable.
    • Practice Patience.
    • Detail Your Invoices.
    • Stay Organized.
    • Be Honest.
    • Remember Your Client’s Interests.