How can providing outstanding business IT services through virtual IT benefit you as a consulting firm? Well, most successful small business computer consultants position their companies as virtual IT departments because it gives them stady business that benefits both them and their clients.
Virtual IT and providing business IT services is about being an outsourced IT department. Instead of selling merely PCs to customers and clients or servers, routers, Wi-Fi, cabling and other “commodities,” as a virtual IT professional you spend time selecting and designing networks and looking at real business problems. You devote time to figuring out how to use technology to solve business problems and to being a part-time IT manager – a virtual CIO.
A Definition of Business IT Services and Virtual IT
Virtual IT is a flexible and sophisticated technical services program that gives small businesses what they need and when they need it in terms of IT help without the overhead cost of full-time, salaried IT staff.
Providing Virtual IT to Clients
In order to successfully deliver business IT services in a way that will help you profit you need to figure out how to spot opportunities and what typical business solutions will resemble. Ask yourself which types of services you can sell to existing and future clients and also what other opportunities might exist for you.
Grow Relationships
In order to continue to provide excellent business IT services and add value to both your existing customers and clients and new customers and clients, you need to start building relationships. Relationships are at the heart of your business. You have to go beyond selling the initial network installation, getting it installed, walking out and hoping everything works.
You can’t wait for customers and clients to call you. You need to proactively provide business IT services on an on-going basis to avoid major emergencies. When you provide virtual IT services, your business gets more profitable and you and your customers have less worries.
Added By: Computer Consulting 101 Professional Kit
Download This Special Report
Monday, December 31, 2007
Saturday, December 29, 2007
IT Marketing: A Study of Postcards
Sometimes your IT marketing strategies won’t give you the results you need. There are some common mistakes you can avoid with postcards that can help you maximize your success.
IT Marketing: The Postcard Story
A consultant sent out over 300 postcards offering general troubleshooting services, automated online data backup and wireless home networks. In terms of IT marketing, this consultant purchased lists of area businesses broken down by revenue, credit rating, years in business and # of PCs. The wireless home networks went to homeowners that were over $500,000 in purchase prices and the automated online data backup went to those that had a recent new business license. The general services postcards went to accountants, lawyers and small clinics.
The consultant reported not a single phone call or response of any kind. He wonders, “Are these the wrong lists? Are postcards the wrong media?”
IT Marketing and Expectations with Postcards
First of all, 300 postcards is not a lot. You need to send enough to give you a good guess on statistics but not too much so that you use your entire IT marketing budget in one shot. However, you can’t think that you are going to spend $180 (at 60 cents per unit) sending out 300 postcards and for this investment get rich.
What Your Postcards Should Include
The truth is, if you got results like those cited by the consultant above, you are probably not using the wrong lists. But you might be using bad copy. What are you offering? Do you have a good headline? Did you hit their painful points, use a deadline and use a compelling offer to get them to respond?
The truth is, postcards are not the wrong media for your IT marketing campaign. Postcards are great because your prospects don’t have to open anything and can more easily make a decision.
Blogged By: Computer Consulting Kit
IT Marketing: The Postcard Story
A consultant sent out over 300 postcards offering general troubleshooting services, automated online data backup and wireless home networks. In terms of IT marketing, this consultant purchased lists of area businesses broken down by revenue, credit rating, years in business and # of PCs. The wireless home networks went to homeowners that were over $500,000 in purchase prices and the automated online data backup went to those that had a recent new business license. The general services postcards went to accountants, lawyers and small clinics.
The consultant reported not a single phone call or response of any kind. He wonders, “Are these the wrong lists? Are postcards the wrong media?”
IT Marketing and Expectations with Postcards
First of all, 300 postcards is not a lot. You need to send enough to give you a good guess on statistics but not too much so that you use your entire IT marketing budget in one shot. However, you can’t think that you are going to spend $180 (at 60 cents per unit) sending out 300 postcards and for this investment get rich.
What Your Postcards Should Include
The truth is, if you got results like those cited by the consultant above, you are probably not using the wrong lists. But you might be using bad copy. What are you offering? Do you have a good headline? Did you hit their painful points, use a deadline and use a compelling offer to get them to respond?
