Just about every computer business owner I have ever dealt with on their technology sales leads campaign has complained about getting appointments with IT Directors.  Normally the main concern they raise is that the Computer Manager can’t make the decision, so they feel these meetings are a waist of time.  However, we have set enough marketing meetings with IT Manager who ended up buying server management,  that we know this can’t be the main issue.  The real issue is that the Tech Manager is fearful that he/she is going to lose their job if  they outsource even a tiny bit of their workload.  This fear is based in reality, as many firms ended up outsourcing all their IT staff after they just begin contracting with a technology firm to just take care of  projects or the servers in the beginning.  The Question should be, “How can we sell the CIO executive?”

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Once again we have to report a computer business that has suspended their marketing campaign temporarily with terrible side effects.  One of our reps went into our suspended clients list looking for call backs and he found an IT sales lead that had said if we called them the month prior they would be willing to compare managed services with the break-fix service they had in place.  When the rep called them back they indicated that they had just signed a managed services agreement with a competitor.

The sad part is that the campaign had been on hold since the month prior and this is why the prospect wasn’t  called back.  The client missed a golden IT sales opportunity because they had delayed signing back up again. You just never know when or where  technology sales are going to come from!
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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…)

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…)

Are people either happy or mad?  Are things either black or white, or are there shades of grey.  Well, we are not going to start considering philosophy in our blogs but some understanding of human psyche might help while marketing computer services.

Understanding the psyche of your prospects is always a good idea, but it is especially important when you’re utilizing  IT sales leads or Technology Telemarketing leads.  This is because the reasoning behind why prospects have set IT sales leads becomes  more when scrutinized when you have a telemarketer pushing to get an appointment set up. (more…)

The first thing that most computer consultants drop the ball on in their marketing efforts is following up on their IT Sales Leads.

Why this is, I am not 100% sure about but it’s probably a mix of several things. If the salesman is also the Owner of the Computer Business then it easy to see how following up on technology sales leads could get lost in all of their other responsibilities.  If the salesman is a real salesman, then it might be the fact that many salesman are weak in details like following  up on marketing calls in the first place or it could be that both the owner or the salesman might be hesitant about following up calls on prospect because they aren’t sure how to do it or if they really should follow up at all. (more…)

If you’re a computer services marketing firm then stop fighting over ‘low hanging fruit’! What do we mean by ‘low hanging fruit’?

We are talking about the sales opportunities that come easier to technology firms trying to sell managed services through IT lead generation, which we have referred to as ‘broken’ leads in past blogs.

Broken leads are companies that have reached the boiling point or threshold of pain, when they actually start talking to their friends about their pain points and thereby you might end up getting a referral.Or they might finally respond to one of your post cards that they have been throwing away in the File 13  for months and now it catches their eye, since it’s top of mind. Also, they could actually go online and start searching for computer consultants and click on your pay per click ad or organic search listing.

These are the exact same opportunities that every other computer business is trying to ‘pick’.  There aren’t that many of these types of technology sales leads out there in the first place because most businesses are willing to put up with lots of pain or feel that it’s better to deal with the Devil you know than the Devil you don’t know.
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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, which offers marketing for IT companies, is proud to announce that we have partnered with CharTec, a division of ARRC Technologies.

We first became aware of CharTec at an MSPU Boot Camp in Santa Ana, CA several months ago. There we heard Chartec’s Alex Rogers speak about their HaaS (Hardware as a Service) program.  The passion that Alex has about HaaS and the managed services industry as a whole was infectious. (more…)

MSP Telemarketing is pleased to announce that we have partnered with Robin Robins in sponsoring their Technology Marketing Tool Kit boot camps.  We have been watching Robin’s success in marketing computer services over the years and they are now the nation’s premier computer services marketing organization!

Robin primarily helps computer business operators through their Managed Services Marketing Tool Kit.  This marketing tool represent one of the best investments that a computer consultant could make in their business no matter what stage of growth they are in.  (more…)