Small Business Computer Consulting Blog

Accelerate Your IT Sales Closing Rates with Tic Tac Toe

Posted by Joshua Feinberg

Aug 13, 2014 11:21:19 AM

Many people learn best from visual examples. In this post, you’ll learn how visualizing a simple Tic Tac Toe drawing, the kind of game you likely played hundreds if not thousands of times as a kid, can do wonders to accelerate the rate of at which you close IT sales.

Across the Top: The Three Sales Cycle Stages

Going horizontally across the top row, you’ll see the three sales cycle stages:

  • Research Problem
  • Establish Criteria
  • Evaluate Vendors
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Topics: IT sales

Is Your IT Lead Generation Campaign Accelerating Your Sales Cycle?

Posted by Joshua Feinberg

Aug 7, 2014 11:35:33 AM

When planning an IT lead generation campaign, most are focused on cost-effectively generating highly-qualified leads at scale.

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Topics: IT Lead Generation

How to Sell IT Managed Services to Break/Fix Clients

Posted by Ben Taylor

Aug 5, 2014 10:42:10 AM

Many IT service providers are currently keen on moving towards providing IT managed services instead of break / fix services. This is more than just a trend, as it makes real economic sense.

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Topics: managed services, managed IT services, IT managed services

Does Your IT Consulting Marketing Have a Compelling Call to Action (CTA)?

Posted by Joshua Feinberg

Aug 4, 2014 4:36:10 PM

Every month, I look over dozens of good examples and bad examples of IT consulting marketing efforts.

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Topics: IT consulting marketing, CTA, call to action

How to Market IT Services to Firms with Limited Budgets

Posted by Ben Taylor

Jul 31, 2014 5:29:22 PM

It’s not easy to market IT services to firms with limited budgets, and in this day and age you’ll probably find that nearly all SME clients at least claim to have limited budgets! Even so, all businesses need effective IT systems, and someone to make sure that they work reliably and consistently.

Here are a few hints to help you market your services to those clients who seem determined not to hand over any money.

1. Try to establish what kind of IT budget your prospects actually have

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Topics: selling IT services, How to market IT services

3 Tips Your IT Consultancy Can Learn from the World Cup

Posted by Guest Blogger

Jul 30, 2014 2:31:27 PM

Now that World Cup madness has ended, use these tips to replicate its brand awareness success for your IT consultancy. 

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Topics: IT consultancy, small business IT

How to Get Your Managed Services Pricing Just Right

Posted by Ben Taylor

Jul 25, 2014 12:34:00 PM

Getting your managed services pricing exactly right is a fine balancing act. In an ideal world, people would pay more attention to quality than price, but cost often proves to be a deciding factor when a customer chooses between prospective service providers. 

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Topics: managed services, managed services pricing

How to Differentiate Your Managed Services with Syncopation

Posted by Joshua Feinberg

Jul 24, 2014 5:02:03 PM

Most managed services providers face a brutally difficult challenge: standing out in a sea of sameness.

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Topics: MSP, managed service providers, managed services, inbound marketing

Marketing a Computer Consulting Business: The Basics

Posted by Ben Taylor

Jul 22, 2014 4:28:52 PM

Marketing a computer consulting business needn’t be complicated or expensive, but it’s easy to get it wrong, and to spend money that you don’t need to.

In this article, we concentrate on the real basics of promoting your IT consultancy. You should make sure you’ve got all of these bits right, before you even start to think about things like advertising. 

1. Establish exactly what you’re offering. 

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Topics: Marketing a Computer Consulting Business

Why B2B Software Companies Fail to Scale. And How You Can Fix It! (Part 2 of 2)

Posted by Joshua Feinberg

Jul 18, 2014 3:42:06 PM

In the first installment of this two-part series, B2B Software Companies with Modest LTVs Need Smarter Inbound Marketing (Part 1 of 2), you learned about why you need a great handle on your ideal client’s lifetime value (LTV), why your price points may drive your sales and marketing approach, and how equilibrium (profitability) can be restored.

Now, let’s turn our attention to how you can spend less labor-intensive sales time with prospects that aren’t yet ready and how you can select the right strategies, tools, and tactics to profitably scale your Inbound marketing.

How to Spend Less Time with Each Prospect

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Topics: inbound marketing, B2B Software Companies