Transcription
Hey beautiful people, what's up? In this very quick tutorial today, we are going to discuss how exactly you can start a software development firm from India with zero experience. So, this particular video is for the newbies, beginners, software developers who have a dream or aspire to start a software development company.
To this particular video, I'm going to completely break down what exactly the model of software development looks like. Customer, how exactly you can crack international clients for your software development business model, right? And this is absolutely going to be a master class. But the disclaimer, the disclaimer is, it needs a lot of hard work, discipline, and adequate business skills to implement everything. So, without any further ado, let's dive deep into my PC.
Without any further ado, as you can see on PC, you know, sub major services. The major service that we technically see that most of the giants in the IT software development niche are offering is technical manpower. They promote technical manpower or they promote their outsourced custom software development services, augmentation, direct order, work order, independently develop custom software development based on the customer's requirement. Majorly requirement, technical manpower staffing model. Most of the big companies, maybe big giants like Cap Gemini, HCL, Infosys, TCS, or any tech giant sitting in the Silicon Valley of United States of America, they have time to time niche development requirements. They have time to time requirements around minimum viable product requirements. Man, technically on an hourly basis, right?
So, most of the time, as we all know that India is known for the technical manpower, right? Technical services, may India number one across the globe. So, they reach out to Indian technical staffing companies and they hire technical manpower. Supply. Test work and big company kind of share a requirement of a set of programmers, coders, developers, and you deploy them in their organization, but they remain on your payroll, right? But off work on-site or sometimes remote also with for the big IT giant, right? Most of the time, short contracts ago.
So, you see these are the technical, you know, expertise that these companies look at. Software developers, Python, Java, React, Node.js, um, field say DevOps engineers, you know, you might say cyber security expert, AI/ML specialist, database administrators, IT project managers, and sometimes network engineers also. So, these are the manpower and at different experience levels, sourced from different job portals, and you deploy them. You deploy them with big giants, right? Those technically manpower service.
The other model which is highly popular and lucrative is outsourced custom software development. Form up development, y. Let's say, for example, a healthcare company wants to develop their building management software. So, you understand the requirement, make a blueprint, your business analyst, give them a proper conceptual solution, then you build a proof of concept, you introduce your team, the terms and conditions are, you know, kind of an understood between both the parties, scope of the work, then you get started with the development. And most of the time, you development work off, that means offsite. These are not being developed on the client location, right? Complex because the market is really, really cluttered. Technology companies, solution, cost-effectively, you know, promote. So, technically, these are the primary two business models. In both the business models, these are the group of people who are technically your buyer, right? These are the people who are your decision makers. For Chief Technical Officers, so, VP of Engineering, HR, recruitment heads, project managers, and IT directors, and few more designations, right? But I do not want to make this master class too long. These are the two major services, two major, you know, business models popular right now in the market.
Now, let us crack how to reach out to these people, right? How to reach out to these people, that means how exactly you can convert these clients into customers. Use case, I'll pick up a use case of a healthcare segment. However, my particular video, healthcare, banks, financial organizations, discussion challenges, all the people those who are into, you know, consulting, strategy making, or business development, sales directors. It's a very common challenge they are facing in this specific niche markets. Well, healthcare or maybe finance, right? Let us understand challenges. Let us understand a smooth way how exactly you can crack the code.
But before you reach out, there are certain things you have to keep in mind. That means the foundation of your company should be proper. That means, first of all, you have to fix your business model. That means you have to fix your business model that what exactly you want to offer, right? In the beginning of your journey, when you are starting off, up to two to three years, do not over confuse yourself or your team, right? Be very, very clear that what exactly you want to offer. Do you want to build a company based on the business model of manpower staffing, or you just want to work as a remote software development firm? Today, most of the people, those who are a remote software development firm, technically they are right now on Upwork and most of the similar, you know, freelance job director. But since last two to four years, you know, freelancers, single freelancer, freelancer marketplaces, currently they are facing a lot of problem because the competition is huge on this freelance marketplaces. To be very, very honest, right? Plus, today, due to the competition and due to the due diligence of, uh, due diligence of these freelance marketplaces, many other countries' freelancers have also come onto this particular platform and like Philippines, many other companies have come in and they're trying to crack the freelancing with the US, UK client because most of the companies in Bangalore, maybe in Noida, Gurugram, or almost in Hyderabad, everybody's aspiring to work with a USA company, right?
