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251. | Partnering: Where Can You Find Good Partners? One of the best places to find new partnering relationships is through client referrals.
If you're taking on a new client and you get introduced to someone who's a very deeply niched expert, invite them to ...
[Added: 08 May 2006 Hits: 216 Words: 364]
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252. | Partnering: How It Benefits Your Computer Consulting Practice Partnering is really the only way that you can do virtual IT the right way in small business computer consulting. It provides three extremely compelling benefits.
Partnering Advantage #1: You Can Broaden Your Bench
You can broaden the skills you ...
[Added: 07 May 2006 Hits: 260 Words: 399]
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253. | IT Service Agreements: Know Your Clients In addition to knowing your skills and being moderately qualified, keep an eye on the size of companies you want to target for IT service agreements. Going after 60 stations, 100 stations, or 150 stations is not the best place to start.
...
[Added: 05 May 2006 Hits: 204 Words: 338]
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254. | IT Service Contracts: Recurring Revenue is Absolutely Critical One-shot deals are for amateurs. The pros insist on IT service contracts. Otherwise you're going to have a whole bunch of people that call you once or twice a year and in the meantime, you're sitting by the phone waiting for it to ...
[Added: 04 May 2006 Hits: 215 Words: 431]
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255. | IT Audits: The Next Step With most of your clients, once the relationship is established and IT audits are complete, you should move into a project plan mode where you set up a spreadsheet and organize it on a monthly basis.
During IT audits, you're going to find that some ...
[Added: 03 May 2006 Hits: 200 Words: 337]
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256. | IT Audits: What are Your Clients Looking For? When you conduct IT audits, you will want to see what you can solve for your clients. You will want to see what problems they have and what you can do about them. In this article, you'll learn the kinds of questions that they will want ...
[Added: 30 Apr 2006 Hits: 216 Words: 323]
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257. | IT Sales: Stopping the Free Consultation It's critical to make sure that your IT sales call doesn't become an extended free consultation. You're not there for unlimited brain-picking. In this article you'll learn how to move the sales call to IT sales.
It's not about proving how smart ...
[Added: 29 Apr 2006 Hits: 248 Words: 431]
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258. | IT Sales: Discover the Urgency of Their Needs During an initial IT sales consultations, you want to take your clients to the next step, like a site survey. Sometimes prospects will jump right on that. But, what if they say, "I'll let you know; ...
[Added: 28 Apr 2006 Hits: 276 Words: 424]
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259. | IT Sales: Determine Your Clients' Needs When you first meet with IT sales prospects, you'll want to get them talking about their top 3 problems. You may learn that the problems your prospects have aren't ones you or your network of partners or ...
[Added: 28 Apr 2006 Hits: 248 Words: 332]
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260. | IT Sales: Put Your Best Foot Forward Prior to making the first IT sales call to your client, you need to prepare for it. In this article you'll learn how to get ready for meeting with a client for the first time.
IT Sales: Do Your Homework
Before ...
[Added: 26 Apr 2006 Hits: 272 Words: 341]
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261. | IT Sales Calls: Getting Past the Gatekeeper IT sales calls require connecting with the right person in order to be successful. However, getting past the gatekeepers is no easy feat. In this article, you'll learn some techniques to help get you in touch with the person you need ...
[Added: 25 Apr 2006 Hits: 277 Words: 352]
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262. | Computer Consulting: Do Your Homework Beware of vendors who ask you to explain what you do in your business. Instead, give a basic explaination of what your computer consulting business is all about so a client can determine if he has any product or service that's in your picture. Rather than be reactive, ...
[Added: 24 Apr 2006 Hits: 218 Words: 350]
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263. | Computer Consulting: Weeding Out Time Wasters When you're in the computer consulting business, you're selling your personality, you're selling your charisma, and you're certainly selling your business knowledge. Most specifically, however, at the end of the day, you are selling your time. You can't afford to waste it. You need to be able to account ...
[Added: 24 Apr 2006 Hits: 208 Words: 501]
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264. | Computer Consulting: How Do You Find Sweet Spot Clients? Where do you find clients that are going to spend $1,000 to $2,000 a month on IT computer consulting services on an outsourced basis?
You need to evaluate each client.
Are they big enough to need a real ...
[Added: 22 Apr 2006 Hits: 209 Words: 334]
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265. | Computer Consulting: Finding Your Prospects Among Your Leads Some signs are important to look for when looking for your sweet spot computer consulting clients. Most of these businesses will be doing at least a seven-figure annual sales volume with 10 to 25 employees. In this article, you'll learn how to use additional criteria to pick out your sweet ...
[Added: 22 Apr 2006 Hits: 213 Words: 401]
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266. | IT Marketing: Measuring the Response A really important part of the whole IT marketing effort is tracking and measuring. In this article, you'll learn how it's really important to track what the response is and ultimately you want to track how many of the responses converted into sales.
...
[Added: 21 Apr 2006 Hits: 244 Words: 448]
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267. | Computer Consulting: Finding Prospects Among Your Leads How do you narrow down your leads and find your prospects? In this article, you'll learn some criteria that will help you narrow down your computer consulting leads and take them to the next step.
