Small Biz Tech Talk ™

Direct mail can be a strong addition to an IT marketing campaign.  In order to get the best response from readers, address their problems and needs in any direct mail items.  

Your direct mail headline is an important part of successful IT marketing.  You need to hit on key problems and make your message get across the same points.  What do prospects need?  What is causing them pain?

IT Marketing Needs to Concentrate on Benefits

Your IT marketing direct mail piece needs to focus on benefits to prospects.  Make a statement that gets their attention.  For example, if you are focusing IT marketing efforts on dental offices, say, “Learn how our computer consulting company saves dental offices $10,000 annually.”

Your target prospects might request a free tape, report or consultation; but you have to know their needs inside and out if you want to get them to hear the rest of the story.

IT Marketing Should Focus on Prospects

Direct mail should stress benefits to potential customers.  Don’t talk about how great your company is.  Talk about your prospects and what you know their problems to be and then discuss how you can solve them.  Your certifications are not important when you’re trying to get prospects’ attention with IT marketing materials.  Prospects will care about their own problems and what you can do to solve them.  Your direct mail piece needs to stress benefits.

Added By:  Computer Consulting Kit

Direct mail can be a strong addition to an IT marketing campaign.  In order to get the best response from readers, address their problems and needs in any direct mail items.  

Your direct mail headline is an important part of successful IT marketing.  You need to hit on key problems and make your message get across the same points.  What do prospects need?  What is causing them pain?

IT Marketing Needs to Concentrate on Benefits

Your IT marketing direct mail piece needs to focus on benefits to prospects.  Make a statement that gets their attention.  For example, if you are focusing IT marketing efforts on dental offices, say, “Learn how our computer consulting company saves dental offices $10,000 annually.”

Your target prospects might request a free tape, report or consultation; but you have to know their needs inside and out if you want to get them to hear the rest of the story.

IT Marketing Should Focus on Prospects

Direct mail should stress benefits to potential customers.  Don’t talk about how great your company is.  Talk about your prospects and what you know their problems to be and then discuss how you can solve them.  Your certifications are not important when you’re trying to get prospects’ attention with IT marketing materials.  Prospects will care about their own problems and what you can do to solve them.  Your direct mail piece needs to stress benefits.

Added By:  Computer Consulting Kit

U.S. solution providers are discovering that when small businesses and IT consulting firms outsource help desk services and others to consultants in other countries, particularly India, they are losing money.  Thus, many U.S. solution providers are choosing to use near-shoring service models.  

Solution providers are starting to think about outsourcing services to Canada, where they can either beat or match the prices of Indian subcontractors and get high quality technical services.  According to experts, the cost for India-based services, while suspected by many to be 30 cents on the dollar is actually closer to 60 cents on the dollar.  

Companies choosing to sign outsourcing contracts end up paying 5 to 7 percent in order to manage it in the U.S.  The cost to manage outsourcing contracts in India is 20 to 25 percent, meaning adding the additional 60 percent makes the cost 85 percent higher than if solution providers use a near-shoring services model.  

Many clients and solution providers are stating that using Indian subcontractors, particularly for help desk support has also caused some problems because of the language barrier.  U.S. solution providers believe that near-shoring to companies in Canada will help improve communications and the qualities of the solutions they can provide to English-speaking clients.

IT consulting firms such as CompuComm, with three North American service support centers – one in Dallas and two in Toronto, Ontario – are starting to focus on Canada and the U.S. to provide a majority of their services.  While still using some help from Indian solution providers, companies like CompuComm would like to focus more on Canada for help.

While Canada is less expensive than the U.S., it is still not necessarily the lowest cost option, as India is still often most affordable.  Still, many English speaking customers would prefer to have voice support that is understandable.  CompuComm is also considering adding an offshore support source in Costa Rica in order to offer more dependable and comprehensive support.

For more information on this trend for solution providers, see the attached link.

Blogged By:  Joshua Feinberg

In order to conduct a successful IT marketing strategy you need to identify the decision maker.  Define as well as you can who the decision maker is and further your business.  

If you are targeting a specific industry, the decision maker will be easier to find because you will have access to trade groups, lists you need to obtain and conferences you need to attend.  

The big IT marketing question is, what is the role, job title and kind of person you are targeting as the decision maker?

The Two Most Likely People to Contact with IT Marketing

A majority of small businesses will have two main types of contact people.  The first type is the person that signs the checks, purchase orders and the contracts or purchase authorizations.  This person will be in charge of the profit and loss statement of the company and could be either the owner or a partner.