So, let us see F business model. The moment to fix your business model, the first and foremost thing that you have to do is you have to fix your ideal customer profiles. It is the most important part. You have to, after you fix your business model, the second important thing that we all have to crack is your ideal customer profile. Now, ideal customer profile is that one individual buyer who has the ability to give you an order, right? That means the decision maker who might understand that they have a problem and your solution can technically help them generate results in their business. Maybe somewhere somehow improving their operational efficiency, maybe to cut down cost, maybe to improve profit, or to bring in accountability, or to bring in more productivity and transparency within their systems, right? So, you have to select the stakeholders, just not from the design angle, but you have to be very, very clear about the industry also, right? Because your software development services has the capability, software development competent developers, right? They might have done some, you know, some sort of, uh, good job for any of the past clients in a specific industry, right? So, industry-wise, it can be FMCG, it can be logistic, it can be manufacturing, it can be healthcare, right? The first and foremost thing, which exactly the industry I'm going to target, this is very important because your particular automation services or your software services are definitely going to bring in change specific to solve some specific problem on offic industry, right? Industry, geography clear. Which exactly the geography that you want to target and the decision maker.
So, this particular video is all about, let's say, we'll take up a use case of a healthcare company. Healthcare company, use case in the United States of America. The very first thing that you have to do is you have to figure out the unique value proposition or the positioning of your company. Positioning means how exactly you are helping your clients generate results. You have to learn the art to communicate this strongly and in a top-notch clarity, and you need to have a very strong understanding within your organization and your internal team members, among your inside sales team members, plus communicate the market should be clear that this XYZ company can help us to achieve XYZ results. That means how exactly you want a decision maker to feel when they meet you for the first time, right? Strong positioning, it will help you to build a strong, strong introduction in the market. For example, if you look on the screen, you can say, and introduce yourself, "You improve patient outcomes and reduce operational cost with tailor telemedicine platforms," or "Ensure secure HIPAA compliant, HIPAA compliant if you target healthcare industry, then you know HIPAA compliance is another thing that you need to crack, right? Ensure secure HIPAA compliant handling of patient data with our custom healthcare software solutions." So, clarity that you are helping them to develop secure processes and procedures to handle patient data with your healthcare software solution. The moment any prospect consumes this information, they will have a very strong resonance. It will create an relatability effect. This particular industry, this particular industry has this, this, this set of problems, and this is a company who has an expertise to solve specific problems to this specific department or do this specific problem statement, right? Easy to introduce yourself, to cut through the noise, differentiate yourself, plus it becomes very easy for your marketing and inside sales team member to introduce themselves over an email or over a call, right?
Now, once this thing is done, you have to ensure that your USP has to be defined or discovered beforehand. USP, unique selling point, right? Let us say that you have a S software compliance software service, right? So, this can be the potential USP. The one you are seeing on the screen right: IoT enabled monitoring, custom mobile help apps, healthcare data analytics, cyber security solutions, cloud-based solutions, workflow automation, post-deployment support, patient-center design, HIPAA compliant solutions. So, these are the features and benefits that your software services has the capability to cater, and it is going to help them a lot to make a decision, right? Because let's say, for example, there's a decision maker who have finally decided to, you know, work with a vendor or a software house. The point when they are about to take a buying decision, subconscious mind balance operate. I'm paying them, let's say $30,000 or $20,000, then what exactly are the commitments? This particular company is doing because the moment to sell something to a stakeholder in the target account, he has to sell the same idea in his organization upwards, right? Say same idea counterparts. So, you have to ensure that your service has to be well packaged in such a way that it becomes really, really easy for you, your potential prospect, your decision maker to sell it upwards in his own organization also, right?
