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:[email protected]
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