Computer Consultants Secrets ™

Marketing surveys are an excellent way to get information from contacts, prospects, and leads for your PC Repair Business.  They allow you to keep in touch and keep current with what is going on after you have made a sales call.

Your goal in marketing is to keep your name current in your prospects’ minds.  You don’t want to keep up with the same tactics though.  This is where marketing surveys come in.  By sending a marketing survey instead of another letter or phone call asking for a sale, you are establishing contact in a non-obtrusive way.  

Marketing surveys are not pushy.  They are centered on the prospect and they don’t ask for anything.  As an incentive, you can even offer a free tip sheet or report in exchange for completing your marketing survey.  

When designing a marketing survey campaign here are some guidelines to follow:

• Keep your marketing survey relatively short and simple.

• Mail or fax your marketing survey about four weeks after your initial sales appointment, conversation, proposal delivery, etc…  

• Send another marketing survey again about 6 months later, and 6 months after that to keep the dialogue open.

• Include on your marketing survey questions similar to these:

What’s the single biggest problem that you are having right now?
What’s the single biggest business problem that you are having right now?
How are you currently dealing with these problems?
What do you think the solution might look like to these problems?
What’s the single biggest obstacle that’s preventing you from moving forward in your project that we discussed earlier?
Do you have any friends, family members, or business associates that can really use our help with computer problems?

• Consider offering an incentive for filling out and returning the marketing survey.

• Always end your marketing survey with a thank you.

Bottom Line on Marketing Surveys
A marketing survey essentially serves as a prospect follow up letter.  It provides another touch point without calling, nagging, and asking for a sale.  Marketing requires creativity.  Put a marketing survey together today and reach out to your contacts and prospects in a new and innovative way.

In this article, you’ve been introduced to marketing surveys. To learn more about how you can improve your knowledge about marketing surveys, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Contact management systems allow you to track which marketing techniques are working and which aren’t.  With an effective contact management system in place you can see at a glance how much time you are spending with leads and from which sources you are getting the best leads.  

A contact management system is like a mini Profit and Loss Statement.  In it you track your activities and results for different marketing channels:  referral marketing, seminars, direct mail, joint ventures, etc… For each lead source you should track the following type of information:

• How much time you spent
• How much money you spent
• How many paying clients it brought in
• How much revenue was generated

From this type of information your contact management system can calculate:

• How much time it costs to acquire a lead and client
• The dollar cost per lead and client
• The total cost involved per lead and client
• Conversation percentages
• Number leads to number of clients
• Revenue per lead
• Revenue per client

To get the most benefit from a contact management system you have to be disciplined.  You need to consistently record how much time you spend on each lead and client over a period of time. If you update your contact management system every month you should be able to keep on top of what is happening.

Bottom Line on Contact Management Systems
Contact management systems provide a wealth of information.  By recording data related to your lead and client generation you can track what you are doing, what is working, what’s not and then make sound marketing decisions.  Using a contact management system gives you the confidence you need to dump the things that aren’t working and concentrate your time and money on those that are.

In this article, you’ve been introduced to contact management systems. To learn more about how you can improve your knowledge about contact management systems, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Business referrals are like the Holy Grail of marketing. Anytime you can get word of mouth advertising - which is what business referrals are - the results are priceless.

Once you get set up with business referrals you don’t need to do much else besides that.  The key thing is getting to the point where business referrals are what primarily drives your marketing efforts.  

The first and foremost factor for generating business referrals is offering outstanding service:  under-promising and over-delivering.  Your most powerful business referrals will come from your current customers and clients.  Take care of them and they will help you.

When you are looking to expand your base of business referrals you need to know:

• What to ask
• When to ask
• How to ask

By getting these three steps right, your business referral rate will skyrocket.

From every satisfied customer you should be able to generate at least one business referral per year. What you need to ask is that each customer think about potential business referrals they can make.

When you need to ask this, is soon after they give you a great compliment.  How easy is it to give a business referral after you’ve had great service?

How to ask, is by making sure you do not apply any pressure.  Asking for a business referral is asking for a favor.  Don’t sour your client’s experience by putting him or her on the spot.  This will only lessen your chances of actually getting a business referral.

