How do companies identify custom software vendors?

I'm marketing offshore custom software development and want to find out how companies really find vendors and how we can more effectively be found, at the time when companies are looking for our services, so that we can help them without bothering them when they don't need the services. I want to be able to get us in front of the companies that are actually looking for what we do, so that we can help them. Also, we don't want to pester companies that don't need our services (or don't need them right now). This will help us be more helpful to those companies that are looking for our services, without wasting the effort or expense of contacting other companies who aren't ready or don't need our services.

If you have the time to get to know any of the owners/managers of the companies to which you wish to show your product, find out what personal interests these people have, aside completely from the business in question, and talk to them or communicate with them about their interests before you mention your product, they will be very interested in looking at your product. In other words get them telling you about themselves and most importantly, pay attention to what they say. Do this and sit back and reap the awards. You will believe the differences this attitude will make to your business.

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