I've been working as a freelance developer for 10 years or so now, taking on projects and resourcing them with myself and other developers. All has been fine, but over the last 6 months I've been making a push to grow the business to be running several projects at once rather than just the historical one or two I have been.
I've employed a bus dev agency, and also poked old clients and people I know from the industry to generate new leads. I've got as far as having meetings with prospective clients, sat in a room with them and described our services, and in some cases I feel as though I've won them over. But then it gets left as "Great, we'll be in touch when a brief comes in". I probably have about 6 new potential clients at that stage.
Now I'm not sure what to do from here. I think I need to continue to nurture these potential clients, to keep me in their minds, but at the same time I don't want to be seen as pestering them. I can see the value in picking up the phone to them, because I think it's good to make things personal, but at the same time if people keep ringing me and I have to repeat something I've already told them find that irritating (perhaps it's telling that "sales" people do it regardless).
So I was wondering what I should do? Some ideas:
- Send an email every 3 weeks saying hi?
- Send our a mailshot once every six weeks reminding them of all the great work we're doing?
- Try and interact with them on Twitter to build a personalish relationship?
- Pick up the phone every month with something like "I was just planning out resourcing for the month and wanted to check if you thought there might be anything in the pipeline?"
I'm a techie rather than a salesperson, as you may have spotted, so whilst I feel comfortable in a room selling myself based on real tangible skills and experience, this level of salesy stuff and being pushy or persistent really doesn't come naturally to me.
If someone could recommend a course of some sort to help with this (I'm in London), that'd be great too. Is this even sales or is it account management?