Here is an example script asking for a business referral:

“You know Jim thank you for your kind words and praise.  I really enjoy this work a lot. It is really gratifying when I hear how much value your business is getting out of it.  I sure wish I had more clients just like you.  You are such a pleasure to work with and you have such nice people here.  Do you have any friends with computer problems that we ought to be talking with?”  

Bottom Line on Business Referrals
Business referrals need to be direct but also low key.  Many times computer consultants are too busy or too shy to ask for a business referral. If that’s you, you need to get over it.  The number one way to get more business referrals is simply to ask in the first place and ask often.  

In this article, you’ve been introduced to business referrals. To learn more about how you can improve your knowledge about business referrals, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Starting a new business is difficult.  Customers don’t typically come calling on you right away. Everyone starts somewhere and not all of your first clients will be long term, sweet spot clients.   

Starting a new business means you don’t have your business foundation completed yet.  At first you need to get clients - any clients.  These are called stepping-stone clients. They are what will bring in your early revenue.  You also need to start acquiring positive business testimonials. Again, you need steppingstone clients for this.

Six months after starting a new business is when you can start to get more selective.  Earlier than that your accounts will typically be smaller than you would like.  That’s ok because you need to be confident that when you are starting a new business these smaller clients will eventually be replaced by your ideal, sweet-spot clients.

Types of work to expect when starting a new business include:

• LAN audits
• MCSC tutoring
• Training seminars
• Small peer to peer jobs
• Upgrades
• PC tune-ups
• Light web site design
• Optimization and troubleshooting

When you’re starting a new business your personal and business network are critical.  These contacts will be the ones who will refer you to small jobs.  As you complete these small jobs word will spread about your services.  Not long after starting a new business and finishing these types jobs, more referral business will start flowing in.

Bottom Line on Starting A New Business
You can’t afford to ignore any business when starting a new business.  You also can’t get discouraged.  Starting a new business is an exercise in patience and diligence.  You never know where one of your small jobs might lead you. There is lots of time to be selective with your clients - starting a new business is not the time.

In this article, you’ve been introduced to starting a new business. To learn more about how you can improve your knowledge about starting a new business, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Business contact information is a necessary requirement for pre qualifying potential clients.  There are certain attributes that you want to look for in business contacts so you need to capture and track that information.

Every prospect’s file should have a list of his/her business contact information.  It doesn’t matter how you get the information, it simply matters that you get it.  Two common sources for acquiring the necessary business contact are through phone calls and through web site information request forms.  These forms can be printed out and faxed to you or sent via pdf.  

The important issue to remember when gathering business contact information is that you get the information back before you go on the sales call. The type of information you need to know about your business contacts include these items:

• Contact information
• Web site URL
• The business industry
• Number of employees
• Number of locations
• How many computer users
• How many people are on the LAN
• How many desktops
• How many laptops
• How many servers
• Brand of PCs they have
• Most important software application
• Windows and Office versions
• Do they use NetWare, Linux, Unix
• Do they use a host based system
• Define their top 5 computer related problems (list in descending order)
• Who supports their PCs and technology today
• What is their revenue
• How did they first hear about your company

Bottom Line on Business Contact Information
All of this type of information about your business contacts will help you understand the business.  You will be able to analyze whether the business is part of your sweet spot.  With this type of business contact information you can make sure the company is the right size for your business and that they use hardware and software systems that you feel comfortable supporting.

In this article, you’ve been introduced to business contact information. To learn more about how you can improve your knowledge about business contact information, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Strategic marketing plans are a must have for your fledgling computer business.  With a strategic marketing plan you define a means to accomplish your overall marketing goal.  

The most successful businesses have a strategic marketing plan in place and they refer to it often.  They use it as a living document and not something that sits on the shelf collecting dust.

When developing your strategic marketing plan your first priority should be how you weight the different marketing activities available.  Here is a suggested breakdown for you to consider when developing your strategic marketing plan:

• Spend about 50% of your time and money on a combination of marketing through organizations and referral marketing.

• Spend about 20% of your time and money on doing things related to speaking and teaching and seminar marketing.  This part of your strategic marketing plan includes your solo seminars as well as those that you joint venture with accountants and other niche technology providers.

• Third priority in your strategic marketing plan is direct mail.  Plan to spend about 20% of your time and money on direct mail.  Here, targeting is extremely important.  In fact targeting is a factor for consideration with all of the elements in your strategic marketing plan.  