One is finding your industry focus. You must ...
[Added: 21 Apr 2006 Hits: 211 Words: 483]
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268. | IT Marketing: Finding Your First Clients Once you have some clients under your belt, IT marketing becomes easier. In this article, you'll learn the best ways to find the crucial few first clients to help your IT marketing. Here are the ...
[Added: 20 Apr 2006 Hits: 223 Words: 330]
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269. | IT Marketing: What's the Time Frame for Business Success? Success with your IT consulting business won't happen overnight. In this article, you'll learn when you can expect to start bringing in some good profits.
IT Marketing: It's a Systematic Process
Ok, so you've joined ...
[Added: 20 Apr 2006 Hits: 228 Words: 388]
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270. | IT Marketing: Using Speaking Engagements Speaking at business organizations is another great form of IT marketing. In this article, you'll learn how speaking can help you connect with your potential customers.
Speak at Other Groups' Meetings
The great part of speaking at other people's meeting is ...
[Added: 19 Apr 2006 Hits: 197 Words: 395]
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271. | IT Marketing: Successful Seminars An important part of your IT marketing is seminars. In this article you'll learn how to get the most of the seminars you hold.
IT Marketing: Registration is Very Important
Most seminars that you offer should be ...
[Added: 19 Apr 2006 Hits: 211 Words: 542]
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272. | IT Marketing Sales Copy That Delivers IT marketing requires effective copywriting in order to get your prospects to the next step. In this article, you'll learn some tips on how to maximize the impact of your IT marketing materials.
Long sales copy is fine if you're writing a letter as long as it's a ...
[Added: 18 Apr 2006 Hits: 214 Words: 395]
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273. | IT Marketing: Direct Mail Tips Regardless of whether you're doing a letter, a flyer mailer, a big oversized postcard, or a standard-sized postcard, make sure that your headline hits them right between the eyes. Your message must do the same thing. In this article, you'll learn that you have to know what's ...
[Added: 18 Apr 2006 Hits: 216 Words: 381]
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274. | IT Marketing: Postcard Case Study Sometimes you won't get the results you hoped for with your IT marketing. In this article you will learn about some common problems with postcards and how to avoid them.
IT Marketing: The Case
"I've sent out over 300 ...
[Added: 15 Apr 2006 Hits: 220 Words: 412]
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275. | IT Marketing: Improving Postcard Response One of the biggest mistakes that I see when people are doing postcard mailings is there's no urgency. What does that mean? That means that even if I'm interested in hiring you, there's no compelling reason to do so now. I will just file your card away with my other ...
[Added: 15 Apr 2006 Hits: 211 Words: 385]
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276. | IT Marketing: The Benefits of Direct Mail Postcards The great advantage to using direct mail postcards is you don't have to worry that they'll get tossed in the trash without being read. They are already opened. Additionally, postcards are less expensive than other types of direct mail thereby saving on ...
[Added: 14 Apr 2006 Hits: 211 Words: 409]
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277. | IT Marketing: Multi-tasking is Key When you do a direct mail campaign, it is very important that you know exactly who you're trying to reach and that you come up with some kind of targeted message.
If you are just getting started, you may feel overwhelmed when you ...
[Added: 14 Apr 2006 Hits: 206 Words: 318]
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278. | IT Marketing: Know the Decision Maker Know exactly whom the decision maker is that you're trying to target before you start your IT marketing and prospecting. In this article, you'll learn why it's extremely important that you define as tightly as you can who the decision maker is, and ...
[Added: 14 Apr 2006 Hits: 210 Words: 426]
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279. | IT Marketing: Good Elevator Speeches IT marketing requires you to give "elevator speeches," or short little descriptions of your business. In this article, you'll learn how to get the maximum effectiveness from your elevator speech.
If you go to a chamber of ...
[Added: 12 Apr 2006 Hits: 220 Words: 317]
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280. | IT Marketing: Using Your Elevator Pitch Elevator pitches are effective, quick ways of practicing your IT marketing daily. They key is to say something memorable and quick, and to use it whenever appropriate. In this article, you learn how to make your elevator speech stand out for ...
[Added: 12 Apr 2006 Hits: 219 Words: 361]
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281. | IT Specialist: Better Than a Generalist Now how do you become an IT specialist, when to provide virtual IT you need to be a generalist? As an IT specialist, you will still need to provide a lot of different services. You may ...
[Added: 12 Apr 2006 Hits: 230 Words: 394]
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282. | IT Marketing: A Case Study I was flipping through one of those junk mail advertising circulars that landed in my mailbox a couple days ago, and I noticed a colorful, full-page glossy advertisement on page two. This ad must have cost big bucks. Knowing what I know about ...
[Added: 12 Apr 2006 Hits: 196 Words: 510]
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283. | IT Sales: What is Your Unique Offering? What benefits you can give your clients that will be different from the average Joe Consultant? In this article, you'll learn some ways to differentiate yourself from your competition to increase IT Sales.
XYZ Consulting: A Case Study
XYZ Consulting moved into a new location in ...