The second contact person is the internal guru, which is the person everyone goes to with computer problems even though handling computer problems are not his/her whole job.  Typically this contact has another job, such as office manager or administrative assistant.

Ask Questions to Further Your IT Marketing

If you’re not sure who the decision maker is when contacting a company, just ask questions about people’s function within a company.  Who is the person that makes the financial decisions and major IT-related purchases?  Who is the person that everyone calls when the laser printer breaks or something goes wrong with the Internet connection?  If you ask plenty of questions, you will start to get closer to finding your contact person for IT marketing.

Added By:  Computer Consulting Kit

Computer business Lenovo is getting paid large amounts of money to use Intel chips in its machines.  This current profitability for the computer business could fade, according to experts.  

Recently Lenovo signed a $100 million annual incentive plan with rival Advanced Micro Devices (AMD) after rising into the third-largest computer maker spot.  In 2004, Lenovo became the first Asian computer business to work with AMD, and last year AMD announced Lenovo’s desktop computers were about half Intel-based and half AMD-based.    

The burgeoning relationship between computer business Lenovo and AMD was responsible for a lot of Lenovo’s quick growth because the company was able to offer AMD machines for lower prices than those with Intel chips.  According to industry experts, AMD has been really putting pressure on Intel.  Asia, not including Japan represents 22% of global PC sales.

If computer business Lenovo decides to develop more of a relationship with Intel, AMD would suffer.  AMD has been involved in legal battles with Intel for allegations of improper business practices, but has yet to gain a clear victory.

Computer business Lenovo got $22 million as an incentive payment from Intel at the end of the third quarter last year.  The company has not announced a deal with Intel, but did not argue the amount of the $22 million when confronted.  The payment to the computer business is dependent on difference incentive categories, such as the number of chips Lenovo buys and the reimbursement of advertising money the computer business spends on promoting Intel-based machines.  The target has been set at 17 million chips per year, which is equal to Lenovo’s current annual computer production.     

A Lenovo spokeswoman, Julie K. Gottlieb stated the computer business has to agree on the best prices and terms with partners and suppliers to explain the recent buzz.  The $22 million amount is a lot of money for Lenovo if it is working like earnings.  It represents .55% of the total earnings for the company.  If figures are right, the improvement in gross margin could be directly attributed to the Intel incentive payments.  

This possible truth might chance interpretations of computer business Lenovo’s success in the industry in recent years.  For more information on this story, visit the link attached.

Created By:  Computer Consulting 101

With helpful tools and resources about IT marketing and sales strategies, administrative techniques, critical service contract templates and other legal documents necessary for starting an IT services business the Computer Consulting Kit has been chosen by many in the IT industry as a map to growth.  

The Computer Consulting Kit stresses the importance of relationships in the IT industry.  An IT consulting firm is first and foremost about selling services, not commodities.  This means the foundation of any successful consulting company is relationships with clients, subcontractors and business people within the community.

The Computer Consulting Kit and William Patterson of Applied Data Systems

William Patterson owns Applied Data Systems, a San Antonio, Texas-based IT consulting firm that offers computer-related services to those in his area.  Like many consultants just starting out, William found reaching out to others in the face of perceived risk a challenge at first.  The Computer Consulting Kit helped him organize his business plan and gave him strategies that allowed him to take on a leadership role within his community.  With the help of the Computer Consulting Kit he was able to proceed with confidence to establish valuable relationships and communicate the strength of the solutions he provides.

 
William said, “I learned to work with other contractors and to act as a lead contractor as well as a subcontractor.”

He also added that he was able to better manage his relationships and move forward.

“I am learning to partner and coordinate relationships.    The Computer Consulting Kit gave me confidence to move in the right direction and advice on how to approach and cooperate with other contractors in my field without being intimidated.  I feel I understand the benefits of partnering even when it seems that it is a risk.  The Computer Consulting Kit helped me earn $10,000 in additional revenue.”

The Bottom Line About the Computer Consulting Kit and Building Relationships

The Computer Consulting Kit provides a framework for business owners like William Patterson that want to build stronger relationships with clients, community partners and subcontractors.  Join the many IT professionals that are using the Computer Consulting Kit as a resource to build a better, more lucrative business.

Added By:  Computer Consulting 101 Professional Kit

You can add to your IT marketing strategy by joining organizations.  The more people that know and trust you on a personal level, the more high quality referrals you can get to help sell your solutions.  Personal referrals are critical to IT marketing in the IT services business, because they are built on trust, which is necessary when you’re trying to market yourself as a real service rather than a product or commodity. 

