Recently we discussed why having a larger office space was so important to the future growth of your managed services company.
Over the next three articles we are going to discuss the three specific areas of your business where showing off a larger space can help make you a success.
In this post we will explain how you can leverage your space to lure Vendors to offer IT marketing funds!
When it comes to co-marketing funds from vendors you can rest assure that most of that money goes to well established computer consultants that really don’t need it.
Of course, this is because the vendor already knows the IT sales track record of that firm and is confident they are part of the 20% where most of their revenue will be generated.
It’s really in the best interest of the vendor to share resources with the few companies that are going to help make them more successful.
The question is how can a start-up managed services provider break into the IT marketing funds game when they really need it?
Appeal to Their Greed
Now it’s good to know that every time a value added reseller approaches an IT vendor to sign up for their services that they always tell whopping tall tales about how successful they are going to be and how much product they plan to move.
Vendors are so used to this by now and largely have developed a tin ear for computer business owners that spin yarns when they know the vast majority of them will only place meager orders.
There is a better way to impress the vendors to the point that they began salivating over you enough to give you favorable pricing and start throwing MDF funds at you.
Of course, you should have leveraged the large space utilizing the technique we advocated in our last article on this subject and then once you have secured that mega office, then you can start reaching out to vendors.
The goal is to lure the vendors to come visit you and then you can start spinning those exact same tale tales; but this time the vendors WILL be listening because you have already made part of your plan come into fruition i.e. by securing the mega office space.
As they stare out into your super-sized office and hear you talking about your marketing plans and how much product your plan to move then you will have convinced them that you are destined to be one of the 20%.
Don’t Think Like a Tech
Remember that when choosing vendors, in the way that I am recommending, you will be looking at how much funding you can get first and at how great their product is second!
I can just see a tech turning down money they desperately need to grow their business because they don’t like a feature of the product…
Just remember that it takes money to grow and after all the number one reason MSP’s say they can’t sign up for Telemarketing is because they don’t have any money.
In fact one tech recently cried poor and told us that he was living on a peanut butter and jelly sandwich budget.
Well, I have just given you the answer to solve the age old problem of how to raise money for IT marketing.
Go forth and conquer!
About The Author:
John Black is the Marketing Director at MSP Telemarketing and has over 10 years’ experience in IT marketing for computer support providers and VARs to help them get more IT leads that turn into IT sales!