Ask HN: How do you sell and promote web application consultation work?

#1

Post by bkorte » Thu, Aug 01, 2013, 6:33 PM UTC

I find that far too often, clients don't understand or respond to the terminology of "web applications". I've toyed with Web Software, Online Software, Web Apps, Apps and none of them feel right.

So, what do HN's consultants use to market web app services?

Re: Ask HN: How do you sell and promote web application consultation work?

#2

Post by krmmalik » Thu, Aug 01, 2013, 6:58 PM UTC

I had a very similar problem. For Web Apps I realised it was easier and more effective to just say "Website".

But I also realised I needed to flip my value proposition altogether anyhow.

Is it possible you're over-looking something else?

What I mean to ask is - How do you know that is what's holding you back?

Re: Ask HN: How do you sell and promote web application consultation work?

#3

Post by GABaracus » Thu, Aug 01, 2013, 7:39 PM UTC

I work at a consulting shop and manage the web app development team. This is a question we struggle with as well. We've called it "custom business applications", "web applications", or simply "business applications".

Sometimes, it helps to focus less on the technology and more on the process of how you'd help your clients and the value you provide. Don't bother mentioning that you do "web" apps (as opposed to mobile or desktop). Describe the process and how you do what you do. That gets the conversation going, after which you can start discussing technology.

Re: Ask HN: How do you sell and promote web application consultation work?

#4

Post by bkorte » Thu, Aug 01, 2013, 9:20 PM UTC

krmmalik wrote: post #2

I had a very similar problem. For Web Apps I realised it was easier and more effective to just say "Website". But I also realised I needed to flip my value proposition altogether anyhow. Is it possible you're over-looking something else? What I mean to ask is - How do you know that is what's holding you back?

I've asked a few people that I would put in the same class as my clients, and a couple clients as well, if they knew what those terms meant and nobody really knew.

Re: Ask HN: How do you sell and promote web application consultation work?

#5

Post by bkorte » Thu, Aug 01, 2013, 9:21 PM UTC

GABaracus wrote: post #3

I work at a consulting shop and manage the web app development team. This is a question we struggle with as well. We've called it "custom business applications", "web applications", or simply "business applications". Sometimes, it helps to focus less on the technology and more on the process of how you'd help your clients and the value you provide. Don't bother mentioning that you do "web" apps (as opposed to mobile…

Thanks. I like "business applications".

Re: Ask HN: How do you sell and promote web application consultation work?

#6

Post by krmmalik » Fri, Aug 02, 2013, 1:58 PM UTC

bkorte wrote: post #4

krmmalik wrote: post #2

I had a very similar problem. For Web Apps I realised it was easier and more effective to just say "Website". But I also realised I needed to flip my value proposition altogether anyhow. Is it possible you're over-looking something else? What I mean to ask is - How do you know that is what's holding you back?

I've asked a few people that I would put in the same class as my clients, and a couple clients as well, if they knew what those terms meant and nobody really knew.

I see. Have you considered changing the value proposition to focus on the problem you're solving as opposed to the actual solution you deliver?

Just a suggestion.

Re: Ask HN: How do you sell and promote web application consultation work?

#7

Post by bjplink » Fri, Aug 02, 2013, 2:47 PM UTC

I've been writing custom web apps for awhile now and with my less technically astute clients I usually just refer to the application as a "system" that they can access from your web browser.

Eventually clients will call for help and say "I need you to look at the system." or "Can you login to the system and change something?"

Also, and this is just my perception and probably not 100% true, I feel like you get less pushback on things like pricing when you tell them you are building them a system and not a website.