IT Marketing Requires Trust

Those looking for IT consultants choose them in the same way they choose other important specialists like attorneys, accountants and doctors.  While they sometimes go to the Yellow Pages, most prefer to use word of mouth referrals from people they trust.

Let Your Community Get to Know You

You can get to know more decision makers and prospects in small businesses if you increase your presence personally and professionally in the community.  Regardless of what IT marketing strategy you use, helping people get to know you takes some time. 

Networking is possibly the best way to build relationships and build interpersonal skills and trust within your community.  A solution provider’s success is not really based on technical skills; it’s based on people and knowing how to deal with them.

IT Marketing:  How Can You Get More Recommendations?

Getting personal recommendations is about getting to know more people.  In order to accomplish this as part of an IT marketing plan, you need to join organizations and attend events regularly to network with those you should know.  Don’t go to everything out there, but do make sure you get involved with the kind of events and organizations that can lead you to opportunities and those that can benefit from your unique service offerings.

IT Marketing and Building Trust in the Community

Personal referrals are your ticket to a successful IT marketing campaign.  In order to get more referrals, you need to join organizations and attend events to build trust and get to know more people.

Added By:  Computer Consulting 101

The Computer Consulting Kit is helping those in the IT services industry accomplish great things by giving them helpful tools and templates to create the best IT marketing and sales strategies, time management systems and provide the best solutions for clients.  

One of the most valuable tools the Computer Consulting Kit provides is information about how to attain clients that will engage in long-term relationships with a firm and help build consistent revenue and a mutually beneficial partnership that will sustain the small business and the computer consulting business for the long haul.

The Computer Consulting Kit and Douglas Clause of HR Data Com

Douglas Clause is an IT professional in Chesapeake, Virginia with his own consulting business, HR Data Com.  He has used the Computer Consulting Kit to establish a strong spot in an industry niche and secure the ideal clients to fit the solutions he is so good at providing.

Last year, Douglas said he was able to “merge with a local cabling/phone system company, so now I can do anything a Small Business would need to have done.”

“I have put many of the things I learned from the Computer Consulting Kit to use and have earned clients and won quotes that I would not of without the knowledge heard here.  It told me the type of clients I should be after (Sweet Spot Clients!) and how to earn them and helped me get $15,000 in additional revenue.”

The Bottom Line About the Computer Consulting Kit

Join business owners and consultants like Douglas Clause that have integrated the lessons presented by the Computer Consulting Kit to strengthen revenue streams and establish high quality relationships with high paying clients and community members.  

To get the same edge as those using the Computer Consulting Kit, visit the provided link that also offers free tips and tools for IT professionals.

Blogged By:  Computer Consulting Kit

PC Tools, a software vendor specializing in security solutions recently created a global web portal for value added resellers to ease the process of purchasing products on the Internet.

Troy Vertigan, the vice president for the new value added resellers global business stated that the new portal will be automated so that the resellers can experience real-time purchases and get registration codes instantly emailed to them.

Value added resellers can place orders in their offices or at a customer’s site and download the software from the website as well as register the full version with the ordered license.  

PC Tools features security tools that fight against spyware and malware and presents two types of software licenses – single and multi-user.  Value added resellers can buy individual activation codes and also get access to the latest software, PC Tools CheckUp that can help detect computer issues.

The software creates a report that easily displays the problems.  PC Tools was excited to create a closer connection with value added resellers, computer retailers and repair shops.  The goal of the company’s latest initiative is to get 5,000 value added resellers involved world-wide in the coming year.

Value added resellers that sign up in February for the new portal will get five free Spyware Doctor activation codes.

Added By:  Computer Consulting 101 Professional Kit

Computer consultants throughout the world are realizing the potential of their businesses by implementing the best practices outlined in the Computer Consulting Kit.  The Computer Consulting Kit offers valuable advice for those involved in the IT industry at every level of experience; tips on marketing, sales, client relationships, administrative tasks and all other elements of a computer consulting business have helped consultants earn more revenue, get better, long-term contracted clients and better manage their time.

The Computer Consulting Kit:  Bill Morgan of Nerds on Wheels

The Computer Consulting Kit offers practical advice on one of the most important elements of a successful IT consulting business – service contracts.  Bill Morgan started his consulting business, Nerds on Wheels in San Diego, California and has used the templates provided by the Computer Consulting Kit to organize a system of service agreements for clients and clarify his business plan.

