Imagine that you’ve gone through the entire sales cycle with a managed services prospect and have been given the nod of approval.  You are  in a celebratory mood as you feel all your marketing efforts are about to pay off.

Then there is a surprise call from the prospect and you are told that a ‘dark horse’  IT bid has come in at the last minute with the exact same services but at a  lower price point.

We all know that 9 times out of 10 the other bid is either made up out of whole cloth or it’s not truly apples-to-apples. The question is how can you cautiously navigate between explaining the facts without calling your prospect a Liar?! (more…)

There are only so many books that come along that really have a powerful impact in the computer services marketing world and last the ages.  THINK AND GROW RICH is one of those books.  It’s not just another Cheering booking telling you, “You can do it”.  Rather Napoleon Hill gives specific direction taken from some of the most successful people of our times.

What is so intriguing is that this book delves into the subconscious mind and discusses how you can achieve a mindset for success.  The understanding that you need to truly have a burning desire for something before you can achieve it,  is one of the main points a have personally used from this book.  What  is really exciting is that this book goes into detail about Napoleon’s theories on how to influence your subconscious mind,  on your quest for Riches.

This book also helps you realize that you have to protect your positive mental attitude from the negative thoughts and influences of other ‘doubters’.

I highly recommend this book for computers services marketingbecause it can help you achieve the mental attitude you need to be successful.  It is also extremely helpful for IT telemarketing and technology telemarketing. I have personally used many of the principals outlined in this book to achieve unheard of success in setting appointments.

Recently Alex Rogers from CharTec mentioned THINK AND GROW RICH in his presentation at an MSPU boot camp.  He said that this book was one of the tools that helped him go from being a computer geek at a computer store to owning a successful managed servicesfirm and now launching his Hardware as a Service division to take on DELL!

Don’t waste one more second, run out to your local or online book seller and grab a copy and start ‘Thinking’ your way to success.

It’s been two months since you paid a telemarketing company to start generating IT leads for your computer services marketing campaign.  You haven’t heard anything from them and not one appointment has been sent your way! Now you realize that you find your self in the IT telemarketing “Graveyard”.

Most managed services providers that have tried outsourcing IT lead generation have been burned and ended up in what we like to call the telemarketing graveyard.  In most cases they have never gotten even one lead or appointment with a decision maker. (more…)

“Just cancel our IT appointment!” - If you’re calling to confirm your appointments the day of your technology marketing meeting, then you’re probably hearing those word more often. When this happens the first thought that comes to your mind is that telemarketing must have set a bogus lead.

This could be false cause, let’s consider if we should confirm managed services leads or not and if so when. Should we jump to the conclusion that because you called to confirm an appointment the day of the meeting or the day before and the prospect cancels your meeting, that telemarketing set up a bad lead? (more…)