Imagine you’re an outfielder in a baseball game and you cross your arms and say that you’re only going to field the ground balls that come your way. This is because you don’t like catching Fly balls or line drives and you refuse to go after any other type of ball that comes your way. It’s hard to imagine a person with that attitude not being thrown off the team. Why? We all know that if you plan on winning, then you have to be prepared for what ever situation comes your way. This logic applies to selling managed services as well! Computer business owners should be willing to present their marketing offer to all the various IT situations that arise.
Recently I had a conversation with a computer consultant that was telling me he would rather have meetings with prospects that only had an in-house IT department. As he was telling me this, I had a flash back memory of a different consultant telling me he only wanted appointments with prospects that had already outsourced their computer tech support. When I had remembered that consultant’s wish list, then I recalled a third tech telling me something different about the IT situation that he wanted on his IT sales leads. I really wish we had a magic button to push to get the exact situation that every computer repair firm desires. Unfortunately we can’t do that… we just call through our list until we find someone that meets basic criteria and is willing to take a meeting. For the most part IT lead generation is largely a numbers game.
Furthermore, unless an outfielder practices catching grounders, fly balls and line drives they won’t be effective. In the same manner an IT sales man needs to be prepared to talk with prospects no matter which situation they discover when they arrive at their face-to-face meeting. The IT services marketing salesman should be prepared to present even when prospects have: an in-house IT Department, a do-IT-yourself CFO, a firm using a break fix computer consultant or even when IT has already been outsourced to an MSP.
Therefore, be prepared by educating yourself about all the various IT situations that exist and familiarizing yourself with the features and benefits of managed services so that you can match the right benefit to the right situation. There are many resources that you can check on the Internet for training or you can sign up with a managed services training company like MSPU! Check out all your options and then reserve the time to practice, practice, practice! This way you can get the most of all the technology sales leads that you get and propel your business to the next level.
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!