If you aim to be an outsourcing solution for small businesses, focus on demonstrating your credibility. Here are five ways to address any doubts at your sales meetings and seal the deal:
Bring testimonials and case studies – References from satisfied clients are your best marketing tool. Case studies can help them see specifically how your work might help their company.
Have letter of engagement ready – Bring a prepared agreement for a proving ground project, to encourage prospects to take that first step.
Apply the cost of the proving ground project – Offer to rebate the cost of the first, small project towards any future work committed to within 30 days.
Provide a guarantee – One example would be to perform a technology assessment, and offer to refund their money if you don’t find at least three major problems.
Pay attention - Part of your computer marketing strategy should be to know when to walk away. If you sense a troubled company that might be more headache than it’s worth, listen to your gut.
For more ideas on getting new clients, see our white paper, Top 10 IT Marketing Strategies for Consistently Attracting New Business Clients to Your Small IT Business.
Share your own successful computer marketing techniques in the COMMENTS section below.
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