Part of your computer consulting marketing plan should be to track and measure your strategies.  You need to track your responses and how many of them turned into sales.

What types of inquiries resulted from your different marketing vehicles?  For example, if you hold a seminar, track how many registrants came from your Chamber flyer, how many were from a small newspaper ad you had and how many were the result of outbound telemarketing you did yourself?

Measuring Your Computer Consulting Responses

1.    Send respondents to a specific URL so you can see how many went to your Web site.

2.    Ask clients where they heard of you when you talk to them on the phone.

3.    Have clients call a specific phone number to make requests.

4.    Use different response vehicles with each different marketing vehicle.  As an example, if you send out postcards, offer a reduced price on an IT audit and a free seminar with your newspaper ad.

Real Numbers with Computer Consulting Marketing

As an example, you might mail out 1,000 postcards to 1,000 law offices in your area attached to an offer for a seminar, a free report or a free needs analysis.  How many resulted in an inquiry?

You got almost a two percent response on inquiry (a fantastic response rate), at 1.7 percent and out of the 17 inquiries, one turned into a nicely-sized account and one turned into a one-shot deal.  Your results for that mailing would be 17 inquiries of the 1,000 mailed that turned into $19,500 in the first year.  Even if you have it printed and professionally-designed and copy-written with postage you made a $500-$700 investment that turned into a one-shot deal that mostly covered the cost of the mailing and one huge account that paid for the mailing … and then some!  

The main idea is to put time and effort into tracking and measuring your computer consulting marketing results.

Added By:  Joshua Feinberg