I own, for about a year now, a one-man Software Firm that works with projects in the Industrial Automation and Data Telemetry market.
My initial goal when started this firm was to develop software products and sell them directly to my final customers, which are big enterprises (mining companies and grain storage facilities).
I've achieved the "develop products" part, but still it's extremelly difficult to sell to my final customers, I always got replies like:
- How are you going to give me support?
- What should I do if I need you and you're on vacation? Or sick?
- How many team members do you have?
I understand and totally agree with this concerns, but how I'm supposed to build a team without the money that comes from this kind of projects?
Today I managed to sell my products through partnerships with equipment sellers, that sells their products and sell my softwares with their brand, but they get at least 200% over my selling price. This looks fine to me, because I know all the structure involved in this kind of operation and I can get almost 1 sell/month, with my selling price being $7600 for each unit, with gives me some financial comfort, but still won't let me grow.
So, my main question is: how can I convince a possible client from buying something directly from me?
I have portfolios, all projects I install can be presented as mine, but it seems not to be enough.