An object in motion tends stay in motion unless acted upon by an object of equal or greater force. I am not a scientist but I have noticed that it takes a lot of energy to get an object up in orbit, like the picture of the space shuttle taking off to the right. In addition, once an object gets into orbit it tends to stay there unless something powerful knocks it out of orbit. I have often commented on how end users current computer support is in ‘orbit’. If you’re a computer business owner looking at marketing a managed services offer against an entrenched competitor then it’s going to be an uphill battle. You’re going to need a lot of fuel to blast your technology offer into orbit and knock off your computer services competitors. If you’re prepared, then you will be able to build enough momentum on your IT sales leads to break into orbit, but the question is how can you fuel that journey?
End users for the most part have their heads in the sand when it comes to comparing services or making sure they stay on top of the technology curve. Trust is the number one issue on the minds of computer users and they are willing to put up with bad customers services, downtime and other issues before they would ever think about making changes. With 95% of the market falling into the category of being ‘happy-with-what-they-have’ you can start to see how difficult the landscape really is if you’re trying to grow your computer consulting business and build your managed services recourring revenue.
We recommend taking full advantage of an IT lead generation campaign by evaluating your local market to compare your own service model with what technology providers are currently offering in your sales territory. We have seen many marketing campaigns trying to launch, go down in flames because they didn’t offer any thing new in the way of faster response, better customer support, new technology, or better marketing materials. Once you have studied what most business are utilizing in your market, then stack your value proposition and unique selling proposition with state-of-the-art services!
The next step is to make sure that all your sales and marketing efforts are communicating how you stand out from the competition. This is especially true when it comes to your sales meetings, you need to make sure the sales people are using dramatic techniques to get your prospects to see your advantages. One example is to demontrate your help desk live on all the technology sales leads that you going on. Of course to do this you would had to have a state-of-the-art help desk with 24/7 support that boast a super fast response that connect end users with Level 2 or Level 3 techs who can then remote in to remedy errors. The idea is to use your call your help desk on speaker phone and allow your prospect to hear how fast you’re able to connect to a technician.
This is just one idea that can help fuel your attempt to launch your IT services marketing campaign into orbit! However, you’re going to need a lot more than this to make sure that you have achieved enough momentum to knock off the trusted advisor that your prospect already trust with their IT issues. Stay tuned for other marketing ideas that can get you to your final sales destination.