Now, let us quickly come down and understand after you kind of fix your business model and these are the basics under business model ICP. The second important aspect that and build case studies and build, let's say, for example, you do not have a contract done in the past to build case studies with iner clients or let's say, for example, you are a conservative organization and do not want to ask case studies, bro. You need to understand case studies are the evidence, are nothing but the proof of work that you have done. Otherwise, everything is going to be gas. So, please ensure that build all the case studies of all the past clients, convince them, send them goodies, send them gifts, but build case studies, use their name and the results that you have achieved, and it's going to become a pillar of generating your future leads and inquiries. To case studies, build company registration is a must, right? I must say company registration is a must. And if you are targeting to the United States of America, I must say that you should be also keen and proactive to take an American bank account, right? So, how you can take a bank account in America, if you ask me in the comment section, then definitely I'll help you on that. You can company, you can register India problem, right? Then comes social proof. Social proof is a must, right? What do you mean by a social proof? It to have a proper website. Need to have a proper website. Now, most of the technical guys, they say that we have a proper website in place, but the point is, website is a business tool. The landing pages, the silo structure, the user interface should be very simple, should communicate to the pain points of a target industry. That means you have to ensure that on your website, you need to have specific landing pages catering to the problem statement of a specific industry. Let us say, for example, in the past, we have done projects with healthcare, finance, manufacturing, logistic, let's say travel. So, ensure that each and every industry should have a specific landing page or a specific funnel within your website. Do not we make your website too, too, too generic. Nobody wants to work with a generic guy. Everybody wants to work with a specialist, right? Now, so the website has to be designed. The content strategy on our website should be top-notch.
Then come social media profiles. So, right now, you know, right now I'm on the foundation part. Maybe foundation, let us quickly understand the social media profiles. At least a LinkedIn profile has to be there. Just not your company's LinkedIn profile, all the decision makers of your organization's LinkedIn profile has to be well polished because in the further tutorial, I'm going to discuss how exactly you can use the leadership accounts for outreaching your potential customers over LinkedIn. Plus, Instagram and Facebook has to be there. Plus, Twitter has to be there. A strong omnipresent strategy can help you to build a strong authority, right? So, social media profiles.
Now, after the foundation, the next important thing that we need to crack under how to reach out. There are potentially two different ways to reach out your customers. The first is the customer come to you. The second one is you reach out the customer. Now, let me know in the comment section, what do you think is your dream process to generate business? How exactly you want to grow in this industry? You want to build a system where you are consistently reaching out the clients, persuading them with energy and conviction, proving ROI and onboarding them as clients, or you want to do some sort of build some sort of systems that over a period of time, you start generating inquiries even when your entire company is sleeping, right? The inbound model. What exactly is your dream process? Please use the comment section because I want to elaborate on more such videos on YouTube, right?
So, you have to build funnels if you want to attract clients towards you. How you can do that? The first and foremost thing, build thought leadership. Leadership, healthcare industry, healthcare industry might have various problems. They might have patient management issues, they might have data compliance issues, they might have, um, customer retention challenges, they might have transparency issues, they might have reporting challenges. There are enormous challenges in an operational department under the operational departments of healthcare units, right? So, pick few problems and start giving conceptual solutions to those problems via your thought leadership content. And how exactly you can do that? You can do that by creating downloadables, by creating in-depth conceptual problem-solving, highly educational, informative materials like white papers, case studies, ebooks, and webinars. Let's say we have some topics here. "How to build HIPAA compliant telemedicine solution," "A guide to build HIPAA compliant telemedicine solutions 2025," or "Top trends in AI for healthcare analytics." The moment you use the term healthcare, telemedicine, immediately you are grabbing the attention of the whole healthcare industry. The moment you add HIPAA compliance, you are immediately grabbing the attention of the directors, engineers who are responsible for managing data in their organization. When you're talking about AI, you are again grabbing the attention of tech technical people who are potentially your potential prospects in your target organization, right? So, these are some of the topics. If you want me to help more on building offers, you know, use the comment section. I will be ensuring that in my upcoming content calendar, I will be picking up a topic around how to build such offerings, right? What should be the psychology behind such offerings? How you can ensure and motivate and build a team that can consistently keep on creating problem-solving, informing, educational white papers, webinars, and what should be the mindset of our organization? What should be the psychology of an entire software development company towards lead generation? Because just with skills, we just cannot grow. By building such systems with skills, you need to have very strong willpower and mindset also, right?
Then comes SEO, SMM, and blogs. Again, I must say that this is very critical to build a very, very strong social proof. Rank on your rank on keywords like "mobile app development for healthcare," "real estate web application development services," "healthcare application development." So, these are some of the keywords on which you have to rank your service pages. Then you have to rank on keywords by writing informational pieces of content in form a blog. But you have to ensure that whatever content you produce on top of the funnel, each and every content should have a very strong call to action. Include call to action in all your content for a free consultation or a technical audit to help healthcare organizations identify gaps in their IT infrastructure, right? That means these are nothing but the hooks. So, this is somewhere somehow will differentiate between the interested buyers from the non-interested ones. It's a natural filtration methodology that the people, let's say there are, uh, 1,000 people visiting your landing page every single month. Out of that, you will get 100 people who download your offer. It can be a webinar that they're trying to opt-in, or it can be a free consultation they are trying to obtain, right? The primary goal of your marketing and inside sales team is to make a list, make continuously make a list of interested buyers around the year agenda, right?
