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Joshua Feinberg Profile and Articles
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101). 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 realize that there are up to 30 IT marketing tasks that you are capable of doing. Look at the list and fin...
102). 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 how to do that.
If there's a particular industry you're trying to reach with your IT ma...
103). 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 incorporated.” In this article you'll learn how to get away from selling products and start selling your expertise.
IT Sales: Where Can You...
104). 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 the chamber, will be attending your first networking meeting this week, have participated in venture capita...
105). Overcoming Small Business Networks Sales Objections
Do you need help overcoming sales objections?
Do you sell computer networks, or other IT-related products and services to small businesses?
This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients.
...
106). Partnering Beyond Other Technicians
In partnering, don't just look for people you can bring in on accounts. A lot of times other non-IT business providers like management consultants are in a position where they’re constantly being forced to be able to refer other professionals to their clients. This may be done as a favor to their client, or set up as a revenue sharing arrangement. ...
107). Partnering: Joining a Formal Partner Program
Formal partnering programs. They can be good, bad, and indifferent. They just aren’t that huge. In this day and age, most people aren’t choosing to join partner programs just based on the benefits that they looked for 10 years ago.
Formal Partnering Programs Benefits
These benefits include: high margins, dedicated partner ...
108). IT Service Contracts: Practice Makes Perfect
What happens after you have your IT service contracts? Are you scared that your customers are going to stump you or you won’t be able to provide the response time you promised?
IT Service Contracts: Confidence Comes with Experience
Just start offering and selling your services. Go slowly until you build up that confidenc...
109). Technical Staff- Protect Your Business
If you're not really careful with how you hire the expert technical staff on your payroll, you could end up training and nurturing a future competitor. In this article, you'll learn how to minimize your risk.
Consider this example:
Your firm (ABC Consulting) hires a technical person and pays for their Microsoft, Cisco, or ...
110). 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 ring.
You’re doing nothing proactive. They’re taking none of your advice. They’re doing no long-term fixe...
111). LAN Service Contracts - Grab The Opportunity
If you've done a lot of research on computer consulting, you probably have information overload. In this article, you'll learn what steps to take when first starting your business of computer consulting.
Pick a Date
First, pick a definite date for launching your new computer consulting business and write it down: Launch da...
112). Small Business Computer Consulting Freeloaders... and How to Avoid Them
If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders.
Regardless of whether you call these folks moochers, tightwads, cheapskates, tire-kickers, cherry-pickers, or time vampires, left unchecked these vultures can wreak financial and ...
113). IT Support: What Expertise Do You Need?
When it comes to small business IT support, expertise is relative and exists at all different levels. In this article, you'll learn more about expertise within your IT support business and what other skills are desirable for you and your employees.
You'll find experts at every level of IT support
In a big-enterprise IT organizat...
114). Partnering: Achieve Your Goals By Creating a Prospecting List
The way to create a partnering goal is to construct a partner prospecting list. Take out a piece of paper and write down the next 12 months on the year on there. Start with this month and finish 12 months from now. For each month, either put down one of the following:
the name of a person
the name of a company
the type of role the...
115). IT Service Agreements: When To Offer Them
Right after emergency service calls is a good time to offer IT service agreements. You’ve just saved the day and you’re at the high point.
Customers have to like, know, and trust you. After an emergency, they love you! They love you because you saved the day; they now know you of course because you just spent the last 16 hours working...
116). Partnering: Finding Your Strengths and Weaknesses
In partnering, the first thing you need to do is figure out your strengths. What it is that you do best? What does your store enjoy? What’s financially viable? What you’re planning on doing for the next six months to a year? You really want to make sure that you’re not partnering with someone that’s going to be a direct competitor of yours and vice...
117). 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 lunch or coffee. You could say, “We should really get together and talk about whether we have any clients that could use your expe...
118). More Computer Consulting 101 Hiring Tips (Part 2 of 2)
Does your company need to retain the services of a competent computer consulting firm, but you have no idea how to really evaluate “competence”?
In the first part of this two-part series on Computer Consulting 101 hiring tips, we looked at why small businesses find it so difficult to hire good computer consulting companies, as well as...
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