The truth is, postcards are not the wrong media for your IT marketing campaign. Postcards are great because your prospects don’t have to open anything and can more easily make a decision.
Blogged By: Computer Consulting Kit
Wednesday, December 26, 2007
Computer Consultants Secrets to Improved Postcard Response
There are some computer consultants secrets that can help those overcome some common mistakes people make when doing postcard mailings. The biggest mistake people make is failing to create a sense of urgency. Basically, this means they don’t create a compelling reason for their targets to hire their computer consulting firm NOW.
But a prospect gets a mailing that says a company is offering a free system analysis to the first 25 people that respond, the prospect will be more likely to respond quickly.
Computer Consultants Secrets: Limit Your Response
If you don’t want to limit the number of people that respond to an IT marketing campaign, attach a set date. Urgency and scarcity helps with any direct mail or online marketing. You want a prospect to take action with a response that is measurable and that you can track, so you need to attach a deadline.
Computer Consultants Secrets: Experts Can Help
To put together a really great marketing campaign, talk to a direct response marketing expert such as a copywriter or someone retired from advertising. You can just ask for basic business advice from a business owner, but this will not help you. You need to talk to someone that comes from a mail-order background or has experience with direct mail, online advertising or with an ad agency that can help you get some computer consultants secrets about your own campaign and get better results with a compelling message.
Added By: Joshua Feinberg
But a prospect gets a mailing that says a company is offering a free system analysis to the first 25 people that respond, the prospect will be more likely to respond quickly.
Computer Consultants Secrets: Limit Your Response
If you don’t want to limit the number of people that respond to an IT marketing campaign, attach a set date. Urgency and scarcity helps with any direct mail or online marketing. You want a prospect to take action with a response that is measurable and that you can track, so you need to attach a deadline.
Computer Consultants Secrets: Experts Can Help
To put together a really great marketing campaign, talk to a direct response marketing expert such as a copywriter or someone retired from advertising. You can just ask for basic business advice from a business owner, but this will not help you. You need to talk to someone that comes from a mail-order background or has experience with direct mail, online advertising or with an ad agency that can help you get some computer consultants secrets about your own campaign and get better results with a compelling message.
Added By: Joshua Feinberg
Friday, December 21, 2007
An IT Marketing Case Study
Many consultants think that an IT marketing campaign has to cost a lot of money and spend $1,000 or more on glossy advertisements or brochures.
No Poor Positioning
Often consultants will spend a lot of money on an expensive ad then have a horrible IT marketing position. For example, in a headline I recently saw for an ad was “Computer Repair, I Come to You.” “I Come to You” will not set you apart from the rest. If you are doing just retail business, that is a nice benefit. But most computer services firms don’t go after retail customers these days. Come up with a unique IT marketing message in your headline to grab attention.
IT Marketing: Don’t Talk about Price
The next part of the ad stated, “Computer Repair A+ and Microsoft Certified Professional, Repairs, Upgrades, One-on-One Lessons and Tutoring.” This statement is, again, nothing unique. But half of the ad also was big letters with a color screen behind it that stated “Don’t pay $40, $60 or $80 an hour for computer repair! Call us!” And a retail coupon next to the screen bragged about “$20 an hour, in-home service.” This IT marketing message is the biggest and most classic mistake in the business.
A List of IT Marketing Mistakes
1. There is no target. This company is trying to go after the local seven million small businesses. The ad is not narrowing it down to SMALL businesses even, and the company will go out and do anything for $20 an hour, no matter how simple or complex.
2. The business is advertising price. $20 per hour is not a sustainable price. Even with a 75% utilization rate, this company will not even break even. They will make MAYBE $600 weekly.
3. This company is unoriginal. As an IT consultant, you need to think about which qualities will make your IT marketing campaign unique and narrow down your focus on specialization.
