from cold to client - part 2

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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Step 1: Get a highly targeted list

Step 2: Mail a professionally written sales letter

Step 3: Follow up with a simple phone call

» See the replay of Part 1 here: http://www.mspbusinessmanagement.com/webinar/cold-to-customer-5-easy-steps

Recap of Steps 1 - 3

http://www.mspbusinessmanagement.com/webinar/cold-to-customer-5-easy-steps

http://www.mspbusinessmanagement.com/webinar/cold-to-customer-5-easy-steps

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How To Conduct Your Meetings To Achieve

Maximum ResultsOr…

Step 4

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It Takes

Step 4

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How To Conduct Your Meeting To Achieve Maximum Results

Brass Balls = CONFIDENCE: Your Strongest Ally

» Experience

» Understanding your Service

» Understanding the Sales Process

Step 4

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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

2. Listen / Take notes

3. Find the Pain

4. Provide an effective Demonstration

Step 4

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Ask Good Questions

(or recap the problems uncovered if you asked the questions in your phone interview)

1. How reliable would your employees say your computer systems are?

2. How confident are you in the security of your network? Are you adequately protected from viruses, outside intruders or data loss?

3. How are you currently maintaining your computer systems? How did you select this as your support option?

4. If you could change or improve one thing about your current support provider, what would it be?

5. If you could magically eliminate three of your biggest problems, headaches or stresses relating to your computers or support solution, what would they be?

Step 4

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Don’t tell them you can solve their pain…

SHOW THEM with a POWERFUL DEMONSTRATION

• Systems have problems too often? Did they experience data loss or a virus attack?• Demonstrate your Dashboard with easy to identify problem areas• Show instant email alerts on your phone

• Is their current provider slow to respond or communicates poorly?• Demonstrate your remote connectivity• Demonstrate your ticketing portal • Do you offer fast response guarantees?

• Do they feel a lack of control or awareness of their systems?• Show them real-time inventory reports• Show the weekly status reports or monthly service reports they’ll

receive

Step 4

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Then… ASK FOR THE SALE!

Present your agreement and ask for a start date.

Have you adequately demonstrated how you will solve all of their pain?

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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 Objections

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Then… they still have concerns that you haven’t properly addressed.

Find the reason and offer your Free Trial to ease their concerns.

Are they still not ready to give you a shot?

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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

mailto:[email protected]

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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

from cold to client - part 2

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