Have you noticed something about your coding class? You are not alone! Thousands of other developers have the same interests and skills as you.
Some are already in the job market while others like you are improving their skills to beat the competition. How do you survive in this market?
You cannot sit and wait for clients to hand over projects to you. Instead, you need to learn the art of pitching mobile app ideas to clients.
The tips shared here will work for freelancers and agencies alike.
1. Personalize each pitch
Most graduates make this mistake. After completing your coding classes in Kenya, you send the same CV and application letter to different employers.
You then carry the same attitude and approach to pitching ideas to clients. It does not work! Clients can tell when you are reading from a template.
Conduct a survey for each client you intend to approach. Even if a client reaches out to your agency first, always personalise your response.
Understand the business goals that the client is trying to achieve. Your app idea should contribute to the achievement of those goals.
Study the company’s marketing strategies and messages. We live in a world of websites and social media. You have no excuse!
Use the information you get to create a personalised pitch that convinces clients of their need for your mobile solution or services.
2. Talk to decision makers
Preparing a personalised pitch is the first step. The next step is to present it to the right people.
Companies have different organizational structures. You may need to pitch the idea to managers, who will in turn present it to the big bosses.
Your research should include the client’s managerial structure. Speak to decision makers , that is, the CEO or CFO directly where possible.
Sometimes people may misrepresent your idea or miss key features that can break the deal.
For a small organization, the owner is the decision maker. Your concern here is to provide a solution within their budget.
Small business owners often dismiss mobile apps and assume that only large companies can afford the development process. You will need a persuasive pitch for such clients.
3. Add value not features
After intensive coding classes in Kenya, you are ready to amaze clients with app features. You simply cannot wait to put show off your creativity!
Well, you need to slow down a little bit if you are serious about closing deals.
Amazing features are not enough in the world of business. Your solution should add value to the client’s business.
For instance, some entrepreneurs may be looking to increase sales while others need new clients in the same season.
Some are looking for an easy way to run internal operations to improve their efficiency and speed in serving clients.
Before you talk about the features and functions you intend to add, talk about value addition.
How does the organization benefit by investing in a new app? What value does it add to clients?
When you get the value part covered, you can then proceed to outline outstanding features you intend to create.
4. Solve problems
Mobile apps are popular and important to businesses. However, many business owners are convinced that they can do without them.
You will encounter this attitude with established brands that have succeeded without apps.
Some entrepreneurs are just resistant to change while others are ignorant.
Here is your way out. Identify pain points in the organization and offer to solve them with an app.
Some businesses do not even know they have problems. Remember that no two clients will have the same problem.
We go back to personalizing each pitch to suit each client.
For instance, you can read from online reviews that a business is struggling to keep up with inquiries from their customers.
Another may be struggling with low conversion rates while another is trying to keep clients engaged.
You can only know what an organization is struggling with through in depth research. Most will cover up their problems but you will still find the loose ends with research.
Pitching an idea involves lots of talking but do not get carried away with your ideas and insights.
Admit it. Even with the best research, the owners know more about their business that you do.
In fact, you can find new grounds to close a deal if you pay attention. Ask questions to confirm what you are unsure about and listen to the responses.
Listen to the concerns that clients raise from your pitch. Do not lie or over promise just to prove that you can solve the issues raised.
Ask for time to consider any issues that you cannot handle immediately.
The old saying still holds today, the customer is always right. Avoid insisting on your idea but find a neutral ground that addresses your clients’ needs and gives room to your creativity and skills.
6. Get your facts right
We have talked about clients and their business. You need more than that. Think about the trends in their respective industries.
You can close more deals if you prove with facts of the impact of mobile apps in the clients’ market.
Find information about the performance of their competitors’ apps where possible. Show trends that needs a technical change within an organisation.
Have ready facts about the trends in mobile apps usage in the industry and general market.
Ensure that your data sources are accurate and credible. Decision makers love numbers and will definitely counter-check to determine the accuracy of your claims.
You will lose a deal to misrepresentation of data and exaggerations.
8. Do more
By pitching a mobile app idea, you are promising to use all the skills from coding classes in Kenya to help a client achieve certain goals.
What else can you do in addition to creating the app? Include it in your pitch.
For instance, you can offer each client a marketing strategy to get quick downloads after the launch.
We recommend that you emphasize and offer customer support for the longest time possible. Give, for example, six months to a year of free customer support.
Indicate your willingness and availability to solve any issues that users may encounter in this period.
Last but not least, do more than pitch an idea. Give a roadmap, timeline, and estimated budget of implementing that idea.
Remember you are talking to decision makers. Demonstrate that you have thought through the development process. You should be ready to go as soon as you close the deal.
All the best!