Now, you can also run email campaigns to all the people who have opted in for any of your consultation services, any of your business audit services, or have kind of an opted for any of the offers like white paper, case studies, and webinars. So, you have to use an email automation software to keep on nurturing them over the pro time, to keep on reminding them about their problems, keep on reminding them about the solutions, keep on making them aware about your products and services, keep them ensuring that your organization remain on top of the mind of your prospect base, right? Again, right? You know, in many of the cases in my career, I have believed that you might don't know that you ping somebody on LinkedIn and you build the relationship with them, you started sharing some interesting content with them, and you stopped nurturing them, and one fine day after 8 to 9 months, they ping us back and say, "Hey man, how are you?" And you know, the communication begins and need ended with a deal, right? Great marketers and great sales people never lose hope, by the way.
Now that you have an email list that is getting built simultaneously with all your content marketing efforts, your company is becoming more and more secure day by day because the people those who get added to your email list, they are queuing up to take any kind of service from your team in future. That means they have a problem and they are raising their hands and saying, "Bro, I have a problem and I'm looking for some sort of solution." Right? Plus, your inside sales telecalling team has the complete entitlement right now to get in touch with them over a call and speak to them about their issues. As a, let's say, for example, somebody downloaded an invite paper, right? White paper is a very in-depth informational piece of content talking about some specific problem statements. How exactly things the architecture can help them generate results. It can be a very sober and humble way to communicate that they have downloaded a white paper. In case they need any help from a technical team to understand how exactly the concepts in the white paper can work in action for their organization, you can organize a 30-minute call with your technical team. Just pitch because these are the people who are already in your list. They have shared their name, email address, phone number, organizational details, classified information. Of course, they've already shown some level of interest. That means they are not cold enough. They are not cold. They are somewhere somehow, I must say, they have shown some level of intent. They are warm.
The next important way that how you can do it is outbound. Out right? And struggling in some way, but if you know how to do it in the right way, then trust me, it works like crazy, right? Outbound methodology. The first and foremost thing that I must say that start using Sales Navigator, right? Sales Navigator tool. Use LinkedIn Sales Navigator to build targeted leads for healthcare industry professionals. So, if you have not started using Sales Navigator, then please use it, right? It will help you to build custom lists of your target personas, ICPs. Then reach out to them via emails. Never compromise or investing in such tools, right? These tools are really, really, really useful, right? Highlighting how your custom software can address the specific needs, HIPAA compliance, telemedicine, AI, so issues, HIPAA compliance, telemedicine challenges, AI diagnostic dashboards, right? And applications. Start sending them information how exactly your solution is competent to address these challenges, right? Talk to the problems, right?
The next way here is build a targeted list of healthcare companies and decision makers, right? This is where I'm talking about cold emails, right? There's a proper process to run a cold email campaign. Never run a cold email campaign from your company domain. Take a subsidiary domain, maybe if your company's on .com, then take a .in.net and run email campaign over that. Ensure that you warm up the entire list. Do not blast email to 1,000 stakeholders on your first campaign. Send 50 people. The third day, send again 150 people. Then again, the third day, send set of 200 people. Warm up your campaign. Ensure that your database is completely segmented in terms of designation and in terms of the problem that we're trying to solve. To be very honest, there will be a professional reason of a decision maker to give you a chance, and there will be definitely a personal reason why they are going to give you a chance. You have to ensure that you have to address to the primary motivation factor of your prospects, both professional and both personal, right? Professional and personal with your messages, right? Send highly personalized cold emails explaining the pain points you solve. "Do you struggle with managing patient data securely?" This can be a context. "Or is your telemedicine platform fully HIPAA compliant?" Use a sequence of three to five emails to build interest, share custodies, and offer a free consultation. Don't be super salesy in your cold. Build that relationship. When you talk about people's problems, they show interest, right? Because you know why will somebody going to hire you? They're going to hire you because they want to solve some solution, they want to have some solution, they want to change wherever they right now. They are aspiring for a future state where they want to change something within their business or within their portfolio.
