You’re prepped and mentally ready to put your best foot forward on the IT sales lead that your about to walk into then you ask for your contact at the front desk and have him paged.  The excitement is starting to build as you can feel this is going to be a great opportunity.  Then you see the prospect that the lead generation team set your appointment with walking into the hallway.  However, the party is about to come to an abrupt end as the contact says the dreaded words you hate to hear, “I didn’t set up an appointment”. Now here is the obstacle that has now blocked you from getting to the next step which could eventually lead you to a closed managed services deal.  The first  two questions that should be asked are what would you do in this situation and what ’should’ you do in this situation?  The other burning question should be, is there an opportunity sitting right behind this obstacle? (more…)

It’s often said in the sales industry that a ‘no’ gets you closer to a ‘yes’, but what about a maybe?  Well if you’re doing follow up for the computer business industry, then getting  a ‘maybe’ is a double benefit.

This is because you didn’t get a no and your still have gotten one prospect off your sales radar and can focus your marketing on another IT prospect.  However, the worst thing that can happen is that you never get a yes, no or even a maybe!  This commonly happens with marketing with in the IT services industry.

Computer consultants are so busy trying to keep on top of their current customers and the new sales leads coming in that following up with hard to reach prospects after their first appointment becomes very difficult for most technology professionals.  However, not following up on a prospect after your first appointment is the one biggest factor that destroys most companies’ chances of getting their ROI from any marketing investment. (more…)

You might not think beer has a lot to do with marketing IT services, although I am sure you’re more than anxious to see a connection so we can all go grab a cold one!

The idea for this blog started when I was paying our office rent, which is held by Gambrinus, the former distributors of Corona and still the bottlers and distributors of Shiner Bock. My contact was explaining how Gambrinus got Shiner Bock to begin with and how they were able to take it from a humble brewer to huge marketing success. (more…)

When you show up to most technology sales leads meetings that were generated by IT telemarketing, then you are already up against a competitor that has a huge advantage.

The computer consultants that is already taking care of your prospect’s  technology is entrenched .  You have a sliver of a chance to unseat them.  One marketing computer services client that we have, calls their IT sales meetings  ’wedge’  marketing meetings.   The goal is to wedge yourself in and continue to widen the gap in your competitors weakness in the eyes of your prospect  (more…)

With the recession in full swing and no recovery in sight, it’s time for computer services providers to start targeting outsourcing the full time in-house IT, technology worker.  This is normally the Holy Grail and seen by most computer consultants as a untouchable marketing target.  Telemarketing should lead the way in this effort!

Why is the the perfect time to target the In-house IT workers?  Normally many executives view have internal technology support as non negotiable.  The reasoning is that response time for network downtime is crucial and then that there staff need ‘hand holding’ so they need someone on-site to physically hold their hands on a range of technology issues.  With budgets being cut many executives are starting to rethink this or at least are softening on the idea of cutting in this area. (more…)

When should a computer services firm stop marketing to a lead that was generated thought telemarketing.  At a recent MSPU boot camp Gary Beechum said that you never stop marketing to those opportunities.  We at MSP Telemarketing agree 100% with that sentiment.

Really there is no expiration date on your managed services leads. (more…)