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Webinar: Grow your businessand be more profitable
Successful Computer Consulting Robert Peretson
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Introducing
Chris Martin GFI MAX
Robert PeretsonSuccessful Computer Consulting
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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 the customers 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 “Referral-Getting” on steroids.
• Cold Calling
You might dread it... But there’s no faster, cheaper way to bring in new customers.
Promoting your IT Support Company
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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 to do it right)
Promoting your IT Support Company
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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 them thinking about you
• Give Away a Valuable Free Report - Give them somethingvaluable, and they’ll want to give back
Promoting your IT Support Company
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Convince customers to buy your Services
Your prospective customer is interested!
How do you convince them to say “Yes!”?
4. Find their pain
5. Show them how you can help
6. Get them to “Yes!”
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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
Convince customers to buy your Services
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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
Convince customers to buy your Services
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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 tangible product
that will prove you’re better.
Convince customers to buy your Services
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6. Getting to “Yes!”
• Make them an offer they can't refuse - And who can refuse a free trial?
Convince customers to buy your Services
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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’re still in your pyjamas).
Deliver IT Support Services Profitably
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Moving from Break / Fix to Managed Services
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)
Deliver IT Support Services Profitably
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Moving from Break / Fix to Managed Services
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 frequent
reporting.
Deliver IT Support Services Profitably
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Moving from Break / Fix to Managed Services
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.
Deliver IT Support Services Profitably
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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
BB/0012/v1.0/EN
