|
|
|
|
Home / Business / Marketing
IT Marketing: Know the Decision Maker
By:Joshua Feinberg
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 how to do that.
If there's a particular industry you're trying to reach with your IT marketing, getting to know the decision maker will be a lot easier. Once you know your niche it's going to be a lot easier to find the trade groups, to find the lists you need to run to, to find the conferences you need to go to, to figure out what hot buttons you want to hit, and who the decision maker is.
How do you find the correct decision maker or contact person within the company that you're targeting for your IT marketing? How would this differ in a 10-person v. 50-person, v. a 100-person office?
So the basic question here is with your sales and marketing efforts, what's the role, what's the job title, what kind of person are you looking to reach?
IT Marketing: The Two Most Likely Contact People
In most small businesses, you're going to find two types of main contact people. You'll find the person you want to reach, signs the checks or the purchase orders, or the contracts or the purchase authorizations. I sometimes call that the P&L person because they're responsible for the profit and loss statement of the company. This may actually be the owner or a partner, especially in smaller businesses.
Person number two is the internal guru. That's the one everyone tends to yell for when there's computer problems, but taking care of computer problems isn't their full-time job. They generally have another job within the company. Sometimes it's an office manager. Sometimes they're the executive or administrative assistant, but they're the one that everyone yells for when something goes wrong with IT.
When in doubt, simply ask who's wearing each hat. Who's the person that makes the financial decisions on major IT purchases? Who's the person that when the laser printer jams up or the Internet connection goes down? Who's the one on the phone with the technology vendor? The answers to these are a good starting point to find the person you need to for IT marketing
Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Article Source: http://www.dailynewarticles.com
Joshua Feinberg gets small business computer consulting firms steady high-paying clients. Get free access now to 1 hour of Joshua's field-tested proven Small Business Computer Consulting secrets at www.SmallBusinessComputerConsulting.com/blog/
More Articles from Marketing Category:
Identify The Ideal Target Audience With These 5 Tips
Greet While You Vend
Your Site Logs Can Help You Make A Ton Of Money
Viral Marketing
What Does Multimedia Mean and How Can it Help My Business?
Article Marketing & Free Publicity For Your Website
Consistent Marketing Provides Big Rewards
So What's In It For ME?
Vintage Posters as Valuable Investments
Stop Chasing Away Customers! Bad Copy Is Your Worst Enemy
IT Marketing: Measuring the Response
7 Positive Ways to Turn Complaints into Assets
For Business Names And Tag Lines, Popularity Shouldn't Rule
Small Business Marketing Tips
Marketing Apathy
|
|