Blogged By: Computer Consulting 101 Professional Kit
No Poor Positioning
Often consultants will spend a lot of money on an expensive ad then have a horrible IT marketing position. For example, in a headline I recently saw for an ad was “Computer Repair, I Come to You.” “I Come to You” will not set you apart from the rest. If you are doing just retail business, that is a nice benefit. But most computer services firms don’t go after retail customers these days. Come up with a unique IT marketing message in your headline to grab attention.
IT Marketing: Don’t Talk about Price
The next part of the ad stated, “Computer Repair A+ and Microsoft Certified Professional, Repairs, Upgrades, One-on-One Lessons and Tutoring.” This statement is, again, nothing unique. But half of the ad also was big letters with a color screen behind it that stated “Don’t pay $40, $60 or $80 an hour for computer repair! Call us!” And a retail coupon next to the screen bragged about “$20 an hour, in-home service.” This IT marketing message is the biggest and most classic mistake in the business.
A List of IT Marketing Mistakes
1. There is no target. This company is trying to go after the local seven million small businesses. The ad is not narrowing it down to SMALL businesses even, and the company will go out and do anything for $20 an hour, no matter how simple or complex.
2. The business is advertising price. $20 per hour is not a sustainable price. Even with a 75% utilization rate, this company will not even break even. They will make MAYBE $600 weekly.
3. This company is unoriginal. As an IT consultant, you need to think about which qualities will make your IT marketing campaign unique and narrow down your focus on specialization.
Blogged By: Computer Consulting 101 Professional Kit
Monday, December 17, 2007
IT Marketing and Trusted Business Advisors
If you want to succeed at IT marketing techniques that really get your name out there, you should try going through trusted business advisors. Small businesses look to these advisors for advice and put a great deal of trust in their recommendations. A referral from these experts can be worth a lot, whether they be accountants, lawyers or bankers.
How can you use trusted business advisors as part of IT marketing campaigns? Take an accountant for example. You can see if accountants need help with technology, and if you do a good job for them, they may recommend you to those that put faith in them.
Ask Your Accountant Questions
No matter what you do, you need to talk to your accountant about his/her computer problems and the computer problems of his/her clients. Accountants will typically get the following questions from clients:
1. “I need a good retirement account. Which vendors should I choose?”
2. “I’m finding it difficult to get health insurance. Who is good?”
3. “Where can I get a reliable checking account?”
4. “Where should I put my merchant account?”
5. “Do you know where I can find a good attorney? I’m closing on my house.”
Accountants often hear about clients’ financial, legal and computer needs. People trust accountants as a place to get good information about many small business needs, so they will be good people to use as part of your IT marketing campaign to get to the heart of prospects’ and clients’ problems.
Blogged By: Computer Consulting Kit
How can you use trusted business advisors as part of IT marketing campaigns? Take an accountant for example. You can see if accountants need help with technology, and if you do a good job for them, they may recommend you to those that put faith in them.
Ask Your Accountant Questions
No matter what you do, you need to talk to your accountant about his/her computer problems and the computer problems of his/her clients. Accountants will typically get the following questions from clients:
1. “I need a good retirement account. Which vendors should I choose?”
2. “I’m finding it difficult to get health insurance. Who is good?”
3. “Where can I get a reliable checking account?”
4. “Where should I put my merchant account?”
5. “Do you know where I can find a good attorney? I’m closing on my house.”
Accountants often hear about clients’ financial, legal and computer needs. People trust accountants as a place to get good information about many small business needs, so they will be good people to use as part of your IT marketing campaign to get to the heart of prospects’ and clients’ problems.
Blogged By: Computer Consulting Kit
Saturday, December 15, 2007
Small Business Networking and Dedicated Servers
When you are dealing with small business networking needs, you have to remember that PC-based servers and LANs are fairly new technologies. You will need to be responsible for handling configuration, customization, security and maintenance for the clients’ appropriate networking tools.
Real Servers for Real Small Business Networking
Many times you will find a new small business client that claims to be perfectly satisfied with a P2P network, even though you know it is really causing a lot of issues. The truth is, Microsoft Windows P2P small business networking is no way to run a successful small business. Maybe it would work for a two- or three-person company, but these are not going to be profitable clients for you.
