Small Business Computer Consulting

Follow up is an incredibly important aspect of your marketing and contact management systems.  You need to be diligent but not aggressive with your follow-up, though.  Your follow up should be creative and customized for each lead or prospect but never so overwhelming that you are perceived as a pest.  You want your follow up to appeal to people; not drive them away.

Here are some tips for delivering excellent propsect follow up:

• Send a follow up letter announcing that you’re speaking at an event and invite them to attend.  

• Advise that you are exhibiting at a trade show.  Use your follow up to give them a free pass for the show.

• Send a follow up survey asking if anything has changed since the last time you spoke or met.

• Ask for a referral in the form of a follow call, email, letter, etc…

• After a natural disaster, send a follow up letter offering your assistance.  

• If you hear about a promotion they’ve had, some kind of award that they’ve won, some kind of new business that they obtained, or some positive media coverage, follow up with a congratulatory call.  

• If appropriate, discuss a joint venture opportunity like a joint trade show, seminar, etc…

• Use major holidays as a natural follow up point by sending a card and best wishes.

Bottom Line on Follow Up
Follow up provides a legitimate reason to stay in touch with your prospects.  You want to vary the type of follow up you provide.  This keeps your name in your prospects’ minds but does not become so overwhelming that you turn them off.  Use the tips above to start creating some interesting follow up calls and letters.  Stay tuned for more follow up tips next time…

In this article, you’ve been introduced to follow up. To learn more about how you can improve your knowledge about follow up, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Referral programs are a great way to boost your Network Consulting Business.  Typically a referral program provides service credits to those clients who send you new business.  If you offer a referral program you provide your clients with an incentive to pass your name onto other businesses.

These types of programs generally lift your response rate significantly. When putting together a referral program there are a few things you should keep in mind:

• Give every satisfied customer, particularly your steppingstone clients, a flyer that describes your referral program. Here are two sample referral program ideas for you to use and adapt:

“A friend of a friend is someone we would like to know.  If a friend of yours has computer problems earn valuable service credits simply by referring your friends, family members or business associates to ABC Network Consulting.” 

“Enter each referral of yours and we will send them a special certificate for 10% off their first service visit.  Once the certificate is redeemed we will issue a $100 service credit to your account.  It’s that simple.  Refer them before somebody else does.  Thank you for your business and your vote of confidence.  ABC Network Consulting.”

• Mail out a description of your referral program to your inactive clients and other business contacts.

• Send a referral program mail-out every 90 days or so.  This is a steady reminder but it doesn’t seem overwhelming.

• Add a line to your email signature promoting your referral program. 

• Some of your clients may feel awkward about accepting the reward offered with your referral program.  They look at referrals as simply a way to thank you for the excellent work you do.  Consider making a donation in their name to a local charity, bring in chocolates, send flowers; anything to show your appreciation.

Bottom Line on Referral Programs
Referral programs are a great way to motivate your clients and contacts to send business your way.  The best type of marketing comes direct from other people so anything you can do to get your clients talking about you the better.  Set up a referral program now and starting showing your clients how much you truly appreciate their confidence in your work.

In this article, you’ve been introduced to referral programs. To learn more about how you can improve your knowledge about referral programs, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Moonlighting is one of the most common ways computer consultants start their own businesses. It offers the distinct benefit of having access to a steady income while you are building a business.  

The problem with moonlighting is the hours.  When you work for clients while moonlighting you will only be able to get to their businesses on your off hours.  Very often your off hours are their off hours too.  So the question is then, "Do you let your clients know you are moonlighting?"

Some people feel there is a negative stigma attached to a business when the owner is moonlighting.  Perhaps they aren’t taking it seriously, it is a secondary source of income, they aren’t good enough to do it full time, etc…  Moonlighting does not imply any of these things.  Do not hesitate being honest with your clients about it.

You need to address the fact that you are moonlighting head on.  If you don’t, their expectations are likely to get off balance.  Your client is going to wonder why, if they have an emergency at 10:30 in the morning you can’t get there until 5 o’clock in the afternoon. 

• When you explain to your client that you are moonlighting take the time to explain your situation.  
• Tell them why moonlighting is the best option for you right now.  
• Assure them that your moonlighting will not affect the quality of your work.  
• Tell them about the work you are doing.  
• Give them an idea of your availability when you are moonlighting.  
• Tell them about other clients you are working with and how the moonlighting has worked out for them.  