• The last and smallest facet of your strategic marketing plan should be the marketing activities that tend to work for some and not for others.  These are all the other types of marketing activities available from door hangers and telemarketing to targeting specific industries.  This part of your strategic marketing plan will include a lot of hit and miss items but you won’t know what works until you actually test it.

Bottom Line on Strategic Marketing Plans
Start thinking about building your strategic marketing plan at the very beginning of your business planning exercises. Your strategic marketing plan will hold you on course as you wind your way through the many different marketing techniques available.  If you follow the percentages above, your strategic marketing plan will force you to concentrate on proven marketing strategies and only pursue the most risky alternatives in small amounts.

In this article, you’ve been introduced to Strategic Marketing Plans. To learn more about how you can improve your knowledge about Strategic Marketing Plans, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Credibility is an overused buzz word but it is so critical to business success that it can’t be overlooked.  As an IT Integrator you need to be seen as having high credibility. This is what will set you apart from your competitors.  

Building credibility however, doesn’t come overnight.  To build up your credibility stock you need to get involved in the community.  You need to send the right message to the small businesses in the sweet spot that you want to get active with.  I have been successful building my credibility in a variety of ways.  

I once sponsored a congressional press conference at our offices.  It was for some initiative developed to bring more IT related businesses into the region.  My credibility  shot through the roof after it was through. Being involved with high profile events is an excellent way to build credibility. People see you as an expert and lots of people see you.

Another credibility building event I was involved in was doing the CAT 5 work in the governor’s office. Again, this is high profile.  When you make network contacts in places that enjoy high credibility your credibility factor increases just by association.

Securing famous clients is yet another way to boost your credibility.  We always talk about the work that we did for Microsoft’s channels years back.  I also let people know about the work we did for the Intel corporation for their Citroen product launch last year and when I did some writing for Inc magazine online.  When you have famous clients you need to advertise that relationship and promote your credibility.

Bottom Line on Credibility
Credibility must be nurtured and developed.  It is not something that happens overnight.  Think of creative and high profile ways you can get involved in the IT industry.  Credibility builds as more and more people hear about you and learn about your successes.  Use your involvement in well known activities to build your credibility and don’t forget to promote your involvement.  

In this article, you’ve been introduced to credibility. To learn more about how you can improve your knowledge about credibility, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Business images are formed with or without your express consideration.  You may have the best intentions regarding your business image but if you choose the wrong marketing strategy the business image you project might be all wrong.

Your business image should be one of professionalism and credibility.  This is the type of business image your sweet spot clients are looking for in IT service providers. To manage your business image effectively you need to manage your expectations and set the tone for how you want your company to be perceived even before you meet people.  

Consider this, a computer technician has lettering on the side of his van advertising the services he offers and his prices.  The business image he is projecting says that his services should be viewed as a commodity.  His van is a mobile Yellow Page ad that shouts out high volume, low cost.  

This is not the type of business image you want to portray. If you want to be perceived as a highly professional computer consultant you need to protect your business image at all times.  Just as a lawyer or CPA would not advertise their services like this, neither should you.  

When you start to develop marketing plans and advertising campaigns, make sure you factor in what business image they will project.  These are really important decisions for you to make and they will determine for a large part, your perceived credibility, profile, and reputation.

Bottom Line on Business Image
Your business image is an important asset. You can’t afford to squander it by making poor marketing and advertising decisions.  When developing ideas to promote your business always consider the effect your actions will have on your business image.  Business image is very easy to create even if it is one you don’t necessarily want. Changing a business image is much more difficult.  Do yourself a favor and start your business image off on the right foot right from the start.

In this article, you’ve been introduced to business image. To learn more about how you can improve your knowledge about business image, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Training seminars present an excellent opportunity for you to market your IT consulting business.  When you sponsor your own training seminar you raise your trust and credibility with potential customers.  The added bonus is that you reach a large amount of people all at once.

Rather than having to talk to each person one on one as you do with regular networking channels, training seminars allow you to connect personally with a bunch of people at the same time.  Training seminars are a natural extension to your networking and relationship building activities. A large number of people you invite to attend the training seminar will typically include your work contacts and other people you have met.  

The people you don’t know will usually come from some sort of direct mail promotion you have done to advertise your training seminar.  Here you are pre qualifying the attendees based on interest.  This helps to ensure most of the people in the audience are interested in the services you offer.

