Small Business Computer Consulting Blog

Defining a Cloud Marketing Strategy? Here Are Some Tips

Posted by Ben Taylor

Oct 1, 2014 5:30:00 AM

There’s no doubt that you need a good cloud marketing strategy if you plan to successfully sell cloud services to your clients.

The cloud services market is becoming quite saturated nowadays, with even the more traditional IT service providers waking up to the benefits of selling (or reselling) cloud services, particularly in relation to the ongoing commission streams that the latter can provide.

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Topics: cloud marketing

How IT Solution Providers Can Close Sales Faster

Posted by Joshua Feinberg

Sep 29, 2014 5:30:00 AM

If your IT company offers a product or service that’s relatively inexpensive, it’s possible that you don’t face much of a sales cycle. So the website visitors and leads that you generate today might very well materialize into revenue within hours or days after first learning about your firm.

However if you own or manage an IT solution provider business that targets SMB, mid-market, or enterprise clients, there’s a pretty good chance that your sales cycle length is somewhere between weeks and months. In this post, we’ll look at how you can speed up the sales cycle and close sales faster.

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Topics: IT solution providers

Is Your IT Consulting Website Failing to Collect the Right Forms Data?

Posted by Joshua Feinberg

Sep 22, 2014 5:30:00 AM

If your IT consulting website is more than just a glorified static brochure, and you hope to generate qualified leads from it consistently, you’re going to need some well thought-out landing pages that collect data via forms.

Most websites for IT consulting firms are just atrociously bad at generating leads, let alone qualified leads, in any kind of reasonable volume that moves the company towards its revenue goals.

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Topics: IT consulting website

Writing a Consulting Services Agreement: Five Essentials

Posted by Ben Taylor

Sep 19, 2014 6:00:00 AM

Putting together a consulting services agreement is usually quite a pleasing task. After all, the fact that you’re producing one usually implies you’ve signed up a new client and can look forward to additional revenue.

It’s essential to remember that an IT consulting services agreement is there for the benefit and protection of both parties. Your client needs to know what they can expect from you, but you also need to make clear what you expect of them. Here are five essential considerations for when you next put an agreement together. 

1. Operating hours

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Topics: consulting services agreements

How Good Are Your Landing Pages for Marketing Consulting Services?

Posted by Joshua Feinberg

Sep 17, 2014 6:30:00 AM

Landing pages are like 24/7 employees. Once they’re set up properly for marketing consulting services, landing pages sit there day, night, weekends, even holidays -- and collect your leads.

Landing pages don’t take sick days. They don’t get caught up in office gossip or politics. And they don’t generate friction with co-workers.

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Topics: Marketing Consulting Services

Top 6 Ways an IT Company Can Create Content and Lead Generation Offers

Posted by Jennifer Rossler

Sep 15, 2014 7:00:00 AM

In order to attract your target client to your website and convert them to a lead for your IT company, you need to create content and lead generation white paper offers that are relevant to them. You must know your audience and understand their needs.

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Topics: IT company

5 IT Marketing Strategies That Cost Little or Nothing

Posted by Ben Taylor

Sep 12, 2014 3:57:56 PM

Establishing the best IT marketing strategies for your business is not always easy. The famous American businessman, John Wanamaker, once said that he wasted half of the money he spent on advertising, but the problem was that he never knew which half that was!

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Topics: IT marketing strategies

Is Your Cloud Services Website Ignoring Everyone Who Isn’t Buying Today?

Posted by Joshua Feinberg

Sep 8, 2014 4:28:08 PM

When I talk with owners of IT businesses that are struggling to generate more leads, clients, and revenue from their cloud services websites, I see a shockingly common problem: Nearly all of these websites have only one or two ways for a visitor to become a lead.

The Contact Us Page Problem

In most cases, you’ll find a Contact Us page. Now granted some Contact Us pages are better done than others.

The lousy Contact Us pages try to hide the company’s physical location and sometimes even its phone number.

The good Contact Us pages not only alleviate website visitor anxiety by providing offline contact information, the forms that capture the data do a good job of walking the tightrope between:

  • Asking enough information to properly qualify the lead
  • Not freaking out website visitors by asking for the earth, moon, sun, and stars

But the bigger issue: Generally the only people who will fill out a Contact Us form are either

(a) trying to sell you something, or
(b) have immediate buy urgency.

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Topics: cloud service providers, cloud services websites

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