Bottom Line on Moonlighting
The key to successful moonlighting is managing your clients’ expectations.  They need to know up front what your work situation is and the type of availability they can expect.  You don’t want your moonlighting to be perceived as amateur so approach the issue head on like a professional.

In this article, you’ve been introduced to moonlighting. To learn more about how you can improve your knowledge about moonlighting, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Starting a new business requires creativity.  You need to think of innovative ways to entice people to give you a shot when you are starting a new business.  

Often times early paying clients come from friends of the family and other family members.  When you’re starting a new business it is best if you can avoid this type of business.  It’s very difficult to do business when you don’t have an arm’s length.  When things go bad or expectations get out of control, dealing with friends and family is very difficult.

Here are some ideas for getting clients when starting a new business:

• One thing that works very well to drum up clients when starting a new business is to put together a "who knows that you are starting a new business" list.  With this type of list you track all the business contacts you make before, during, and after staring a new business.

• Very important to include on your "who knows that you are starting a new business" list are the people who OUGHT to know.  You fill this part in by asking each contact you speak with if they can refer you to someone.  When starting a new business, referrals are key so ask your contact if they will let you know when they hear people complaining about their computers.

• Once you talk with a contact you need to have a way to keep your name in their mind. As someone starting a new business, a tech support sticker is an excellent way to do this. Ask each contact person to put this sticker on his or her computer and give each contact person 3 extra stickers to pass onto their friends and colleagues.  

• The must-have item when starting a new business is business cards.  Hand these out whenever it is appropriate.  You are looking for ways to keep your name in the forefront of people’s minds. Business cards are a convenient way to help do that.

Bottom Line on Starting A New Business
Getting new clients won’t be easy.  Relying on your current contacts to bring in referrals is one of the best strategies when starting a new business.  Train your contacts to listen for people who are whining and complaining about their computers.  Have them let these people know that you starting a new business.  You never know where each referral might lead.

In this article, you’ve been introduced to starting a new business. To learn more about how you can improve your knowledge about starting a new business, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Sales calls can be exciting and nerve-wracking at the same time.  As a new computer business owner it is easy to get caught up in the sales aspect of the sales call.  What you need to remember is that during the sales call you are also gathering important information.

Before you go on the sales call you should have gathered a bunch of information about the business itself.  Information to gather before the sales call includes things like the number of computer users, number of computer systems, software applications, type of operating system, and the type of computer problems they are having.  The answers to these types of questions are key for you to know when you walk in the door for the sales call.  

When you are on the sales call there are some tips you should follow to get the most out of your time:

1. Listen more than you talk - remember, the sales call should be about them, not you. It’s their chance to talk, it’s their chance to vent; the more they talk the more likely it is that they will reveal the key piece of information you need to close the sale. 
2. Take detailed notes -  don’t rely on your memory.  You are not a hard drive and you are not a recorder.  When you’re on the sales call don’t be afraid to have a pad out and take detailed notes. 
3. Analyze them to determine if you want them as a client - not all sales calls lead to business and there is some business you don’t want. Unrealistic expectations, nasty personalities, and no clue what they want are three huge issues to watch out for on sales calls.
4. Determine their urgency – use the sales call to find out how long the problem has been going on, what effect it has had on their business, what their points of pain are, and what their single biggest problem is right now. 
5. Last, but not least, find out who supports their system currently – this is a very, very important question to have answered on a sales call. Who supported their system in the past and the type of support they received will help you determine whether they will be a good client for you. 

Bottom Line on Sales Calls
Sales calls are not just about selling.  You need to silently gather information about the client during the sales call and decide whether or not this is a business you want to add to your client list.  Use your sales call time wisely and bring on only the best clients that will endure for the long term.

In this article, you’ve been introduced to sales calls. To learn more about how you can improve your knowledge about sales calls, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Media publicity is something you want to generate.  It’s free and it gets you the type of exposure most people pay a lot of money for. The key with media publicity is that you can use it for your own publicity over and over again.  

Here are some ways to become savvy around reporters that will maximize your opportunities for media coverage.  

• To garner media publicity you have to be perceived as an expert source.  Host as many seminars and get on as many committees as possible.

• When the media come to you about a story try to distinguish yourself by thinking of a unique hook or angle.  This way your ideas are more likely to get quoted and you get the media publicity over other potential experts.