Training seminars are a high touch, soft sell approach.  Through your presentation you slowly break down a lot of sales resistance.  The content you deliver in your training seminar demonstrates what you know and subtly sells your benefits.  The combination of building relationships and proving your skill level and qualifications is what makes training seminars such an effective marketing strategy.

The Bottom Line on Training Seminars
Training seminars are an excellent way to market your services in a low key, non aggressive manner.  By offering training seminars you send out a clear message that you are a knowledgeable and trustworthy person.  These are the qualities that will ensure you get and maintain long term, quality clients.  The training seminars help put you in touch with the people who have the potential to become just that.

In this article, you’ve been introduced to training seminars. To learn more about how you can improve your knowledge about training seminars, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Direct mail advertising has three critical components.  This type of marketing can be hit and miss so knowing the essentials is very useful.  If you use these direct mail advertising components when marketing your computer consulting business you will achieve great results. 

• Your headline is the absolute most important factor in direct mail advertising.  Make sure your advertising appeals to the needs and the hot buttons of your intended audience.  When you are using direct mail advertising you need to put yourself in the consumers’ shoes.  That’s why targeting is so important.  Find out what appeals most to your target and what they need.  Then appeal to those needs and interests in the headline of your direct mail advertising.

• For your direct mail advertising to be successful you need the right lists.  You’re spending money sending out your mail.  Make sure the people who get your direct mail advertising are the right people. 

• Your direct mail advertising must outline a two-step sales process.  This type of process motivates your target to take immediate action.  They must reserve a seat, request a report,  set up a free no obligation mini needs analysis, etc….  Direct mail advertising does not actually sell your company or the services that you offer.  Its purpose is to convince the target to take action or to raise their hand to show they are interested.  Good direct mail advertising gets them interested enough to make an inquiry or other type of response.  Once they do that then you sell them on what your company offers. 

The Bottom Line on Direct Mail Advertising
Direct mail advertising can be tricky.  The essential components of a direct mail advertising campaign are a standout headline, acquiring the right list, and instigating a two-step sales process.  If your direct mail advertising accomplishes these three things then your chances of success with this type are marketing are significantly increased. 

In this article, you’ve been introduced to direct mail advertising. To learn more about how you can improve your knowledge about direct mail advertising, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Professional networking works.  Last time we discussed five tips to improve your professional networking effectiveness.  In this article you’ll learn five more tips to make you a professional networking guru.  

Don’t let one person monopolize your time.  Try to spend about 3 to 5 minutes with each person.  This is generally more than enough time to figure out if the person is a good fit with your company and if you have enough information for future discussions with them.  When time is up, bow out of the conversation gracefully.  Don’t look down at your watch or search the room for other targets.  When you are professional networking you must look interested at all times.

Take note of the person’s interests and/or business challenges.  An important aspect of professional networking is following up with your contacts. The more you can remember about a person the better and the more personal your follow up will be.

Periodically send newspaper clippings or articles that the person may find interesting.   Professional networking is all about making connections and forming relationships.  Send a note that says something like, "Bob I saw this announcement for the Quickbooks upgrade that we were talking about the other day and I thought of you immediately.  Let me know if I can help you out with this."  Remember to include your business card or contact information.  This professional networking tips gives you a perfect reason to touch base again at the next event you both attend.   

When you see the person’s name in the press give him or her a call.  This is another way to stay in touch with the people you meet through professional networking.  Over a period of time, actions like this build rapport and provide a great excuse for getting your name in front of them again.  

Always look for opportunities to give your contacts a referral.  If you refer your contacts to your clients, prospects, contractors, media contacts, friends, or family members then your professional networking turns into a win win scenario.  You both get something out of the deal.  Your contacts will likely also feel a very powerful need to reciprocate:  this follows the philosophical observation that what you give, is what you get in return.  

The Bottom Line on Professional Networking
Professional networking produces results.  Because it is all about connections and relationships you need to keep your name in the forefront of your contacts’ minds.  You do this by maintaining and conveying an interest in the people you meet through professional networking.  From phone calls to referrals, you need to do whatever it takes to make people remember you in a positive light and want to keep connecting with you over the long term.

