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Effectively using Social Networking to build your IT Support business
Richard Tubb Independent Consultant
Chris Martin GFI MAX – MSP Consultant
Slide 2 of 34
Introducing
Chris Martin GFI MAX – MSP Consultant
Richard TubbIndependent Consultant
Slide 3 of 37
Webinar Agenda
» The principles for using Social Networking
» The ROI of Social Networking
» Social Networking vs Social Media
» Tips for Twitter, LinkedIn and Facebook
» Why Blog?
» Content Loops
» The Tools to use
» Social Networking vs traditional Business Networking
» Question and Answer
Slide 4 of 37
The Principles of Social Networking
» Do not sell!
» Use to educate
» Add Value, not noise
» It’s a two-way conversation
» It’s about quality, not quantity
Slide 5 of 37
The ROI of Social Networking
» Establishes you as a subject matter expert
» Begins process of building trust in you
» Gives you visibility
» Typically used as a conversation starter
» Business can be won thanks to Social Networking!
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All about conversations
Social Networking vs. Social Media
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Social Media
» Primarily about content
» There are still opportunity for conversations though!
Slide 8 of 37
Content Loops
» Create a video on YouTube –link to your web-site
» Create a blog post talking about the video
» Tweet about the blog post
» Create a LinkedIn status update about the blog post
» Add photos to Flickr about how you made the video
» Your web-site has a link to your blog
» Different people consume information through different channels. Help them to find you!
Slide 9 of 37
The tools to use
» Tweetdeck
» Outlook Social Connector
» SocialOomph
» Google Alerts
» Bit.ly – Shorten and track the links you share
» Read my blog article – “The Tools I use” (link TBA)
Slide 10 of 37
» 140 Characters – micro-blogging!
» What you say will be open for the world to see!
» Share links that share your viewpoint – add your thoughts
» Follow like minded individuals, start conversations
» Use Groups to categorise those you follow – Business, Friends, Local, Vendors, Prospects, etc.
» Getting started? Re-Tweet (RT) some articles, ask and answer questions
» Use Hash-Tags (#) to discuss specific subjects
Tips for Twitter
Slide 11 of 37
Tips for LinkedIn
» Solely business focus
» Offers status updates like Twitter– but use sparingly.
» Use as part of your process for managingbusiness cards
» Scan the Weekly LinkedIn update e-mail for opportunities to re-connect with people
» Use LinkedIn Groups to engage with peers and prospects
» If cross-posting to Twitter, don’t use Hash-tags (#) on LinkedIn!
Slide 12 of 37
» Facebook primarily for personal relationships,but is used extensively for business too
» The line between personal friendshipsand business friendships is blurring
» People do business with people they like– don’t be afraid to be yourself on-line!
» Use Facebook Privacy settings to separate your friends and colleagues where necessary
» Use @ sign to tag other people – in status updates, in photos
Tips for Facebook
Slide 13 of 37
Why Blog?
» Blogging is free – it doesn’t matter if anyone reads it!
» It teaches you to effectively articulate your thoughts and points – it’ll make you a better salesmen, a better speaker, a better party guest!
» Be consistent with your message and your frequency
» If you’re good at it, people will read. If you’re no good at it, you’ll get good at it.
» Effectively builds trust in you and your brand
Slide 14 of 37
Social Networking Etiquette
» When in doubt, treat like “real world” networking
» Don’t say anything you wouldn’t want to be quoted on
» But do be yourself!
» Don’t “Friend Collect” – *always* write personalised introductions within connection requests
» Read my blog post – “Thanks for your Friend Request, but who are you?” http://bit.ly/tubblog-friendrequest
Slide 15 of 37
Social Networking vs. traditional Business Networking
» Social Networking compliments traditional networking, and visa versa!
» Putting all your energy into just one or the other will only get you so far
» Use a balanced “linked up” approach to networking both on-line and off-line – Face-to-Face, Telephone Calls, E-Mails, Social Networking
» Always try to “Be The Connector”
Slide 16 of 37
Any questions?
» Blog – www.tubblog.co.uk
» Twitter – www.twitter.com/tubblog
» LinkedIn – www.linkedin.com/in/richardtubb
» E-Mail – [email protected]
Slide 17 of 37
GFI MAX Building Blocks
Slide 18 of 37
» 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
Slide 19 of 37
» 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?
Slide 20 of 37
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
Slide 21 of 37
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
Slide 22 of 37
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...
Slide 26 of 37
» 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
Slide 27 of 37
» You get the full system
» Set up in less than 10 minutes!
» No commitment
» No hard sell
» Or contact us for more information:[email protected]
Thank you
Slide 28 of 37
Slide 29 of 37
» 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