That might sound like a strange question, but I came up with it when I was on my soap box preaching to some computer business prospects that they will need a better IT services model to make sure they can close sales, when they conduct their marketing campaign. This is because the average prospect we are able to set appointments with are willing to keep their options open; but are currently satisfied with their tech support. Without a better offer it will be difficult to get them to consider switching. The question that prompted this blog was, “How will we know when we get the lead, if we have a better offer than what the prospect has in-place?” My answer was that you need to be the Apex Predator in your local market, so you never have to ask that question! How can you make sure you’re the Apex predator?
Apex Predators Don’t Have To Check To Make Sure They Can Take Their Prey!
When a Great White Shark approaches it’s prey it doesn’t have to stop and wonder if it is going to be tough enough to take this prey. As one of the dominant Apex predators in the ocean it doesn’t need to ask because it already knows it the biggest and the baddest in the ocean. This is the same attitude that managed services providers should develop in their local market. The reason this is so important is because when you’re doing aggressive IT marketing to businesses that have some tech support in place then you always need to show up to the party with something better.
The problem is that most computer consultant don’t want to take the time or spend money trying to innovate their model. When they have ignored making enhancements and adding value to their offer, then it means that on most marketing calls there is a good chance that they might not have the best offer. Therefore the way you can make sure you are the Apex predator with your IT services marketing is to constantly meet with vendors and go to technology trade shows. Keep an open mind to new and emerging technologies and be willing to evaluate them and see if you can make improvements.
The key to greater success with your marketing is knowing that the improvement you make to your model will have a direct impact to your marketing!
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.