Webinar: From Cold to Client...In 5 Easy Steps

Successful Computer Consulting Robert Peretson

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Introducing

Chris Martin GFI MAX

Robert PeretsonSuccessfulComputerConsulting.com

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Proven Methods for IT Support Companies

A 5-Step Plan for Going from Cold to Client

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» We will focus on ONE very specific, very effective Marketing Strategy

» We will detail a specific 5-Step Marketing Plan to use that Marketing Strategy effectively

» Download the Companion Whitepaper from» http://www.mspbusinessmarketing.com» http://SuccessfulComputerConsulting.com

A Step-By-Step Plan

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» Direct Mail Will Find You Highly Targeted, Ready-to-Buy Customers

» Direct Mail Does the Selling For You

» Direct Mail is Pressure-Free – for You AND Your Customer.

» Direct Mail is Massively Efficient

Why Direct Mail Works

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Target the Right Potential Customer

» Access the FREE ReferenceUSA Database at Your Local Library

» Purchase a List

» Build Your Own List

Step 1

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Step 2

Mail a Killer Sales Letter

» Write your own Sales Letter

» Have a Sales Letter written for you

» Purchase a pre-written, ready-to-go, proven Sales Letter

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1. Read a good book

» Scientific Advertising by Claude Hopkins» Available for free download at http://scientificadvertising.com/

» The Robert Collier Letter Book by Robert Collier

» Ca$hvertising by Drew Eric Whitman

2. Use the excellent, free web resources available to you

» The Gary Halbert Letter - http://www.thegaryhalbertletter.com/

» Bencivenga Bullets - http://www.marketingbullets.com/

Write Your Own Sales Letter

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1. How long should it be?

2. Follow the A.I.D.A. Formula

3. Focus on Benefits – Not Features

What Makes a GoodSales Letter?

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Features» We respond promptly

» We monitor your systems around the clock

» We charge flat rates

Benefits» You’ll operate at new levels of productivity

» Have complete confidence that your systems and precious data are protected and secure

» Get the maximum returns possible from your IT spending.

What Makes a Good Sales Letter?

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1. Find a talented and experienced copywriter

2. Be prepared to pay a fair rate for a solid product

3. It takes time to write good copy. You might have to be a little patient.

Have a Sales Letter written for you

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» Written specifically for selling Managed Services

» Has already been tried, tested, refined and proven to work

» Can be easily customized for laser-precision targeting

» No Waiting! You can start using it today.

Purchase a Pre-Written Sales Letter

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The Follow-Up

1. Send More Letters

» Easy» Expensive» Inefficient

2. Follow-Up with a Simple Phone Call

» Easy» Cheap» Laser Targeted

Step 3

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The Follow-Up Phone Call

The FOUR Components

1. The Introduction

2. The Pitch

3. Transition to Close

4. The Close

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The Follow-Up Phone Call

1. The Introduction

Getting past the GateKeeper – How many responses?

A. We’re not interested.

B. We never got your letter.

C. Chris isn’t available now. Would you like to leave a message?

D. Chris is here. I’ll put you through.

The Goal: Is there a reason to move to The Pitch?

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The Follow-Up Phone Call

2. The Pitch

A. Clarify your service

B. Ask good questions

C. Recap the uncovered problems

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The Follow-Up Phone Call

3. Transition to Close

» Suggest a short meeting

4. The Close

» Do mornings or afternoons work better for you?

» Set the appointment

» Thank you!

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Conduct a Perfect Meeting

» Prepare by understanding the basics of selling

» Zero Resistance Selling by Pamela Yellen/Maxwell Maltz

» The Sales Bible: The Ultimate Sales Resource, New Edition by Jeffrey H. Gitomer

» SPIN Selling by Neil Rackham

Step 4

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Conduct a Perfect Meeting

1. Ask Questions / Listen

2. Take notes

3. Find the Pain

4. Provide an effective Demonstration

Step 4

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» What if I don’t want your maintenance plan? What’s your hourly rate?

» Wow, that’s too expensive for me.

» I already have a consultant who I’m pretty happy with.

» And what if they just say, “No”?

Common Questions and Objectives

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Get In with a Free Trial… COMMUNICATE to Seal the Deal!

» Make sure they receive instant alerts from your RMM

» Set a Dashboard training session

» Send automatic weekly system status reports

» Send a PDF Inventory Report

» Include Remote Helpdesk with your trial and gain valuable insight into your potential new client

» Make sure they can track service tickets and receive automatic updates when a ticket is updated

Step 5

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GFI MAX Building Blocks

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» A series of discrete, pre-packaged services that the customer can easily grasp the value of

» That you can sell easily

» That generate recurring profits for you

» Bind that customer to you

» Learn about their systems

» Begin changing the nature of the relationship

» And migrate them to full Managed Services

How the Building Blocks can help you get started

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» All the information, tools and collateral needed to sell and implement a set of Managed Services

» You can use to:

» Attract new customers or strengthen relationships with existing customers

» Easily sell a profitable service

» Ease customers from break-fix to Managed Services

» With NO major changes to your company

» And no expensive training

What’s a Building Block?

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Building Blocks Program – Do it your way!

Server & Network Workstation Email

Server & network management

Workstation management

Email archiving

Email hosting

Delivery verification

Real-time server & network monitoring

Proactive workstation maintenance Email Continuity

Daily ServerHealth Check

Real-time workstation monitoring Anti-virus & anti-spam

Daily Server Safety Check

Daily Workstation Health Check

Email infrastructure monitoring

Lucrative but

complex

Lower value but

simple

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What’s contained in each Building Block?

Each Building Block Contains:

Information about the service, context in which it sits in Building Blocks

Financials (pricing & profit) calculators

Promotional material (flyers, letters, web site text, etc.), value proposition, marketing and sales strategy

Implementation documents (contracts, SLAs)

Implementation considerations: Integration, billing, scaling, etc.

Example: Server Blocks – all you need to price and sell

Server & Network Management

Real-time Server & Network Monitoring

Daily Server Health Check

Daily Server Safety Check1

2

3

4

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Your Logo Here

All the self-branded information and material you need

Sample flyer

Your strap line here

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Sample website copy

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Sample sales letters and telephone scripts

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Pricing calculators, sample contracts, statements of work...

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» All the info and collateral.

» To easily sell straightforward services that the customer grasps.

» That bind the customer to you.

» That truffle hunt and brings more incidents to the surface.

» That you can make good recurring revenues and profits.

» That require no changes to your business system. No training and travel and time.

» That can be used to attract new customers with a straightforward service.

» That start the progression to full Managed Services.

GFI Max and Building Blocks are…Easy!

GFI MAX Building Blocks summary

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You get the full system

Set up in less than 10 minutes!

No commitment

No hard sell

Or contact us for more information:gfimax@gfi.com

Thank you

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Online resource to help you:

» Grow your IT support company

» Run your company more profitably

» Deliver fast IT support and increase uptime

» Minimize threats to your business

MSP Business Management website

www.mspbusinessmanagement.com