I have been riding along with computer services providers all through out 2010 and have seen many different marketing presentations. Some sales presentations have been spectacular while others have been dismal in nature. One meeting that stands out in my mind was amazing because the prospect was literally shacking her head ‘yes’ and even clapped when these IT guys finished their pitch. After we left this meeting we were all doing high fives in the elevator. The one thing that I am sure we can all agree on is that how you present is just as important as what you’re presenting e.g. your model. If you’re planning on getting higher results from an IT sales leads campaign, then you need to improve your presentation, no matter how good it might be now. The big question is, what would constitute a killer presentation that could help you close 20% of your technology sales leads.
We are not saying that it’s all in how you present and it doesn’t matter what your presenting… that is what I believe the majority of managed services providers philosophy would be. However, there is truth that the majority of it services marketing pitches out there can’t get the prospect to have a paradigm shift in their attitude towards spending more money to prevent computer problems. A killer slide show should be able to take care of this issue if you have the right questions and illustrations that can get the prospects to see what their opportunity cost and lost productivity really is.
As we have talked about before, a great presentation will go from one issue to another and make sure you keep your prospect agreeing all the way through until the end. However, you will also need some showmanship that will razzle dazzle your prospects so you can differentiate your pitch from your computer business competitors. Some good ideas are to use a projector to present your material and make sure you use plenty of visual aids like graphs and pictures to represent your marketing ideas, after all they say a picture is worth a thousands words. Furthermore, you can make sure and demonstrate anything possible like making an outbound call to your help desk to show your lighten fast response time.
The key to success in 2011 is to combine all of our the last three blogs. First, use IT lead generation to get 30 appointment a month and improve your model to be ahead of what everyone else is offering. Finally if you prepared an awesome sales presentation to ensure you reach your prospect and make your sales presentation resonants with them, then you can get synergy to shake up the market and make Millions in 2011.
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT leads that turn into IT sales.