So, the next methodology is you can cold call. So, yeah, so how you can build targeted list? I must say that you should be hiring a database expert in your organization who will be consistently building data, or you can hire someone from Upwork and Fiverr to do it. Third, you can procure database from companies like ZoomInfo or DNB database companies, and you can build your list. Then comes cold calling. After email out, follow up with cold calls to healthcare decision makers. Highlight your value proposition. Offer to schedule a call to discuss their software challenges and how you can help. Now, the point is, it might seem simple, but the point is, it is really, really difficult to crack the decision makers' direct contact when it comes to healthcare or let's say when it comes to, uh, banking industry. You know what the real challenge is? No healthcare stakeholder is going to discuss what is the internal development plans or they want to bring some change. Nobody's going to discuss so freely on a first call that what are the changes and innovations they want to do in the or why they are going to discuss with somebody stranger like you. You're a freaking sales guy, right? So, it becomes very, very difficult to build that trust. So, if you are into calling or cold emailing, ensure that you have to keep on nurturing them, build that relationship. You have to make them, you have to ensure that you're not looking for an immediate opportunity, right? We just discovering if there is a possible synergy, then, you know, discussion is possible, but you have to do it in a really professional way. People you are trying to reach out, they are really busy, really busy, right?
Then comes, or else you can just ask their email address so that you can start sending them some information that how exactly things can be bettered in their organization. Then discover directory hunting. Go to websites like Crunchbase, Y Combinator, find out what are the recent startups that got funded recently. If you go on to Crunchbase or Y Combinator, the platform will give you the direct link, LinkedIn link of the founders, technical directors, or VP of Engineering. You'll find their details, their phone number, their email address, and their LinkedIn links directly on this portal. Start connecting with them and check if they are open for hiring some sort of development manpower or if they want to outsource some sort of niche development or add-on activities, right? Because they are in a very early stage and funded, then definitely they might look into such kind of deals.
Finally, account-based marketing. What do you mean by that? This is where the business analysis comes into picture. You make a list of top 50 companies in your target industry and analyze the work, analyze the input-output of those organizations and identify, you know, and run some sort of custom-tailored campaigns, very personalized, specific to a specific organization, right? You have to personalize your outreach with a very clear understanding of their business needs and goals. That means this is here where exactly we not outreaching or blasting an email. I'm mail blast, but you are reaching out with a very, very personal note, very personal note.
So, this was a very quick master class. If you have any questions, use the comment section. And the good news is ADME has launched its lifetime mentorship program where we teach digital marketing, sales to people like you who are struggling to grow your services business. Trust me, this business is really lucrative, but you need to have the hunger to grow. You need to have the thirst to learn things and implement and execute in your business and grow a business mindset too, right? So, the next batch of ADME is going to begin soon. In next two to three minutes, I'll quickly let you know that how exactly ADME has helped so many people under the sun and how we can help you also. Thank you so much.
And the good news is ADME lifetime mentorship program launch. ADME lifetime mentorship program launch, which is Advanced Diploma in Digital Marketing and Business Leadership. Indc. This particular video is for you. This particular course program is for you. Number one, live class program. We don't believe on recorded material. Number two, largest library management system on an auto-upgradable way. Number three, two months of paid internship. First two projects also you'll be getting it from our end, right? Number four, the most important part here is unlimited doubt clearing. Whatever your doubt is, you can get on a call with our team and get advises and consulting, right? We are just one call away. Lifetime support. Number four, one-to-one support, consulting directly with me. Challenge, no matter what, you can directly book a one-to-one appointment with me. 13 years experience team. We are 13 years experience team, people. We are not new in the market. We'll be working with you for coming rest of the life, right? 13 years of experience, thousands of success stories. We have created. Off our students are successful like hell. Features and benefits. If you want to really build a strong career, then you have to invest here. And please remember, this course and this program is only for serious people. Join education. Orig. Your knowledge is going to be your power because you don't have that problem-solving skill. If you are really serious to invest on yourself, click on the link below, download the syllabus, get on a call with our Student Success Manager. Discuss, you know, our Student Success Manager will very professionally help you and will guide you how you can start your journey of learning with me directly. All the best, guys. See you soon in my live session. The next batch is starting soon.