• If you want media attention then you need to treat the media well.  Always return phone calls and emails ASAP.  The media publicity often goes to the first two out of 10 experts a reporter calls.

• Befriend the reporters that cover your beat.  Media publicity is sought after so make yourself the go-to guy for one or two reporters.  

• The media are always looking for interesting stories. Don’t just pitch them on you, you, you. If you think of something that is newsworthy you can almost guarantee media publicity.

• To get media publicity you have to be creative.  Feed the media tales from the trenches and allow them an insiders look at the IT world.

Regardless of how you get media publicity you have to remember not to get frustrated if the media publicity you generate does not attract immediate attention.  Even if you manage to land the front page after months of pitching your media publicity idea, you’re phone won’t necessarily start ringing off the hook.  You might get a few inquiries and some congratulatory calls but the media publicity is more about building your credibility than converting sales.  

Use your media publicly wisely and translate it into your business’ marketing collateral.  This is where the real power of media publicity comes into play.  You can use it over and over again; long after the newspaper is thrown away or the newscast is finished.

Bottom Line on Media Publicity
Build relationships with reporters and make their job easier by pitching them ideas that will garner you media publicity.  You will be the big winner in the long run.  

In this article, you’ve been introduced to media publicity. To learn more about how you can improve your knowledge about media publicity, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Credibility is an important factor that will be weighed by your prospects. As an IT Consultant you should be actively thinking about ways to build your credibility. Whether it is through building your credibility at the local level or going for a more national reputation – the credibility factor is an important one to develop.

Your marketing activities need to center on building your credibility and making sure people hear your name. Think about how different your business would be if prospects came to you as opposed to the other way around.  Credibility is the element that will get you to that place.  

Here are some of the more popular ways you can raise your local profile and raise your credibility stock in the IT industry:

• Small business owners are almost always impressed with name dropping. At the local level you should make sure you mention your larger clients when talking to leads.  

• Try to secure at least one business contract with a high profile business. Becoming the official IT vendor for a local well known company or organization in your area is a huge windfall in terms of raising your credibility.  Publicize it whenever possible.

• Look for high profile opportunities to provide IT services.  If you are the official IT provider for a big concert arena or sporting event or a large government or pseudo-government organization you can leverage those relationships and build credibility.

• Be seen at the local business events. Credibility builds with exposure.  Get involved as much as you can.

• Chair an organizational committee or get on the board of directors of a local business organization. An authoritative position is an excellent credibility booster.

• Consider co-sponsoring a local event with another well-known business.  Both the high profile event and your association with a prominent business will increase your credibility.

• Ask for public endorsements of your services.  Look to the business organizations and networking groups you are involved with.  Nothing builds your reputation more than a public acknowledgement that you are indeed a credible business person.  

Bottom Line on Business Image
Credibility is built over time.  You should be constantly on the look out for ways to increase your profile and build your credibility.  You have to work at building it but once your have established your credibility you won’t have to work so hard at acquiring new business – clients will start coming to you.

In this article, you’ve been introduced to credibility. To learn more about how you can improve your knowledge about credibility, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Training seminars are a savvy marketing strategy.  As a Solutions Provider they warrant serious consideration. Hosting a successful training seminar, however, requires a lot of work and planning.  Last time we talked about some ideas for getting the most out of your training seminars.  Here we present some more tips and tricks and some ideas on how to decide who to invite and how to invite them. 

• Make the content of the training seminar fun and entertaining.  Try to get the audience involved.  Ask questions, have people show their hands, have them volunteer information.  Use as many participative learning techniques as possible.

• Provide a handout at the training seminar with your company information all over it.  Put some blanks the paper and have them fill in information as part of the participatory learning. This makes the attendees feel like they own the paper and are more likely to hold on to it.

• Invite your best clients to the training seminars. This creates good will and chances are they will talk to other attendees about their experience with you.  You may even be able to incorporate a few testimonials into your training seminar presentation.

• Practice your delivery.  If you are nervous about speaking, join Toastmasters and practice until you are comfortable leading a training seminar.  Whether delivering a seminar or not, the more comfortable you are making group presentations the more successful you will be in most of your marketing activities.

• Generate demand for your own training seminars by speaking at other peoples’ events:  Speak at a Chamber of Commerce breakfast, participate at a Rotary meeting, get on a panel at a user group meeting, etc..

• Ask your clients whether they know of people who would be interested in attending your training seminar.  These people will be predisposed to trusting you because they already know someone that you provide services to.

