As a network engineer, I love technology tools. You know, the cool stuff that helps you do your job? Virtualization, SAN’s, Remote monitoring and management, new deployment methods, better ways of managing video, voice, and email, etc. You get the point. You love the tools that allow you to do your job better, faster, more efficient at less cost to your bottom line.
Question: Do you share the same passion for marketing tools?
Your marketing tools are what you use to get new clients and it’s more than just a direct mailer or a cold call or even networking (the human kind). It’s about real benefits that matter to the client!
Now – I’m not saying that direct mailers, letters, cold calls, and other marketing methods don’t work – they do for sure – but when it comes to selling benefits, make sure you are selling the right benefits. The ones that truly matter to potential clients.
It’s pretty easy to tell a client that you will help them save money and avoid disasters by being proactive. It’s also pretty easy to tell them they can focus on their core business while you take care of “IT”. And it’s really easy to tell them that “managed IT Services” is far superior to “break/fix”. Generally, these are all true!
What isn’t so easy, however, is to sell real business benefits that are disassociated with the tools you love.
Before continuing on, you might want to grab a cup of …Read more