Clients Need Real Small Business Networking
Clients will come to you because they need a reliable and cost-effective small business networking solution. You know the critical nature of flawless data protection, maximized uptime and security. These issues cannot be short-cut. Your job is to convince your small business networking prospects – even the skeptical ones – that they are big enough to demand a dedicated server.
No Cutting Corners
When you start talking about network upgrades, small business clients will often get caught up in the concept of money spent. They don’t think about how their current investment can save critical time and money later in the life of their businesses. They can experience lost employee productivity, downtime and support costs when a quick and cheap fix does not stand up long term.
The Main Idea about Small Business Networking
Many clients don’t know they have a networking problem until they encounter problems. You need to show prospects and clients the value of dedicated servers and help them see their investment is worth it for long-term solutions.
Added By: Computer Consulting 101 Professional Kit
Real Servers for Real Small Business Networking
Many times you will find a new small business client that claims to be perfectly satisfied with a P2P network, even though you know it is really causing a lot of issues. The truth is, Microsoft Windows P2P small business networking is no way to run a successful small business. Maybe it would work for a two- or three-person company, but these are not going to be profitable clients for you.
Clients Need Real Small Business Networking
Clients will come to you because they need a reliable and cost-effective small business networking solution. You know the critical nature of flawless data protection, maximized uptime and security. These issues cannot be short-cut. Your job is to convince your small business networking prospects – even the skeptical ones – that they are big enough to demand a dedicated server.
No Cutting Corners
When you start talking about network upgrades, small business clients will often get caught up in the concept of money spent. They don’t think about how their current investment can save critical time and money later in the life of their businesses. They can experience lost employee productivity, downtime and support costs when a quick and cheap fix does not stand up long term.
The Main Idea about Small Business Networking
Many clients don’t know they have a networking problem until they encounter problems. You need to show prospects and clients the value of dedicated servers and help them see their investment is worth it for long-term solutions.
Added By: Computer Consulting 101 Professional Kit
Monday, December 10, 2007
Show Your Credibility with IT Marketing
If you only have a few IT marketing-ready references, you can still establish credibility with your computer consulting business.
Strong References for Better IT Marketing
You have to make sure the references you DO have are strong, and that you have them in writing on your client’s letterhead. They should discuss very specific benefits: how you saved your client money; how your technology solution helps bring in more revenue; how you enabled your clients to close out the month faster; how you improved a client’s productivity; how your solution helped improve communication.
T create a strong IT marketing position, you have to get strong references, even if you only have a few.
Get Your First References for IT Marketing
If you still have no references, you can get them through volunteer work. Choose a non-profit organization or two about which you are enthusiastic and set up a closed-ended deal. You don’t want to volunteer services for a long time. As part of the deal, you can ask the organization to write a testimonial for you.
Asking for Referrals and IT Marketing
Many people have a hard time asking for referrals. They don’t want to push clients and they don’t want to look desperate. But testimonials are really important for IT marketing …
You should always ask for referrals when someone gives you a compliment. If you walk into an office and are finishing up a project and someone says, “This is amazing!” then it’s your time to act. Ask for an updated testimonial (or a fresh one if you don’t have one) and ask if they know anyone that might be in need of your services.
The Main Idea about IT Marketing
You need to ask clients for testimonials and referrals. They won’t mind giving them to you if you are doing good work!
Blogged By: Joshua Feinberg
Strong References for Better IT Marketing
You have to make sure the references you DO have are strong, and that you have them in writing on your client’s letterhead. They should discuss very specific benefits: how you saved your client money; how your technology solution helps bring in more revenue; how you enabled your clients to close out the month faster; how you improved a client’s productivity; how your solution helped improve communication.
T create a strong IT marketing position, you have to get strong references, even if you only have a few.
Get Your First References for IT Marketing
If you still have no references, you can get them through volunteer work. Choose a non-profit organization or two about which you are enthusiastic and set up a closed-ended deal. You don’t want to volunteer services for a long time. As part of the deal, you can ask the organization to write a testimonial for you.
