When you show up to most sales meetings that were generated by 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 only have a sliver of a chance to unseat them.
One computer services client that we have, calls their IT marketing meetings ‘wedge’ meetings. The goal is to wedge yourself in and continue to widen the gap in your competitors weakness in the eyes of your prospect
One of the first things that you have to over come is that they don’t know you and they already know their current computer services provider. They also like their current technology provider also. So one of the most important things you need to focus on is making sure you can get them to ‘like’ you even more then their current computer consultant in your marketing processes.
We have selected a box of donuts as the picture for this blog because one of the easiest things you can do to get your prospect to like you more is to, “bring something to the party”. A good example would be to bring a box of donuts to your morning marketing computer services meetings. Also, you can take your prospects out to lunch, or if you invite them to your offices on the 2nd or 3rd follow up meeting, then you can have lunch brought it. Don’t forget to offer sports tickets and even gift cards.
As we get into the holiday seasons these niceties will become even more important than ever to even get the first IT sales leads set up. With the Holidays being such a busy time you have to make offers to get their attention.
However, if you keep bringing something to the party each time and have a great model, pricing, value and excellent references, then you will keep widening that wedge opening you made with your gifts. Before you know it, the prospects will find themselves liking you more than their current computer consultants.
As you continue marketing your computer business never forget that you have to do everything right to successfully grow, including bring something to the party.
One company that we know that is ‘giving’ gifts to their prospects to get them to like them more than their current computer consultants providers is Binatech from Buffalo, NY.
If you feel that you could use so help on the sales training side then consider consulting with Robin Robins for IT marketing services. Or if you feel your model could be beefed up then check out Kaseya, Synergy and CharTec… Keep trying to improve and reach for topping your last best with something better every time, just like athletes do!
About The Author:
John Black is the Marketing Director at MSP Telemarketing and has over 10 years’ experience in IT marketing for computer support providers and VARs to help them get more IT leads that turn into IT sales!