The strategic marketing techniques presented by the Computer Consulting Kit also helped Bill get his name out there and attract great clients.

“I implemented a remote maintenance and monitoring package. I developed a process for remote monitoring of customer computers with Hyblue. The process also includes once-a-month maintenance on the client’s computers and a status report.

The status report is written in such a manner that a businessperson can understand it. I then developed a marketing letter for the remote maintenance and monitoring package and started weekly mailings. The concept of service agreements introduced by the Computer Consulting Kit was the main item that helped me accomplish this project. Also the rate sheet is great for showing the clients the benefit of service agreements.”

The Computer Consulting Kit:  Benefits and the Bottom Line

The Computer Consulting Kit has many templates and pieces of advice that can help organize any computer consulting business.  It has helped computer consultants like Bill Morgan improve revenue and provide the best solutions to clients.  Join the leagues of computer consultants benefiting from the Computer Consulting Kit including free tips and online resources by visiting the attached link.

Added By:  Joshua Feinberg

References can add a lot to your IT marketing campaign.  At the beginning of your business you will need to establish your credibility often by just using a couple references.  Maximize the effect of your current references and get new ones as part of a conscientious IT marketing plan.  

IT Marketing:  Make Your References Strong

You need to get strong references and have them be in writing on your clients’ letterhead.  In order to maximize the effectiveness of your IT marketing strategies, your references should stress benefits and answer the following questions:

How did you save the client money?
How does your technology solution increase revenue?
How did you help the client close out their month more quickly?
How did you improve productivity within the company?
How does your solution allow clients better communication with tele-workers, suppliers and vendors?

When you only have a few references to use for IT marketing, they need to be strong.

Get Your First References for IT Marketing

When you don’t have any references, you can get them by volunteering for a non-profit of your choice.  Pick to work with a non-profit you believe in for a short period of time at no cost and ask for a testimonial in return.  Non-profits that are well-respected in the community can help you with IT marketing.

IT Marketing:  Asking for Referrals

Asking for referrals can be intimidating, because you don’t want to feel you are pushing clients or too needy.  So how do you ask as part of IT marketing?

A great time to ask is when a customer gives a compliment.  If someone is glowing about a project you’ve just completed, you need to act.  Having an updated testimonial and getting an idea of whether or not they know someone else that could benefit from your solutions is an important part of IT marketing.

Relationship IT Marketing

The best way to use relationship IT marketing is by asking clients for testimonials and referrals to build your business.  Let them endorse your good work and build your credibility.

Added By:  Computer Consulting 101

The Computer Consulting Kit has allowed many professionals to quickly implement the best secrets of running an IT services business.  IT consultants in every niche rely on the Computer Consulting Kit to give them strategies and best practices to use to improve the efficiency of marketing and sales efforts, service delivery as well as general business practices that are the foundation for a long-lasting business.  

The Computer Consulting Kit:  Networking as Part of a Marketing Strategy

IT marketing is a critical component of any successful consulting business.  The Computer Consulting Kit provides ideas on tested and proven marketing strategies that can grow a business and provide invaluable referrals and contacts to truly help establish a reputable place in the community and get the best, highest-paying clients.  

The Computer Consulting Kit:  Lorne Williams of Williams Technology Group

Lorne Williams is a computer consultant in Appleton, Wisconsin.  He just recently started his business, but has already started using the Computer Consulting Kit to help develop his marketing strategy and his business plan.  Like many other consultants, he has learned to build a solid foundation by reaching out to key people in the community and making himself known as a trusted technology provider.

“I just launched my consulting business in October. In three months I was able to create a foundation of key networking and business contacts using Joshua’s advice.”

Building a Store of Business Contacts

Lorne has already noticed that having solid relationships within the community is critical to the growth of his business.

“I now have a database of business contacts with whom I can build a relationship. The networking ideas I received from both the Computer Consulting Kit and the ideas about sweet spot marketing allowed me to understand the value of networking as a lead generation tool. It has saved me a ton of time that would otherwise be spent on non-productive activities.”

The Computer Consulting Kit Can Help Build Relationships

Developing a strong, consistent marketing strategy like the many outlined by the Computer Consulting Kit can help business owners get ahead in the field and provide the best services to clients.  Building relationships is critical in the IT consulting industry.

To learn more about what so many computer consultants like Lorne Williams are using to help them get ahead, take a look at the Computer Consulting Kit and a variety of free resources and tips.

Added By:  Computer Consulting 101