Asking for Referrals and IT Marketing
Many people have a hard time asking for referrals. They don’t want to push clients and they don’t want to look desperate. But testimonials are really important for IT marketing …
You should always ask for referrals when someone gives you a compliment. If you walk into an office and are finishing up a project and someone says, “This is amazing!” then it’s your time to act. Ask for an updated testimonial (or a fresh one if you don’t have one) and ask if they know anyone that might be in need of your services.
The Main Idea about IT Marketing
You need to ask clients for testimonials and referrals. They won’t mind giving them to you if you are doing good work!
Blogged By: Joshua Feinberg
Saturday, December 08, 2007
Computer Consulting: Find Your Prospects
Finding your prospects among all your computer consulting leads can be a challenge, but there are some things you can look for that will help you narrow the selection process down significantly. Narrowing your computer consulting focus is one technique, but there some other big strategies.
Three Different Audience Sizes
How big should the companies you target with your computer consulting business be? One arena is the micro small business market – companies that just have a few PCs, a small number of employees. This size is challenging for computer consulting because these businesses are not typically looking for IT support.
The sweet spot of computer consulting is the nest step up and is typically the most popular target area amidst professionals. Computer consultants do well in this area of 10 – 50 PCs. At this size of company, professionals will find that downtime is more expensive and as a computer consulting expert, you can make a strong case when selling them on your services by explaining to them how costly technology problems can be.
The next step up is the borderline of the small business market and the bottom of medium-sized businesses. At this stage, you might find IT services bills that approach the same amount as a full-time, salaried IT manager. They will no longer need to outsource generalist computer consulting roles, because they will do better with an on-site person.
If you want to really narrow down your computer consulting focus and find good prospects, you need to define your ideal client and target.
Added By: Computer Consulting Kit
Three Different Audience Sizes
How big should the companies you target with your computer consulting business be? One arena is the micro small business market – companies that just have a few PCs, a small number of employees. This size is challenging for computer consulting because these businesses are not typically looking for IT support.
The sweet spot of computer consulting is the nest step up and is typically the most popular target area amidst professionals. Computer consultants do well in this area of 10 – 50 PCs. At this size of company, professionals will find that downtime is more expensive and as a computer consulting expert, you can make a strong case when selling them on your services by explaining to them how costly technology problems can be.
The next step up is the borderline of the small business market and the bottom of medium-sized businesses. At this stage, you might find IT services bills that approach the same amount as a full-time, salaried IT manager. They will no longer need to outsource generalist computer consulting roles, because they will do better with an on-site person.
If you want to really narrow down your computer consulting focus and find good prospects, you need to define your ideal client and target.
Added By: Computer Consulting Kit
Monday, December 03, 2007
Computer Certification: Do You Need 20 Certifications?
A lot of consultants think that collecting every computer certification under the sun is an important part of running a successful small business computer consulting firm. This attitude could not be farther from the truth.
Small Businesses Aren’t Ahead of the Technology Curve
The majority of small businesses will not care about computer certification. They are typically about 12-18 months behind the technology curve, and there will not be a CEO or corporate entity recommending an upgrade on systems every 12 months for no good reason.
Outdated Small Business Technology
As a small business computer consultant, you will most likely be working with a lot of outdated hardware, software and peripherals. Some of your clients’ equipment will be fine, other pieces of hardware will need updates and upgrades. You should not put a lot of stress on computer certification because small business owners don’t typically keep up with bleeding-edge technology, which takes away early-adopter stress.
Do You Have Skills?
Skills are far more important than computer certification in small business consulting. Do people come to you for advice on computers? Do they ask for help with software and hardware and peripherals? Are people coming to you for help simply because you have created a reputation as the type of person that knows more about PCs, notebooks and software than the average person? Do people know you as a good resource for computer problems? If the answer to these questions is “Yes,” then you probably already have what it takes to make a great computer consultant.
Computer Consulting Skills Vary
Computer certification and the level of your computer skills don’t really matter. There is a place for you in helping small businesses with IT problems no matter what your experience or skill level.
