If you’re starting up a new computer business and marketing to businesses then in many ways your situation parallels that of the early Pioneers.

While the promise of becoming rich from reoccurring revenue in the IT industry is plastered all over the internet, it’s important to be warned of the dangers you may face from savage Indians and a barren land.

The truth is that MSP Pioneers get the Arrows, read this and be prepared!

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We have all seen the scene in the movies where the ‘deal’ is about to go down where one shady party has the money in a silver brief case and the other party has the ‘goods’ in their brief case, either secrets or some other illegal contraband.  Of course, in most cases since neither party trust the other the question arises as to who exactly is going to be the first to hand over their case to the other party and wait to get back what he wants in exchange.  Many times these exchanges in the Movies end with one side killing the other and taking both brief cases.  So how easy is it to make the same switch in the managed services sales process?  The switch we are discussing is where you have a proposal that the IT sales prospect wants, but they have the network audit information that you want.  This is where the marketing standoff usually begins and this ’switch’ almost never ends up happening! (more…)

We have all played the immortal game of Monopoly as children and perhaps some of us still indulge in a game when to opportunity arises.  There is something exciting about playing the Mogul that is able to buy up all the properties and control the game as you slowly cause everyone else to go bankrupt.  Of course, the basic element at play in this game is Greed  and when given the chance most of us might try these tactics in real life.  However, you’re probably thinking the computer business is so competitive that the idea of creating a Monopoly would be impossible.  I would have said the same thing, until I recently discovered an economic principal called ‘monopolistic competition’.  I believe that this strategy can be used successfully along with an aggressive IT services marketing campaign. (more…)

Envelopes have not changed in over few hundred years and therefore the techniques used by master salespeople like Harvey Mackay focus on timing, personalities and relationship building.  Many computer business owners have been influenced into thinking that selling their managed services offering is also just about their personality, timing and relationship building.  In fact, I have seen some websites that promote  the idea that IT guys should sell just based on their personality alone!  While I am not against these methods, by any stretch of the imagination, I believe that trying to sell computer support just on these basis alone is a huge oversight.  The reason is because technology is a very different animal than envelopes, while envelops have not changed technology on the other hand is the very essence of change itself.  Therefore we ask, what are the other techniques that can be employed for marketing? (more…)

Imagine you’re lost in a scorching desert and your mouth is bone dry as the sun beats down on you.  All you can think about is getting some water when suddenly the heat exhaustion over comes you to the point that you begin to hallucinate a beautiful Oasis off in the distant sand dunes.  You race over to the Oasis and begin to excitedly ’splash’ water into your mouth until you realize, as you choke on sand, that this was just a mirage.  This is very similar to what managed services providers often experience as they search for more IT sales leads that have pain through various marketing strategies.  Most business owners don’t realize that there isn’t more prospects that have become fed up with their existing technology services, until after that conducted extensive search campaigns.  Some computer consultants are still chasing after this Mirage. (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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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…)

MSP Telemarketing is pleased to announce that Binatech, a computer services marketing firm from Buffalo, NY, has closed their first sale from our IT telemarketing campaign conducted on their behalf.

Mike Haworth the President of Binatech has given us a testimonial on our home page of this website if you want to hear the entire statement, but here is a synopsis:

“Within only 3 weeks we’ve had about 7 appointments booked so far, and so far the quality of the appointments is very good… we closed one of these accounts for an MSP contract for about 2500 per month!” - Mike Haworth, President. (more…)

MSP Telemarketing is proud to announce our first Blog Talk Radio show.  We will be talking about issues that are relevant to computer services marketing  firms.  Our first guest on our very first Radio Show will be Frank Gurnee the Vice President of VAR Channel Sales for CharTec.

Of Course we will be talking about IT lead generation, IT telemarketing and technology telemarketing but well will be focusing on discussing Hardware as a Services or HaaS with CharTec.  This is a new model for marketing for IT that is taking off  and CharTec is the leader in this industry.  (more…)

The Million Dollar question that most computer services marketing providers are asking themselves is: “How can I get more IT sales leads and close more MSP deals faster.”  Well let’’s answer that question by looking to a great success in a different industry.

MBNA America had a meteoric rise to success in the credit card business during the 90’s, due to Affinity Marketing!  I know because I was on their telemarketing team when they became so successful. (more…)