In this article, you’ve been introduced to professional networking. To learn more about how you can improve your knowledge about professional networking, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Professional networking is THE way to make business contacts, identify leads, and turn those leads into sales.  As an IT Consultant you need to be involved with professional networking right from the start.  Here are some tips for doing it right.

• Professional networking requires diligent follow-up. It is crucial that you remain in contact with your prospects in between meetings.  You can call them or send emails.  If people you meet through professional networking seem like they are really good influencers, referrals, or both, then suggest getting together at the diner for a cup of coffee, meeting for breakfast, or playing a round of golf.  If you fail to follow up with the contacts you make when you are professional networking you will lose their business to your savvy competitors who are keeping in touch.  

• When professional networking, always look for ways to help the person. Your professional networking should never send a message that says, "me, me, me." Ask about the other person’s problems.  Use your professional networking time to understand what they are going through.  Make a real impression by figuring out a solution and offering your assistance.

• Never put off professional networking because you don’t have marketing collateral.  So many new IT consultants obsess about their marketing collateral.  When you are professional networking, no one cares whether you have an 8 page glossy brochure or one you designed yourself and printed at the local copy shop.  As long as you have a simple web page that you can direct your contacts to, your professional networking will go just fine.   

• When professional networking always dress, well, professional. Dress to suit the event - informal events require business casual wear and formal events require suits for men and suits, skirts, or dresses for women.

• Wear a custom name tag when you are professional networking.  Instead of just using the magic marker handwritten name tag that you are supplied with at the professional networking event, have a plastic name tag with your logo made up.  This enhances your brand, it looks neat and crisp, and is something that will make you stand out.

The Bottom Line on Professional Networking
Professional networking is an excellent way to make business contacts that have the potential to turn into clients.  You will encounter many opportunities for professional networking and by using the tips presented, your efforts should pay off immensely.  Stay tuned for the second set of tips for even more professional networking success.

In this article, you’ve been introduced to professional networking. To learn more about how you can improve your knowledge about professional networking, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Business referrals are a critical aspect of a successful IT Consulting business.  The question is though, "How do you get set up for business referrals?"  IT Consultants who are in the know, use their network to get the referrals they need.

Business Referral Sources
Some of the best business referrals come from niche technology providers.  The providers who don’t do virtual IT services and are limited in scope.  Their clients are likely part of your sweet spot and if they are already dealing with an IT professional, their budgets are likely big enough to afford your rates.

Accountants are another great source of business referrals.  Ask them directly whether they know anyone who is having trouble with their computer network.  This way the business referrals you get will be clients who have networks.  They therefore have potential to become long term clients.  

IT providers that just do S-90 support are another source of great business referrals. So are those specializing in Great Plains, Mast 90, Sales Logic or high end client server packages.  If you meet someone at a business organization, a networking organization, an IT group, or a vendor group who fits this profile make sure and get them into your personal network.  The type and number of business referrals from these kinds of businesses are huge.

You can consider offering an incentive to these business referral sources to share revenues.  The relationship is then mutually advantageous. You might even go so far as to formalize your business referral arrangement and create a partnership of sorts.

The Bottom Line on Business Referrals
Business referrals are a foundation of successful computer consulting firms.  The best and most direct way to get high quality business referrals is to form relationships with niche technology providers as well as accountants.  These people deal with clients who are in your sweet spot and the likelihood of converting them to your clients as well, is quite high.  

In this article, you’ve been introduced to business referrals. To learn more about how you can improve your knowledge about business referrals, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business. 

Business contacts are the best, most effective, and most efficient way to generate business.  Through networking and relationship marketing you can cultivate many business contacts.  The hope is that many of these are potential sweet spot clients.

When you think about building a base of business contacts you should be on the look out for those people who have a high likelihood of needing your services.  Networking for referrals is great but you should focus on business contacts who present a direct line to potential work.

Business Contacts Most Likely To Hire You
The following types of companies have a definite need for IT services. Try to develop as many business contacts within these types of organizations as possible.  

• Advertising and marketing consultants
• Architects
• Catering Companies
• Commercial Printers
• Distributors
• Healthcare
• Doctors
• Dentists
• Engineers
• Graphic Designers
• Insurance Adjusters, Agents
• ManufacturerS
• Movers
• Publishers
• Residential and Commercial Property Managers
• Recruiters
• Restaurants with POS systems
• Transportation companies

When you seek to develop business contacts, make sure you find out who the buyers or decision makers are. It is a good idea to have business contacts with people in administrative or financial occupations.  These people are often at the center of IT hiring decisions.  Seek to make business contacts with accountants, administrators, bookkeepers, controllers, office managers, and operations managers and sales staff.  