[Added: 11 Apr 2006 Hits: 247 Words: 576]
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284. | IT Marketing: Your Elevator Pitch An elevator pitch is basically a quick introduction that doesn't sound too canned. You want to work on fine-tuning something that is anywhere from ten to twenty seconds. You use this speech whenever you meet a prospect that you meet at any kind of event. ...
[Added: 11 Apr 2006 Hits: 219 Words: 316]
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285. | IT Sales: Stop Selling Commodities and Start Selling Knowledge The first piece of advice in marketing to strangers is to stop selling products as your lead entrée, as your foot in the door with IT sales. It's not about selling products. It's about selling "you ...
[Added: 10 Apr 2006 Hits: 236 Words: 379]
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286. | IT Sales: It's All About Relationships Developing the bond and the relationship with your clients is very important. In this article, you'll learn how your relationships are your assets with IT sales. It's not about the size of your customer list necessarily. It's not even about the revenue. It's about the ...
[Added: 08 Apr 2006 Hits: 247 Words: 348]
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287. | IT Marketing: Find the Decision Makers The best way to grow beyond your customer base is to do some more IT marketing by getting out there in the community and meeting other people that are the decision makers. The key thing is to find the people that ...
[Added: 08 Apr 2006 Hits: 221 Words: 458]
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288. | IT Marketing: Use Trusted Business Advisors Another way to get your name out there for IT marketing is through trusted business advisors. These are people that small businesses look to for advice. Their customers put a tremendous amount of trust in the reliability of their recommendations. In this article, you'll learn ...
[Added: 08 Apr 2006 Hits: 226 Words: 343]
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289. | IT Marketing: Rewarding Referrals People in some professions, like accounting, can be great people to partner up with. You may even be able to develop a more formal revenue sharing arrangement where your accountant would have a financial interest in connecting you with their existing clients. This could be in ...
[Added: 08 Apr 2006 Hits: 208 Words: 413]
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290. | IT Marketing: Join Organizations In IT marketing, personal referrals you're going to find are by far the most powerful way to get great prospects. Personal referrals are already in a lot of ways pre-sold and they already trust you. In the IT services business, unlike just selling ...
[Added: 31 Mar 2006 Hits: 236 Words: 446]
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291. | IT Marketing: Join Organizations to Build Relationships IT marketing requires knowing lots of people and getting them to trust you. One way to do this is by joining and becoming active in a couple different types of organizations. In this article you'll learn the three different ...
[Added: 31 Mar 2006 Hits: 234 Words: 467]
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292. | IT Marketing: Establishing Credibility How do you best establish credibility if you only have a couple of references and you're just getting started in the consulting businesses? This article will show you how to maximize the effect of the references ...
[Added: 29 Mar 2006 Hits: 195 Words: 460]
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293. | IT Marketing: How to Ask for Referrals Referrals are a great way of IT marketing. In this article, you'll learn how to ask for them.
The Question
The key IT marketing question to ask your clients is "Do you know anyone else who could ...
[Added: 29 Mar 2006 Hits: 227 Words: 418]
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294. | IT Marketing: Mailing to Your Current Customer Database Doing a mailing to your current customer database is a really great place to start. In this article, you'll learn why this IT marketing strategy can be so effective.
Your Customers Already Know You
...
[Added: 28 Mar 2006 Hits: 230 Words: 520]
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295. | IT Marketing: Get Your Expertise Across Two powerful tools to influence your target audience are case studies and your website. These tools show your potential customers that you are their best solution. In this article, you'll learn how to use case studies and websites to help with your ...
[Added: 27 Mar 2006 Hits: 212 Words: 465]
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296. | IT Specialist - Information Gathering is a Must IT Specialists must reach their intended audience to be successful with their marketing. As you'll learn in this article, your first step needs to be gathering information about your niche.
IT Specialists Should Study What their Niche Clients Do
...
[Added: 26 Mar 2006 Hits: 201 Words: 498]
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297. | IT Marketing Secrets on Seminars and White Papers In order to sell a solution, you have to build awareness that there is a problem. Once you have built that awareness, you need to build awareness that your firm can solve that problem. Then you need to build awareness that your solution is relatively pain-free, ...
[Added: 24 Mar 2006 Hits: 223 Words: 445]
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298. | IT Marketing: Using Testimonials In IT marketing, testimonials can be a great selling point for your business. In this article, you'll learn how to use testimonials to your fullest advantage.
Testimonials Give You Credibility
If you want to ...
[Added: 24 Mar 2006 Hits: 211 Words: 453]
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299. | IT Specialists: Are Non-Profits a Viable Market? Yes, non-profits are viable. But there are certainly more financially rewarding sectors for IT specialists. Let's first take a look at the pros of non-profits.
o It's easy to reach non-profits because they belong to trade groups and you can ...
[Added: 24 Mar 2006 Hits: 209 Words: 482]
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300. | IT Marketing: Finding Prospect Lists After you write your long sales letter, you need to know who to send it to. In this article, you'll learn where to find an advertising list and trade organization listings to help with your IT marketing efforts.
Advertising Lists
For list selection, you have many choices. If ...
[Added: 23 Mar 2006 Hits: 232 Words: 476]
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