Most IT professionals will readily admit that sales and marketing is their number one challenge! If this is the case then why do many computer consultants continue to invest in marketing programs that ultimately require them to do all of the selling?
What if there was a service that simply allowed you to pay an IT expert to do all the marketing for you, including making the dreaded face-to-face presentations?
Don’t Fall into an Overconfidence Trap
What seems ironic is that on one hand I hear at tradeshows MSP’s express their concern with their sales and marketing abilities yet when I speak with many computer consultants one-on-one I hear something quite different. Often I will hear a tech tell me that they have an amazing close ratio and all they need me to do is set up the appointments and they will knock them down.
What happened to all the modesty and fear of selling? Well it normal for some techs to start thinking that are master salespeople when they close a handful of clients that have intense pain and need. These type of IT leads are the rare opportunities that literally fall into your lap where prospects will literally beg you to save them and are willing to pay any price. Of course, if a managed services provider happen to close several of these easy IT appointments then surely they might begin to believe they are a super salesman.
Normally Reality Will Rear its Ugly Head
Of course, these type of opportunities are rare by their very nature and eventually will dry up and leave these over inflated egos with and empty sales pipeline. This is when they start to come back to reality when they realize they might have just gotten lucky and they really don’t have an amazing marketing system in place.
Often, this will trigger the MSP to attend whatever the latest IT trade show like the Ascii events and buy a marketing package from a managed services guru. After the excitement wears off many of these IT geeks will realized that they have just bought a sales system that still requires them to do all the selling. Then is when they move on to the next phase of broken thinking and decide it best to hire a salesperson.
If You Can’t Sell Don’t Hire a Salesman!
Once MSP’s realize they can’t sell and don’t have an system for IT appointment setting then usually decide to hire a salesman. The problem is that it takes a good salesman to be able to spot and super salesperson out of the crowd of pretenders. Furthermore, you must know how to set proper goals that are based in reality that a salesman can achieve. This means giving them enough time to prove what they can do without allowing them to stay long after they have proved they can’t sell. Normally IT consultant make all the wrong decisions when it comes to hiring, training and managing sales people.
Why Not Try Something Different
Instead of follow the path most managed services provider follow why not take the path less traveled? Right now we offer a system where a massive marketing campaign is set up in your local market to sell cloud computing. We send out a powerful mailer that allows our IT appointment setting team to generate as many as 15 appointments. Then we set a up a lunch and learn or a presentation in front of an association to present an information on cloud services. In addition, we will create original content on your website, post this on social media and send out a newsletter. Finally, our expert IT salesperson travels to you local market to present to all the appointments, at the lunch and learn or association meeting and to establish a new networking group.
If you have come to the realization that you are challenged with sales and marketing then don’t double down by investing in more marketing programs that still require you to do all the selling! Furthermore, save yourself a lot of pain and aggravation by not trying to hire a MSP salesperson when you don’t know how to hire, train or manage them. Why not engage with a professional salesperson that will do everything for you and allow you to just sit back and count the contracts that roll in!
We are now rolling out our new Sales Done for You model, please call if you have any questions!