If you own a computer repair and maintenance business, you know just how important it is to be constantly growing your client list. To help you narrow down your to-do list, consider these top five recommended business development strategies:
Know exactly what your target market is and what your ideal client profile looks like – Way too many owners of computer repair and maintenance businesses flounder around without a clue. Why? Because they haven’t taken the time to come up with a very simple definition of their market and ideal client. This exercise is incredibly important, but it shouldn’t take you more than 30-60 minutes if you’ve already thought through what your business is all about. And if your answers to these two questions can’t fit on a single page in Microsoft Word, you’re overthinking this.
Teach your target market how to think smarter about IT – A lot of the IT pros in computer repair and maintenance struggle with price competition. Why? Because their marketing plan stinks. You can avoid this price competition almost entirely by arriving much earlier in the sales cycle and teaching your target market about key business and IT issues. The goal: make your business look like the only one to turn to for IT-related assistance. How do you do this? White papers, blog posts, newsletters, and seminars can all be very effective business development strategies.
Use your ideal client profile as mandatory lead qualification questions – Now that you know the exact attributes of your ideal client, why in the World would you bother accepting leads into your sales funnel that aren’t even close? These lead qualification questions must be consistently asked—whether during a phone conversation or during a form filled out on your website. And by all means, the answers should be recorded into your CRM system.
Let your biggest fans do the selling for you – Want to avoid having to pitch new business? It’s really simple: let your clients that love your business do the selling for you. Build up a library of testimonials (video preferred), case studies, and reference letters. This social proof can do wonders to accelerate your sales cycle and eliminate objections…even price objections.
Turn leads into new clients faster with small initial projects – Oftentimes those in computer repair and maintenance let the sales cycle drag on for literally months because they’re pitching a major project to a prospective client that they’ve never done business with. Want to know a simple secret that turns qualified leads into paying clients faster? Sell new clients on small, initial proving-ground projects for $200-$500 (or your local currency equivalent) so that the purchase decisions can be made on the spot as impulse buys. Once you delight your new clients on these first projects, there will be plenty of time and consideration to your big picture recommendations for larger, more strategic five- and even six-figure projects.
Consistently attracting and retaining new clients is incredibly important to anyone in computer repair and maintenance.
What business development strategies have you found most effective? Please share your tips and hints in the Comments box below.
And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on the Top 10 IT Marketing Strategies For Consistently Attracting New Business Clients to Your Small IT Business.
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