We have a serious problem at MSP Telemarketing… our productivity has improved beyond our current client base. This means we are now able to set far more appointments than we have clients to accept. This should be a good problem to have, since most computer consultants are concerned and want to know if our it call center has the ability to set appointments fast enough. So right now we are looking for computer business owners that want to grow their business with our marketing effort.
Unfortunately, we are not looking for just any random Technology firm to represent with our it lead generation service. We have learned that many IT techs have marketing goals that are unrealistic! We want to find the right firm that really understands that growing their business is going to mean a lot of hard work and that sales are not just going to fall into their lap. The ideal client would need to be prepared to take a lot of face-to-face meetings and know that not every appointment is going to turn into a sale.
In addition, we are looking for a true managed services organization that either has a dedicated salesman or an owner willing to open their calendar up for marketing meetings, on the date and times when we are able to originally book them. The bottom line here is they will need to be very flexible with their calendar. The reason for this advice is because constantly having scheduling conflicts can destroy the morale and productivity of our telesales reps.
The ideal Tech candidate must have solid business goals that they have a burning desire to attain. Unless they are highly success driven then they may not have the desire and drive that it takes to realize a good ROI from our It sales leads. Many times we find poorly motivated salesman or owners that miss their sales meetings entirely or run late for their appointments. If a business executive or salesman exhibits sloppy professionalism like that, then it might be better if this type of individual didn’t even start a telemarketing campaign. The one lead that ends up getting missed,because of Murphy Law, always ends up being the hottest deal. After all your only going to get out, what you’re willing to put into this marketing campaign.
Another critical ingredient that our ideal it services marketing candidate must possess is to be Positive! This is because many technology sales people are critical of the prospects networks. Many times we see IT consultants giddy when they find network mistakes that they can rub the prospects nose in… this only makes the person you’re meeting with feel bad. In addition, thinking that all the leads must be only needs based, can lead to upsetting a company that doesn’t have active needs by badgering them about their ‘pain’ points. The right approach is to be complimentary when talking about the prospect’s current IT provider and never bad mouth them.
Finally, the last element that marketing for it clients should posses is a flexible attitude with their business model. Even if a PC Business was innovative when they first started out, many computer repair businesses tend to get stodgy about making any changes to their it model. For example, many tech professionals reject the trends that show HaaS or Hardware-as-a-Service, by CharTec, is in demand at the end user level. Stay open to new ideas and don’t try to force your ideas on the market, but rather sell what the market is demanding and you will end up climbing the ladder of success all the way to the top.
If you’re ready to start getting flooded with IT leads with decision makers and you can fit into the basic profile we have outlined above, then give us a call so we can get you campaign started and get you closer to achieving your marketing goals.
About The Author:
John Black is the Marketing Director at MSP Telemarketing and has over 10 years’ experience marketing for IT providers and VARs to help them get more IT leads that turn into IT sales!