The Bottom Line on Business Contacts
Business contacts are critical to your business development.  While all business contacts have inherent potential, it is important that you hone in on those people who are in a position to hire you.  Look to make business contacts with people in the administrative hub of an organization.  Making in-roads with these people has a high potential payoff in terms of business generation.

In this article, you’ve been introduced to business contacts. To learn more about how you can improve your knowledge about business contacts, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Relationship marketing is extremely effective.  Last time we talked about relationship marketing and introduced you to the first seven of 14 rules you need to follow to get the most out of your relationship marketing.  Here are the final seven:

1. Look out for potentially golden contacts.  When you join a business organization, get to know the office managers, the business managers, and the administrators.  Relationship marketing with these people will put you in direct contact with key decision makers.  
2. Watch out for people who are NOT good referral sources.  You don’t want to waste your time relationship marketing to people who are only there because their boss told them to, people who just want to pick your brain about a computer problem, people who work for Fortune 1000 companies and bankers (they have in-house IT), non profit people (budgets are too low), or those who are trying to aggressively sell you something.
3. Don’t put all your eggs in one basket.  Instead of joining just one organization you are better off joining a few organizations and going half as often.  Relationship marketing is selective, the more people you meet the higher the chance of developing good bonds and relationships.  
4. Get involved with committees.  Educational committees are great because you can influence the topic (IT issues) and suggest speakers (you!).  One of the most powerful ways for you to get your name in front of a group and show that you are knowledgeable, likeable and worthy is to either be the speaker or a member of an expert panel.
5. Use live demonstrations as much as possible.  If you can showcase your expertise through speaking engagements, committee work, discounted work for the organization, etc… you solidify your relationship marketing approach.  If you give a good performance people see you as a person they want helping their business.
6. Take advantage of free and low cost promotional opportunities with the organization.  A lot of organizations let you put out a stack of brochures,flyers, or business cards in their offices just by virtue of being a member.  In addition, just about every organization will list your name and URL in their online directory.  
7. Put ALL your contacts into your system.  Regardless of whether you sense that there is an immediate need or interest, every lead that shows potential should be put into your system and receive follow up. You never know with whom your relationship marketing approach will stick.  

The Bottom Line on Relationship Marketing
Relationship marketing is powerful.  You have been given the most important rules for success.  It is now up to you to go out and use relationship marketing to its full potential.  If you do, your business will benefit significantly.  

In this article, you’ve been introduced to relationship marketing. To learn more about how you can improve your knowledge about relationship marketing, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Service agreements will raise your monthly income and help your clients view you as a business advisor rather than someone to call when their computer freezes. This relationship will also allow you to sell them on proactive solutions, which will also raise your bottom line. 

Read on to find out how one of our computer consultants was able to benefit by implementing service agreements:

"Mentally I progressed from a one man band working out of a garage to professional business to business technology solutions provider working as part of a client’s organization. I have had the Computer Consulting Kit for 6 weeks or so and it told me things I already knew but never realized I knew it. It therefore gave me belief in my product which has meant I can comfortably add value to my services and charge for time I was giving away before. It’s too early to put a dollar figure on related revenue though I have, however, amended my contracts and have had 2 takers so far which restructures my time, which in turn will generate more income."
Nigel Webb, Xytec Services Ltd
Sittingbourne, Kent, UK

The Bottom Line about Service Agreements

To learn more about service agreements, click here now to get access to free tips and an audio training excerpt on service agreements.

Putting service agreements in place can help steady your income and give you peace of mind. Having the right firms and know-how to approach customers is half the battle.

Read on to find out how one of our computer consultants was able to grow his business by implementing service agreements:

"We moved from a ‘break-fix’ mentality to booking clients on some level of a monthly service agreement. It gave us the confidence to approach our clients… and the forms, etc. to look professional. This earned us $20,000."

Kevin Smith, Solutions Unlimited
Spartanburg, South Carolina

The Bottom Line about Service Agreements

To learn more about service agreements, click here now to get access to free tips and an audio training excerpt on service agreements.

