Grow Your Business and Be More Profitable

8/6/2019 Grow Your Business and Be More Profitable

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Webinar: Grow your business

and be more profitableSuccessful Computer Consulting

Robert Peretson



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Introducing

Chris Martin

GFI MAX

Robert Peretson

Successful Computer Consulting



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Proven Methods for IT Support [email protected]

9 things you can start tomorrow



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1. Active Marketing

� Get out there and bring in some new client¶s TODAY!

2. Semi-Automatic Marketing

� Let your marketing do the preliminary work for you

3. Fully-Automatic Marketing

� Hands-off marketing. Put your message out there and let it bring in thecustomers on it¶s own.

Promoting your IT Support Company



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1. Active Marketing

� Getting Referrals

Your best opportunity for a slam-dunk new clientis when a someone who trusts you, recommends you.

� Business Networking

It¶s ³Referral-Getting´ on steroids.

� Cold Calling

You might dread it... But there¶s no faster, cheaper wayto bring in new customers.




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2. Semi-Automatic Marketing

� Build an effective website - It¶s often your first opportunityto make a good impression. Capitalize on the opportunity!

�

Promote your website with SEO - Make sure localcompanies that are looking for you can actually find you!

� Effective SEO Techniques

� Keyword Research -https://adwords.google.com/select/KeywordToolExternal

� Article Marketing, Blog Posting, Press Releases & Forum Profiles

� Direct Mail - The most effective marketing I¶ve ever used! (once I learned todo it right)




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Some Good Copywriting Resources

� Scientific Advertising by Claude C. Hopkins -http://www.scientificadvertising.com/ScientificAdvertising.pdf

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

� The Robert Collier Letter Book ± by Robert Collier

� Ca$hvertising ± by Drew Eric Whitman

Convince customers to buy your Services



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3. Fully Automatic Marketing

� Send a Monthly Newsletter - An easy and effective way to keep themthinking about you

�

Give Away a Valuable Free Report - Give them somethingvaluable, and they¶ll want to give back




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Your prospective customer is interested!

How do you convince them to say ³Yes!´?

4. Find their pain

5. Show them how you can help

6. Get them to ³Y es!´



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4. Find their pain

� Ask lots of questions

� Listen lots more than you talk

� Repeat their problems back, so they know you understand them




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Some Recommended Reading

� SPIN Selling by Neil Rackham

� The Sales Bible: The Ultimate Sales Resource, New Ed. By Jeffrey Gittomer

� Zero Resistance Selling by Pamela Yellen / Maxwell Maltz

� The Greatest Salesman in the World by Og Mandino




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5. Show them how you can help

� Nothing is more effective than a compelling demonstration

� Everyone makes promises of a better service ± Offer them a tangibleproduct that will prove you¶re better.




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6. Getting to ³Yes!´

� Make them an offer they can't refuse - And who can refuse a free trial?




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Deliver IT Support Services Profitably

7. Use affordable tools to increase efficiency

8. Automate administrative tasks

9. Automate communication

+ One for FREE - Always be proactive



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Moving from Break / Fix to Managed Services

7. Leverage today¶s affordable technologies to make:

� Your client¶s more productive� Your clients better satisfied

� You more efficient� And you much more profitable!

� Clone yourself (or your top employees)

� Use Remote Support to arrive instantly at many clients at once (even if you¶restill in your pyjamas).




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8. Automate time-sucking administration tasks (and get paid faster!)

� Use a good PSA to:

� Keep clients informed with instant, automatic status updates� Make time reporting an automatic process� Generate monthly invoices in minutes instead of hours (or days)




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9. Automate Communication

� Poor communication KILLS relationships� Keep clients informed with automatic status updates

� Let clients know you¶re taking care of them with regular and frequentreporting.




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And one for FREE (if we¶ve time). Always be proactive

� Your time is your most valuable resource!� Take control of your work-flow, rather than letting unexpected problems

control you.




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GFI MAX Building Blocks



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» A series of discrete, pre-packaged services that the customer can easilygrasp 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 setof 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 & networkmanagement

Workstationmanagement

Email archiving

Email hosting

Delivery verification

Real-time server &

network monitoring

Proactive workstation

maintenance Email Continuity

Daily Server Health Check

Real-time workstationmonitoring

Anti-virus & anti-spam

Daily Server Safety Check

Daily WorkstationHealth Check

Email infrastructuremonitoring

Lucrativebut

complex

Lower value butsimple



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What¶s contained in each Building Block?

ach Building Block ontains:

Information about the service, context inwhich 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, SL As)

Implementation considerations:Integration, billing, scaling, etc.

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

Server & NetworkManagement

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

Sampl e f ly er

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 andtime.

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

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Documents

Grow Your Business and Be More Profitable