Since I’ve started taking about objections, I want to spend some time talking about a big, common, objection that you most certainly trip over on a daily basis: “I’ve already got someone just like you supporting my network.” Good marketing is not just about selling the benefits of...
Powerful Field-Tested Marketing Strategies To Generate More Sales Opportunities, Close More Business, And Make More Money In Your Technology Service Business. Old, dumb joke: In Arkansas, what does a tornado and a divorce have in common? Somebody’s about to lose a mobile home. So what does the recent...
In any given month, I review and revise a pile of marketing campaigns sent to me by my Members and Technology Marketing Tool Kit buyers. Although there is never a shortage of ways to screw up a marketing campaign, there are a handful of mistakes that are made...
Over the last month I performed a number of Marketing Piece Makeovers for clients and new Master Mind Members that reminded me just how difficult it can be for a fledgling direct marketer to”see” the flaws in a marketing campaign. I’ve been doing this for so long that...
I don’t care what type of business you are in, there is no better sales lead than a referral from a satisfied customer. Yet most businesses and sales people take referrals for granted. They are grateful for the ones they get but very few have a plan for...
I have found that charging a fixed monthly support fee per device supported and services performed is the easiest way to sell a support agreement. First, a flat rate makes it easy for the customer to understand and budget for your services. Second, it prevents “scope creep”. Third,...
“Hello Miss Robins? My name is George and I’m calling from Acme Financial Services. We offer 401K and retirement plans for small businesses and I was wondering if you would be available sometime this week for me to sit down and talk to you about offering these benefits...
Send pprospects a one-page sales letter in a brown lunch bag from your staff with the headline: “YourName Says There’s No Such Thing As A Free Lunch, But We Say This Is A Free Network Tune Up!” Include two vouchers…one for them and one for a colleague to...
Although I’ve harped on this before, I continually get marketing campaigns submitted to me for critique that contain zero benefits or reasons why a customer should pay attention, let alone respond or buy something. In most cases, I can clearly tell that they spent hours, possibly even days,...
Before we dive into how you can structure your support agreement, let’s remind ourselves of the classic IT functions in any business. First, we have high-level, STRATEGIC IT services. This would include return on investment business support planning, managing IT personnel, IT budgeting and resource planning, asset management,...
