In the first post of this three part series we revealed how you can utilize leveraged office space to attract IT marketing funds.
Now we will discuss how you can turn around and use those exact same cookie cutter techniques in your sales process.
Step-by-step we will outline how to take a leveraged office space and use it to close more IT leads?
Bandwidth, Bandwidth, Bandwidth!
Before we can appropriately discuss how you can get a prospect to sign with you after showing them your over-sized office space we need to address the latent need that could trigger this reaction…
There are probably north of 400,000 managed services providers in North American but the vast majority of them are trunk slammers or at least micro-sized computer consultants.
This means that most of the companies that are outsourcing their IT are using a person instead of a company and as the computer guy gets more clients he will inevitably become less responsive to their needs.
Of all the marketing calls I have made in my life, I have found this issue to be the most common trigger among prospects since it is a latent need that is just below the surface, waiting to be activated by a savvy IT sales person!
Try Office Marketing
Really the technique from this point on is very simple and does not take a rocket scientist to figure out that your IT leads have a latent need. This also surrounds the issue of bandwidth; all you need to do is persuade them you have MASSIVE bandwidth!
There are several ways that you can try to do this; one of the most persuasive maneuvers is to invite your prospect to your leveraged oversized office space. Let them in and show them firsthand how big you are and plan to grow.
This is just a side note, remember that you do not want this space to be totally empty and you also do not need it to be 100% full. If you wanted to you could solve office space concerns by adding furniture to your office. You might be able to find furniture solutions from companies similar to office monster or you could potentially source from a company that is closer to your preference. Additions might help to liven up and fill the office!
If you are a small shop then you might need to think about bringing some temporary workers in during the scheduled visit so that the prospect can see with their own eyeballs that you are bigger than their current one-man show.
Also, while the prospect is at your office during the visit it is a good idea to talk about your future growth plans!
Of course, this marketing technique should not be your entire sales strategy but rather, more like the cherry on top of your sales process.
This could be the one step that could possibly tip the prospect over after they have been in your sales funnel for some time!
Live long and prosper!
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!