Small companies always struggle for credibility, recognition and gathering people's interest. Not only is there a struggle but it takes time and money to directly market to overcome those obstacles. A company that has these attributes is the "low risk" product and service provider. This is a real advantage in sales and marketing efforts. Now before you start getting down on the topic there is one easy, cheap and fast way to leap frog yourcompany's own short comings - ride the coat tails of your customers' established and recognized brands.
A good friend of mine was looking to revamp his web site years ago. When he asked me how he thought he should lead in his marketing my answer was immediate - feature your customers. Make the first thing they see is the icons that your customers represent. His business is in New York City and his customers are Saks Fifth Avenue, Gucci, Brooks Brothers and many other icons of NYC. He took the advice and used it for his web site, brochures and sales presentations. The strategy worked well and his conversations with potential customers changed from trying to prove he can do the work to talking to them about their issues. He and his company had instant credibility and they were perceived as experts in their industry.
Do you have those high power kinds of clients? If yes then feature them. If not then make sure to go a different route. Get the testimonies of the customers you have. Get many of them and overwhelm your prospective new clients with dozens of positive statements from existing clients. The best statements come out of a conversation with clients but sometimes they just get nervous about creating positive statements. I'm not sure why this happens but it does. Make it easy for them. Write a number of different statements and let them pick some from you. Now you want them to actually believe what they select and give them the liberty to change whatever they want to. If you do this you'll get your statements quickly. Also make it a habit to gather references from you customers going forward. Mix up the testimonials and use them on the web, in brochures and in sales presentations.
Reduce the perceived risk and bump up your credibility, feature your customers today.