How To Structure Your Support Agreement

Posted On August 28th, 2009

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, and so on. Next, we have TACTICAL IT services which include the day-to-day business of keeping a network running which includes:

  • Spam filtering
  • Spyware detection and removal
  • Virus definition updates
  • Security monitoring and updates
  • Backups and disaster recovery
  • Event log monitoring
  • Patch management & upgrades
  • Network optimization
  • UPS management
  • Policy development
  • Help desk support

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How To Turn Occasional Buyers Into Monthly, Guaranteed Revenue With Support Agreements

Posted On August 25th, 2009

Although this year flew by I have to admit it’s been a good one. Lots of wins this year and progress made. I can honestly look back with great satisfaction on the
improvements I’ve made in many areas, particularly in lifestyle. I hope you can look back and say the same.

One exercise I’ve committed to doing every year is an annual audit where I write down the top 20 biggest accomplishments, top lessons learned, and the biggest areas or accomplishments I need to make next year. By the way, this is not the old, worn out New Year’s resolution crap that most people do. I actually spend some time thinking about this, write it down, and record it; if anything, it will provide future generations a sneak peek into my early years and provide me the basis of my own “How I Did It” book that I plan on writing in my twilight years. The way I look at it, if you life is worth living, it’s worth recording.

If you don’t journal your life already, I strongly recommend that you start today if for no other reason to force you to take stock in your life and the direction you are headed. On last report, the average life expectancy of the average American was 77.4 years. When you consider that the biggest part of your life is spent sleeping, eating, sitting in your car, and working, you end up having less than 9% of your time for pure fun and leisure. That’s only 6.9 years if you’re doing the math, and I’m sure that percentage is far smaller for the entrepreneur. Read full article and comment →

What’s The First Thing You Should Say When A Prospect Says, “How Much Do You Charge?”

Posted On August 24th, 2009

Before I give you the answer, I want you to think about what you say right now when a prospect asks you this question. Do you:

A. Give them a rough estimate but low-ball the price
so you don’t scare them off.
B. Tell them you won’t know until you work up a proposal.
C. Tell them what you charge by the hour then reassure them it won’t take too long.

Next, how do you FEEL when you give your answer? Do you feel anxious? Worried? Afraid that they will react badly to your price?

Do you feel bad about charging them “so much” and immediately look for ways to discount your rates?

Do you avoid discussing price and deliver your quote to the client via a proposal instead of negotiating this critical aspect of the sale face to face?

If you do any of the above, you have a severe sales handicap that is sabotaging your ability to close profitable deals. It is also causing you to waste an enormous amount of time on low-probability prospects. There are a couple of reasons that sales people (and business owners) make these mistakes, and it goes far deeper than a lack of sales know-how. Read full article and comment →

Outline Of A Marketing System

Posted On August 24th, 2009

Component I:
A Process For Monetizing Existing Customer Relationships

  • Cross Sale Opportunities
  • Maintenance, Membership, On-Going Support Contracts
  • Referrals

Component II:
A Process For Converting A Prospect (Lead) To A Sale

  • USP or Unique Selling Proposition. Answers the question why should I buy from you over my current vendor? Remember, your biggest competitor (or vendor) might be apathy or fear of change.
  • Proof To Back Up Your USP
  1. Testimonials and Case Studies
  2. Performance Guarantees
  3. Statistics
  • Low Risk Offer To Engage The Prospect
  1. Trial Period
  2. Free Service (Like a free network audit)
  • Multi-step sales process that includes several, frequent communications by mail, e-mail, and/or by phone to prompt the prospect to buy.

Component III:
A Process For Generating New Leads (Filling The Funnel) Read full article and comment →