Transcript BB0018-v1 0-EN-Finding-Customers-by

Finding Customers By Networking
Chris Martin
GFI MAX – MSP Consultant
Richard Tubb
Independent Consultant
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Introducing
Chris Martin
GFI MAX – MSP Consultant
Richard Tubb
Independent Consultant
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Webinar Agenda
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Why business networking works
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Finding networking meetings
» In both UK and USA
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Tips for attending business networking meetings
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Using Social Networking
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General Networking
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Question and Answer
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Why business networking works!
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It’s all about relationships
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People buy from people they like
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Boost your reputation
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Show off your skills
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Earn referrals
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Build business relationships
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Finding Networking Meetings
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Local Chamber of Commerce
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BNI - www.bni.com
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4Networking (UK) - www.4networking.biz
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Peer and User Groups – Microsoft Small Business Specialist
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The first event you attend – ask which networking events have worked for others!
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Prior to the Event
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Make sure you have plenty of business cards
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Practice your Elevator pitch
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Take more than one pen!
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Prior to the event, run through the attendee list
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Pick out two or three people who you may have
common business ground with
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Tips for “Working the Room”
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Be a Go-Giver
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Offer to help others first, and they will return the favour
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Ask questions about the other person
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Use their business card to write notes on
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Do not sell!
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Shy or nervous?
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Look for “open” groups, typically two people talking
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Ask “May I join you?”
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Introduce yourself clearly
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“I suppose you know lots of people here?”
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Avoid “closed” groups, people standing in circles
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After the Event
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Schedule time within 48 hours to follow-up
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Input the business card into Outlook
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Refer to those notes you wrote down on their card!
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Connect with them via LinkedIn
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Read my blog article – “Collecting Business Cards”
http://bit.ly/tubblog-bizcards
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Using Social Networking
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Do not sell!
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Use to educate
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Add Value, not noise
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It’s a two-way conversation
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It’s about quality, not quantity
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Social Networking Etiquette
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When in doubt, treat like “real world” networking
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Don’t “Friend Collect” – write personalised introductions in connection requests
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Read my blog post – “Thanks for your Friend Request, but who are you?”
http://bit.ly/tubblog-friendrequest
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General Tips
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“Be The Connector”
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It’s not all about customers. Look to connect with Strategic Alliance partners too
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Use a balanced “linked up” approach to networking – Face-to-Face, Telephone
Calls, E-Mails, Social Networking
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Any questions?
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Blog – www.tubblog.co.uk
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Twitter – www.twitter.com/tubblog
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LinkedIn – www.linkedin.com/in/richardtubb
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E-Mail – [email protected]
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GFI MAX Building Blocks
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How the Building Blocks can help you get started
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A series of discrete, pre-packaged services that the customer can easily grasp the
value of
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That you can sell easily
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That generate recurring profits for you
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Bind that customer to you
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Learn about their systems
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Begin changing the nature of the relationship
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And migrate them to full Managed Services
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What’s a Building Block?
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All the information, tools and collateral needed to sell and implement a set of
Managed Services
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You can use to:
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□
Attract new customers or strengthen relationships with existing customers
□
Easily sell a profitable service
□
Ease customers from break-fix to Managed Services
With NO major changes to your company
□ And no expensive training
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Building Blocks Program – Do it your way!
Lucrative
but
complex
Server & Network
Workstation
Email
Email archiving
Server & network
management
Workstation
management
Email hosting
Delivery verification
Lower
value but
simple
Real-time server &
network monitoring
Proactive workstation
maintenance
Email Continuity
Daily Server
Health Check
Real-time workstation
monitoring
Anti-virus & anti-spam
Daily Server
Safety Check
Daily Workstation
Health Check
Email infrastructure
monitoring
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What’s contained in each Building Block?
Example: Server Blocks – all you need to price and sell
Each Building Block Contains:
4
Server & Network
Management
Information about the service, context in
which it sits in Building Blocks
3
Real-time Server &
Network Monitoring
Financials (pricing & profit) calculators
2
1
Daily Server
Health Check
Daily Server
Safety Check
Promotional material (flyers, letters,
web site text, etc.), value proposition,
marketing and sales strategy
Implementation documents
(contracts, SLAs)
Implementation considerations:
Integration, billing, scaling, etc.
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All the self-branded information and material you need
Sample flyer
Your Logo
Here
Your strap line here
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Sample website copy
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Sample sales letters and telephone scripts
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Pricing calculators, sample contracts,
statements of work...
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GFI MAX Building Blocks summary
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All the info and collateral.
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To easily sell straightforward services that the customer grasps.
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That bind the customer to you.
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That truffle hunt and brings more incidents to the surface.
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That you can make good recurring revenues and profits.
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That require no changes to your business system. No training and travel and time.
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That can be used to attract new customers with a straightforward service.
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That start the progression to full Managed Services.
GFI Max and Building Blocks are…Easy!
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Thank you
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You get the full system
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Set up in less than 10 minutes!
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No commitment
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No hard sell
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Or contact us for more information:
[email protected]
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MSP Business Management website
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Online resource to help you:
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Grow your IT support company
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Run your company more profitably
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Deliver fast IT support and increase uptime
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Minimize threats to your business
www.mspbusinessmanagement.com