Submitted By: Computer Consulting Kit
Small Businesses Aren’t Ahead of the Technology Curve
The majority of small businesses will not care about computer certification. They are typically about 12-18 months behind the technology curve, and there will not be a CEO or corporate entity recommending an upgrade on systems every 12 months for no good reason.
Outdated Small Business Technology
As a small business computer consultant, you will most likely be working with a lot of outdated hardware, software and peripherals. Some of your clients’ equipment will be fine, other pieces of hardware will need updates and upgrades. You should not put a lot of stress on computer certification because small business owners don’t typically keep up with bleeding-edge technology, which takes away early-adopter stress.
Do You Have Skills?
Skills are far more important than computer certification in small business consulting. Do people come to you for advice on computers? Do they ask for help with software and hardware and peripherals? Are people coming to you for help simply because you have created a reputation as the type of person that knows more about PCs, notebooks and software than the average person? Do people know you as a good resource for computer problems? If the answer to these questions is “Yes,” then you probably already have what it takes to make a great computer consultant.
Computer Consulting Skills Vary
Computer certification and the level of your computer skills don’t really matter. There is a place for you in helping small businesses with IT problems no matter what your experience or skill level.
Submitted By: Computer Consulting Kit
Saturday, December 01, 2007
IT Consulting: Micro Small Businesses?
The small business arena is really one of the best for IT consulting. But there are different small business sizes with many different needs. What do you need to know in order to provide services to micro small businesses?
Micro Small Businesses: A Definition
Micro small businesses in IT consulting have anywhere from 1 – 10 computers that usually use Windows operating systems. These companies usually have between one and ten employees and their revenues will be between $100,000 – a million annually.
The difference between micro small businesses and others in terms of IT consulting is that they don’t have a dedicated server. They are probably running a P2P server and are bringing you as an IT consultant in to help. You shouldn’t be confused about your skills in this arena. You will be able to start your IT consulting business easily by working with micro small businesses as a starting point.
Hardware for IT Consulting and Micro Small Businesses
You will need to know desktop PC support, notebooks, PDAs (palm-based) and Windows CD-based PDAs, printers, server set-up, dial-up modems, DSL and cable modems and how to deal with surge protection, data line protection and entry-level battery backup devices in order to work with micro small businesses in IT consulting.
Software for IT Consulting and Micro Small Businesses
Get to know the most popular desktop and notebook operating systems. But you will mostly use Microsoft Windows on the desktop, notebooks and on PDAs.
Micro small businesses will be looking for desktop office automation applications support, basic PC and notebook support on the family of Microsoft Office. They will also want to know about Intuits Quickbooks accounting software and the Best Software’s ACT management system.
Blogged By: Computer Consulting Kit
Micro Small Businesses: A Definition
Micro small businesses in IT consulting have anywhere from 1 – 10 computers that usually use Windows operating systems. These companies usually have between one and ten employees and their revenues will be between $100,000 – a million annually.
The difference between micro small businesses and others in terms of IT consulting is that they don’t have a dedicated server. They are probably running a P2P server and are bringing you as an IT consultant in to help. You shouldn’t be confused about your skills in this arena. You will be able to start your IT consulting business easily by working with micro small businesses as a starting point.
Hardware for IT Consulting and Micro Small Businesses
You will need to know desktop PC support, notebooks, PDAs (palm-based) and Windows CD-based PDAs, printers, server set-up, dial-up modems, DSL and cable modems and how to deal with surge protection, data line protection and entry-level battery backup devices in order to work with micro small businesses in IT consulting.
Software for IT Consulting and Micro Small Businesses
Get to know the most popular desktop and notebook operating systems. But you will mostly use Microsoft Windows on the desktop, notebooks and on PDAs.
Micro small businesses will be looking for desktop office automation applications support, basic PC and notebook support on the family of Microsoft Office. They will also want to know about Intuits Quickbooks accounting software and the Best Software’s ACT management system.
Blogged By: Computer Consulting Kit
Subscribe to:
Posts (Atom)