• Invite everyone on your contact list to your training seminar. Use postcards, email, phone calls, etc…

• Place inserts advertising your training seminar in newsletters that you send out.

• Consider renting target lists for a direct mail campaign for your training seminar.

The Bottom Line on Training Seminars
Training seminars are a wonderful addition to your marketing strategy.  They are labor intensive and the first few can be a little intimidating.  If you keep your eye on the prize so to speak – the fact that training seminars reach more people and generate a lot of positive buzz, you should quickly conclude that the effort involved in putting on a training seminar more than pays for itself.  

In this article, you’ve been introduced to training seminars. To learn more about how you can improve your knowledge about training seminars, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Training seminars are a marketing strategy that every Solutions Provider should seriously consider.  The opportunity to increase your trust and credibility factors with training seminars is one not to be ignored.  The following are some tips and tricks to help you sponsor the most successful training seminars possible.

• Remember that your training seminar is a marketing tool not simply a goodwill gesture. This means balancing providing value to the attendees while still getting your sales message out.

• Pick a training seminar topic that you know your target is very interested in.  Survey 10 or 20 people within your existing network for ideas.  If it appeals to them, chances are it will appeal to other members of your target audience.

• When you conduct your informal survey, keep track of common threads. Incorporate them into your current training seminar or make note of them for future ones.

• Make sure that whatever topic you pick, you know the information VERY well.  Your training seminar is supposed to prove your competence not highlight your weaknesses.

• Set an RSVP deadline and limit the space.  Make both of these items prominent in your training seminar announcements. This forces people to register in a timely manner and suggests high demand.

• To reduce the no-show factor, send a written confirmation of the training seminar registration by fax or email.  You can even call the day before with a reminder.

• Have a check-in process so you know who actually attended.  Always follow up with people who registered for the training seminar but didn’t show up.  This lets them know you missed them and gives you an opportunity to make contact again.

• Prepare a survey for people to fill out at the end of the training seminar.  To get as many completed as possible, offer a free report or CD in addition to any seminar handouts. The feedback is important for additional marketing ideas, leads, and referrals for future business.  

• Provide a special offer to anyone who signs up for your featured service.  Make the offer time-lined so that you force them to make a decision quickly while they still have your abilities fresh in their mind.

The Bottom Line on Training Seminars
Training seminars are an excellent way to market your services.  For the best success, make sure everything you do regarding your training seminar markets you and your abilities. Use the time to give subtle sales messages but don’t lose sight of the fact that the training seminar must provide value to the people in attendance.

In this article, you’ve been introduced to training seminars. To learn more about how you can improve your knowledge about training seminars, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Sales processes vary depending on the type of marketing you are doing.  Many computer resellers use direct mail advertising as part of their marketing strategy.  The sales process that is critical in this type of campaign is the two-step sales process.

What is a Two-Step Sales Process?
A two step sales process is based on the premise that you are not going to close a $10,000 client from a direct mail postcard.  You need to get a foot in the door.  The two step sales process does just that.  It is designed to get the receiver to raise their hand and indicate they are interested.

For a two step sales process to be successful your offer must motivate the desired action.  Typical two-step sales process requests include:

• calling to reserve a seat at a seminar
• requesting a report
• setting up a free, no obligation mini needs analysis
• providing a confirmation email address

The actual call to action is less important than just getting the initial response.  Once you have a person who is interested, it is much easier to sell them in the second part of the two-step sales process.

Tracking a Two-Step Sales Process
When you use a two-step sales process it is critical that you build in mechanisms that allow you to track these inquires.  If you mail out 2500 postcards, you need to be able to log with 100% certainty how many inquiries were generated by that mailing.  The other factor you need to track in your two-step sales process is how many of those inquiries turned in to paying clients or customers during 30 days, 60 days, 90 days, 100 days, 180 days whatever it is following the mailing.  

You need to know these statistics.  It is extremely important when planning your next direct mail campaign and two-step sales process. You must know what is working so you can do more of it.  

The Bottom Line on the Sales Process
A two-step sales process is the most effective method for selling using direct mail advertising. With this type of sales process you get the targets to raise their hand first.  Then you make the harder sell with only those people who have identified an interest.  
The two-step sales process allows you to track your sales results and it lets you focus on those people who have a high likelihood of being converted to paying customers.

In this article, you’ve been introduced to the sales process. To learn more about how you can improve your knowledge about the sales process, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.