“Your price is way to high!”… That is what I have been hearing for the last 5 years, after we tell a computer business owner the pricing for our telemarketing service.  As we have said many times, computer consultants normally have spent all thier money after going to a trade show and loaded up on PSA software, RMM tools, Sales Training and Backup Disaster Recovery Solutions etc…  When they get back to their business they have no money left to pay for marketing.  In Addition, many IT people feel that selling and marketing are just not a priority because it’s not something that many of them understand.  Therefore, when they get around to calling us to find out about our marketing services, they tell us our services are too expensive.  What has compounded this problem is that there has been a few IT services marketing companies out there that have been offering rock bottom prices. This has made it nearly impossible for most IT providers to resit trying the lower cost solutions.  However, recently I have seen many signs in the market that tell me there is a new wave of changing attitudes towards spending on IT telemarketing. (more…)

When you’re playing Poker you are stuck with the cards you’re dealt.  When your hand is called, you have to lay down and expose what cards you have as compared with your contender.  If you’re unlucky and get dealt only bad cards… then you lose.  Of course, when there is money on the line they call this gambling because you’re taking a chance on losing  your hard earned cash.  What if you could stack your deck, what if cheating was Legal?  While you can’t preselect the cards you want to play with in Poker game you can, however, when you’re putting together a managed services offer to begin marketing.

It feels like a poker game!

I make this comparison, because that’s how it feels when you’re in a prospect’s office or conference room, that you found from an IT sales leads campaign, and you are trying to find out what their technology situation is so you can offer something they don’t have or that you can do better.  The prospects always seem to have a poker face and can be very guarded about what level of services they have, who they deal with and what prices they pay.  (more…)

Losing momentum in the technology sales process is the number one ‘deal killer’!  While there are a number of ways that a computer business might lose momentum, the most common way is to provide your prospect with a list of items you need from them to develop a proposal.

Why is this a problem?  Once you leave that meeting, just after you gave them a list of what you need for a proposal, the list simply gets stacked up on their mile-high pile of tasks yet to be performed.

Now the ball is in their court!
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If you’re considering contracting an IT call center for  lead generation, then you’re probably starting to realize that all of their proposals are turning into a blur, looking the same.  Or on the other hand the proposals might be so different from other types (pay for performance, pay by the hour) that you can’t make heads or tails of them.

Let’s go over a few basic points that can guide a computer business in a search for a good marketing team.  Some of the things we suggest looking for are as follows: Are they using offshore callers? How well do they understand the managed services market? How persuasive are they on the phone?  You might be surprised that there wasn’t consideration given to technical issues like recording calls, contact management programs etc… why? (more…)

Image that your running a marathon and your coming to the very last mile of your journey, when you realize that all your trainers and coaches, who had been with you through your entire effort from the very beginning, start to drop away and leave you hanging to run the last mile by your self.  If you’re a computer business owner and can visualize your marketing process like the marathon race we just alluded to, then I am sure you wouldn’t want all your advisory and coaches abandoning you as you near the sales goal you have been working toward, by using their services and training. (more…)

MSP Telemarketing is Proud to announce sponsorship of the CompTIA Breakaway 2010 Channel Event.  We ran into some of the CompTIA employees at the MSPU Boot camp in Dallas, TX. After reviewing what CompTIA offers their members and the breakdown of who attends their Breakaway meetings, we couldn’t resist attending and sponsoring this event.

According to their stats 38% of the attendees will be the President, Owner or Partner of their firm.  So if you’re a vendor or are trying to get some good networking opportunities, then this will be a great event .  Also if you’re looking to get info on the latest IT services offerings then keep in mind that most of the Top IT vendors will be there. (more…)

Motivational Books and Tapes have mostly become a cliche or worse are paid lip services by sales people.  Rarely do we see best practice motivational techniques really penetrating IT telemarketing or computer services marketing.  Something that is even more difficult is trying to convince someone who is totally foreign to these concepts and to even try them out to see if they work or not.

This is where I began telling my story about my son’s recent baseball game. He had a great hit in his first game, but since then he had not hit the ball and had only gotten points by getting walked. As we were driving to his last game we realized he had missed his last practice and it seemed things were all against him getting better results in this game.

The connection between my son’s game and visualization and a mantra are that this is the moment where I felt I might be able to introduce the concepts to my son and try to help him get better results. (more…)

In our last Blog we went over the numbers and showed why a computer business could afford to pay more for marketing calls to generate more IT appointments.  However, the big Question is why in the world would they want to pay more for it services marketing if they didn’t have to?

We were recently approached by a computer consultant who was using another telemarketing firm that was generating leads for a lower cost than what msp telemarketing was proposing.  My question to this technology services provider was, “ if you already getting sales leads  from the other firm at a lower cost, then why would you be contacting us?”

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“We can’t afford you” this is the most common objection we hear from computer business owners about spending money on an it call center.  As we have discussed before, many decide telemarketing is not an option for them or try a lower priced or cheaper solution.   Many times they get what they pay for, which is no results at all.  Some times a few come back to us; but most end in the telemarketing graveyard.

We believe that many computer consultants are looking at IT Lead Generation cost upside down!

The first thing we want to point out in regards to an IT consultant judging their marketing budget is not to be short sighted.   The reality is that most of our clients and probably the entire industry is that you will retain most of your msp clients for a long time.  One client told us that they had a 99% retention of their msp clients they got from our telemarketing efforts. (more…)