So you’re thinking of technology telemarketing  for your managed services offerings as part of your overall marketing effort; but you personally hate to get telemarketing calls and avoid telemarketers like the plague.  You might be asking yourself if you would be doing something hypocritical, or you might be thinking that since you don’t personally respond to telemarketing offers that it just might not be an effective marketing strategy. (more…)

So you just finished your polished managed services presentation in line with your marketing blueprint.  Now your prospect has inquired about your pricing and asked for a proposal.

That should be music to the average computer consultant’s ears, but for many consultants it’s just the beginning of a long and protracted battle with the prospect to get the information needed for the proposal.  Which raises the question, When is the best time to present a proposal to the client and how do you go about getting the information?
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The Father of modern day economic thought, Adam Smith, would be rolling over in his grave if he knew that many MSP’s were using sales people to also make telemarketing calls.

Adam Smith aided the Industrial revolution by calling for ’specialization’ along with other ground breaking economic theories.  The general theory was that instead of having one employee work on different aspect of a product [or marketing] development cycle that there would be  an increase in productivity if different worker specialized in each phase of a product creation.  Thereby each worker could ‘master’ their specific discipline and the whole process would gain increased efficiencies.

Today while many computer consultants preach to their clients about ‘core competencies’ many fail to realize that this idea can also be applied to the marketing process.
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If you took a survey of Managed Services Providers and ask the question, “Does Telemarketing Work?”  You would get mixed results.  Some have used telemarketing to fuel their startup and have had great success with it; however, most would report dismal results from their past telemarketing efforts.

Logically if telemarketing has worked for some IT consultants then it should theoretically work for everyone.  Since thats not happening let’s briefly evaluate what has lead to the success and see where others can improve.
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