Imagine you’re an outfielder in a baseball game and you cross your arms and say that you’re only going to field the ground balls that come your way.  This is because you don’t like catching Fly balls or line drives and you refuse to go after any other type of ball that comes your way.  It’s hard to imagine a person with that attitude not being thrown off the team.  Why?  We all know that if you plan on winning, then you have to be prepared for what ever situation comes your way.  This logic applies to selling managed services as well!  Computer business owners should be willing to present their marketing offer to all the various IT situations that arise.

Recently I had a conversation with a computer consultant that was telling me he would rather have meetings with prospects that only had an in-house IT (more…)

Many computer business owners who had discussed their marketing plans with me in the past, have always gotten around to asking me which of the several sales marketing and sales coaching plans they should sign up with.  As you probably know there are several out there from the  www.TechnologyMarketingToolKit.com with Robin Robins, MSPU’s website for sales training or TruMethods sales coaching by Gary Pica.  These are just a few of the Top ones but there are even more out there that can make choosing very difficult.

I will begin answering this question by telling a story about a computer consultant I recently had this conversation with.  It started out with him telling me how he had used every one of the services that MSPU offers; but that he started to wonder if all the money he was spending  was worth it.  He seemed to be convincing himself to cancel his services with MSPU.  I really had nothing to say and was trying to listen and learn a thing or two. (more…)

Recently several of our computer consultants clients have question the benefit of HAAS with CharTec after adding up the cost of the financing.  Below are my thoughts about why HAAS is critical to your marketing success as a computer business owner

How much will the average person pay for a car or home after the financing is added to the cost?

If every one cringed about the financing cost then our society’s spending would shrink and so would the economy.  Like in Mexico where pretty much every one pays for homes and cars with cash and really only rich people buy anything.

Perhaps there could be an argument that that might be a better arrangement, it would also mean there would be less millionaires because there would be less cash blowing around for entrepreneurs to grab.
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Just the other day we called to follow up on one of our new computer business owners who had recently signed up for our IT lead generation program.  We had just started their marketing campaign and I was checking on how the first two appointment’s had gone.

Amazingly the owner of the technology firm Revolution Group out of Columbus, Ohio responded that he had a 100% close ratio as of his first appointment.  He stated that the first prospect  hadn’t signed up for managed services yet but they want to do that soon.  However, they had already started using him to do work on their IT equipment to allow him to gain their trust.
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Do you have a Trojan horse for selling IT?

Many thousands of years ago Odysseus is said in myths to have devised the stratagem that helped the Greeks defeat the Trojans after 10 years of war.  As legend has it, the Greek Heroes waited inside a Wooden Horse left on the beach.  The Trojans were deceived into taking this Decoy inside their impregnable walls.  Once inside the walls the Heroes were able to open the cities gates and allow the Greek army inside Troy.

In your computer business marketing battle for more managed services clients, are you Marshalling all of your resources and marketing wisdom, like you might if you were fighting  a real war? Or do you have a Trojan Horse in your arsenals that you can plant inside the gates of your computer services prospects?

A few years ago one of our clients was not having success closing some of the prospect that that we had lined up through our IT telemarketing. Many of them had gone through the whole proposal process but they hadn’t been able close any of them.  We proposed something like a Trojan Horse for our computer services marketing client. (more…)