For many years Americas long term war strategy has been to be able to fight in two major war theaters at the same time.
The question that recently came up was, if managed services providers should also be prepared to fight on two IT marketing fronts at the same time?
The quandary comes up when you have low hanging fruit sales leads should you also go after fresh new sales opportunities?
What Are The Two Battle Fronts?
Some computer consultants are fortunate enough to have some low hanging fruit sales opportunities.
One example of this might be if an IT company can partner with another business in your same local market that sells to your same target market.
In this situation many times you might give their customer list to market to, provided they are getting a portion of the profits.
Another more common instance where easy sales opportunities exist can happen when an existing company that offers similar services to IT guys like a Telecom or a Print and Copy firm decide to start their own managed services company.
In either case the list of current customers will seem like easy prey and the best place to start any marketing efforts.
Do You Have Enough Resources?
Of course, the other battle front is the open field of sales opportunities out thereunder the great blue yonder.
This is the starting place for the average computer business where it will take a little more effort to generate IT sales leads from telemarketing, referrals or internet marketing.
Some of the companies in the situation where they have easier prospects staring them in the face might believe they have to choose one avenue or the other.
However, this might be a false choice provided that the company has enough resource to pursue both marketing paths at the same time.
Is There a Limit?
The real question that an entrepreneur who finds themselves between the horns of this dilemma should ask themselves, is there a limit too how much money I want to make?
After all if you have enough resources to tackle both marketing avenues at the same time then it can only mean that you will make more money faster!
Time is still money so wasted time is wasted money or as MSP’s might say opportunity cost.
In sum make sure that you don’t fall for a false choice when the correct answer should be both at the same time.
Now if you’re reading this blog and scratching your head and wondering why you don’t have any low hanging fruit sales leads of your own then that is a topic for another blog.