With service agreements in place, your income will go up, and, best of all, it will be consistent. With the right forms and contracts, and some presentation skills, you can increase the number of clients you have on service agreements. 

Read on to find out how one of our computer consultants was able to substantially add to his billing by using service agreements:

"Thanks to the support and insights of Joshua Feinberg’s Computer Consulting Kit, we have been able to bill nearly 350K this year. This year, we began to use the service agreements portion of the Computer Consulting Kit and have really exceeded our expectations. It has been challenging but rewarding. The Computer Consulting Kit helped us to have the courage and skills to approach existing clients and ask for the agreements. Many clients are willing to sign an agreement if you have a good approach and can explain the benefits to them.  The Computer Consulting Kit helped us to structure the agreements in such a way. RTS has increased revenue by nearly 100K this year, and much of that ($50,000) can be attributed to having a service agreement in place with several clients. Thanks Joshua!!"

Tony Snider, RTS Computer Services
Placerville, California

The Bottom Line about Service Agreements

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Relationship marketing can be a really powerful way to grow your business.  And it’s a really great way to meet key business owners and leaders in your community by getting active in these organizations.  But you won’t get to relationship marketing if you only pay your dues and show up once or twice.  

Here are the first seven of the fourteen rules for successful relationship marketing:

1. Remember that there is no immediate payback.  To get maximum benefit out of relationship marketing you need to be involved with a business and networking related organization.  It takes time to build trust, credibility, and prove you are knowledgeable.
2. Don’t make them guess what it is that you do.  Make sure that as soon as you join an organization you introduce yourself to the leadership. Start relationship marketing at the top.  The message will trickle down.
3. Be friendly to the office staff.  Make sure you never look down on them.  These are the people who get the phone calls from other members, greet the walk in traffic, respond to emails, contact other members – the people you most want to impress are these guys.
4. Track your time and money invested.  Keep tabs on the prospects and clients you have acquired from an organization.  Relationship marketing takes time so you need to know if your investment is giving you a return.
5. Thou shalt attend and mingle regularly.  This is not an option in relationship marketing.  To make your most important contacts you need to get out to meetings and events and schmooze.  
6. Volunteer.  If you want to meet everyone or prove your expertise, volunteer for a position that will let you do just that.  Relationship marketing is about trust and contact – volunteering accomplishes both goals.
7. Value the quality of relationships over quantity.  Relationship marketing is not about collecting the most business cards.  It’s about taking the time to establish genuine rapport over a few minutes and then connecting up with that person several times throughout the sales cycle.  

The Bottom Line on Relationship Marketing
Relationship marketing is powerful but it requires time and patience. If you commit to the process though, your rewards will deep and plenty.

In this article, you’ve been introduced to relationship marketing. To learn more about how you can improve your knowledge about relationship marketing, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.

Business groups like the Chamber of Commerce provide many excellent marketing opportunities.  The members of these types of business groups are all business owners and many of them will fit into your sweet-spot profile.  What better way to get to know the decision makers in these businesses?  

Maximize Your Exposure in Business Groups

• Don’t simply join a business group and remain a passive bystander.  To get the most out of your business group experience you need to get involved. Here are some tips:
• When you join one of these business groups immediately make yourself known to the Executive Director, the office staff and the officers, as well as the people on the board.
• Volunteer for a committee.  This is an excellent way to meet and really get to know some of the local small business owners.
• Speak at the meetings and events.  
• Exhibit and take out a little table at the next expo or event held by the business group. These are usually inexpensive and are a low risk proposition.  
• Send a direct mail to the business group members on the master list introducing them to your company and your services.  
• Invite the whole business group membership to seminars or events you are holding.  
• Attend and network at the business group meetings regularly; 8 or 10 a year is a good number.

There are no sure things but the active members of a business group, the board, and the committee chairs tend to be loyal to the inner circle of their fellow business group supporters.  It’s almost like a fraternity or sorority.  

The Bottom Line on Business Groups
The key to getting the most out of a business group is to be an active member.  Keep your name in front of the membership.  Remember to do your follow up.  You want the business group members to know your name and think of you first when they have a computer issue.  If you are patient and persistent your business group membership will pay off.

In this article, you’ve been introduced to business groups. To learn more about how you can improve your knowledge about business groups, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.