When you are building your computer repair business, you have to be very careful about hiring your technical staff. Otherwise, you might end up training and supporting someone that will be your future competition!
A Computer Repair Business Example
As an example, let’s say that your computer repair business hires a technical employee and pays for advanced training: Microsoft; Cisco; Citrix. This employee might gain incredibly sharp skills and get great experience in the field.
But what if the staff member of your computer repair business wakes up one day and decides he/she doesn’t want to work for your company anymore? The person decides to start a home-based computer consulting company and take clients along for the ride!
Your Computer Repair Business and Forecasting Disasters
You can’t put all your eggs in one basket and rely on just one technical staff member to carry your entire company. You have to make sure you are really entrenched in the sales process and in the services delivered. You may not be the person doing all the work, and you may not have the strongest technical skills … but if you make sure to always stay involved and let everyone know you’re the boss, you can keep your clients loyal and long-term relationships strong.
Contracts are Important with Your Computer Repair Business
You need to be sure to cover yourself when it comes to you technical staff. Have staff members sign contracts – non-compete clauses, non-disclosure agreements (NDAs), etc. – when you hire them (NOTE: Talk to your attorney!). Make sure you have a strong plan for your computer repair business so you can deal with legal issues and employee issues before they happen.
Added By: Joshua Feinberg
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Showing posts with label computer repair business. Show all posts
Showing posts with label computer repair business. Show all posts
Monday, March 24, 2008
Tuesday, March 18, 2008
How Do You Overcome Computer Repair Business Sales Objections
If you are running a computer repair business, chances are you face challenges when it comes to overcoming client sales objections.
There are some common sales objections you might hear when you are selling networks to small business prospects, customers and clients and dealing with the ins and outs of a computer repair business.
Where Does the Problem Begin?
Typically, you start to run into objections when you talk about network upgrades and sophisticated technology services. At this point, small business prospects for your computer repair business will start to really focus on how much it’s going to cost them.
But do they understand the soft costs of not investing early in a real, advanced network? There are dangerous consequences such as lost employee productivity that results from cutting corners, downtime and service costs from computer consultants when dead-end solutions are chosen just because they don’t cost a lot of money.
Even if you do a thorough job with your initial consultation, IT audit, site survey and reports, you are going to have to face some client objections before making that final leap into a long-term client relationship.
Why Does Your Computer Repair Business Have to Overcome Objections?
One minor concern can ruin a whole sale, so you have to have great business development skills to help you overcome any objections. When you have the right strategies, you will be less apt to get emotional, defensive or annoyed. You will be more focused and able to figure out how to best solve complicated prospect problems and close your sale so you can get paying clients.
Sales Objection 1: Apathy
If small business owners are apathetic about networks, you might face weeks, months or years before they feel urgent enough about their computer repair business needs to hire you. But, when you know the roots, you will be able to push the process along. (For examples, visit the link to the corresponding article at the end of this blog entry!)
Network Reliability Can Overcome Sales Objections in the Computer Repair Business
PC/LAN network reliability might be questioned when a P2P server randomly shuts down and restarts because a specific software setup program decided to reboot.
P2P networks do not protect data. If it isn’t protected with fault tolerant hard drives, a tape backup drive, a server-class UPS and regularly updated virus-protection software, a P2P network can be a real disaster. Sometimes this can work to your advantage when you are facing apathy by when some divine intervention happens and a lightning storm, blackout or other disaster happens to show prospects just how unreliable their current setups are.
Catastrophic Data Loss Can Be Your Best Friend
Catastrophic data loss is a horrible situation for prospects and clients, but can really motivate them to overcome their apathy and hire your computer repair business to help them with sophisticated server solutions. All of a sudden, the people that were wavering about accepting your help and solutions will be really interested in your suggestions about networking which features centralized security and data protection (the very thing that could’ve prevented their catastrophe).
Discontinued Technical Support and Your Potential Computer Repair Business Clients
You can also overcome apathy-related sales objections by talking about discontinued technical support, particularly when it comes to vertical, industry-specific software: niche applications designed for accountants; software for attorneys, physicians, realtors, auto body shops, restaurants, etc.
Eventually, an ISV selling this software will stop offering tech support, updates and patches, and then what? You can be the person that solves these problems for them by being the person that will take over that sort of maintenance and support.
The Main Idea about Overcoming Sales Objections and Your Computer Repair Business
If you are working with computers and small businesses, you need to have great sales skills to overcome sales objections.
Blogged By: Joshua Feinberg
There are some common sales objections you might hear when you are selling networks to small business prospects, customers and clients and dealing with the ins and outs of a computer repair business.
Where Does the Problem Begin?
Typically, you start to run into objections when you talk about network upgrades and sophisticated technology services. At this point, small business prospects for your computer repair business will start to really focus on how much it’s going to cost them.
But do they understand the soft costs of not investing early in a real, advanced network? There are dangerous consequences such as lost employee productivity that results from cutting corners, downtime and service costs from computer consultants when dead-end solutions are chosen just because they don’t cost a lot of money.
Even if you do a thorough job with your initial consultation, IT audit, site survey and reports, you are going to have to face some client objections before making that final leap into a long-term client relationship.
Why Does Your Computer Repair Business Have to Overcome Objections?
One minor concern can ruin a whole sale, so you have to have great business development skills to help you overcome any objections. When you have the right strategies, you will be less apt to get emotional, defensive or annoyed. You will be more focused and able to figure out how to best solve complicated prospect problems and close your sale so you can get paying clients.
Sales Objection 1: Apathy
If small business owners are apathetic about networks, you might face weeks, months or years before they feel urgent enough about their computer repair business needs to hire you. But, when you know the roots, you will be able to push the process along. (For examples, visit the link to the corresponding article at the end of this blog entry!)
Network Reliability Can Overcome Sales Objections in the Computer Repair Business
PC/LAN network reliability might be questioned when a P2P server randomly shuts down and restarts because a specific software setup program decided to reboot.
P2P networks do not protect data. If it isn’t protected with fault tolerant hard drives, a tape backup drive, a server-class UPS and regularly updated virus-protection software, a P2P network can be a real disaster. Sometimes this can work to your advantage when you are facing apathy by when some divine intervention happens and a lightning storm, blackout or other disaster happens to show prospects just how unreliable their current setups are.
Catastrophic Data Loss Can Be Your Best Friend
Catastrophic data loss is a horrible situation for prospects and clients, but can really motivate them to overcome their apathy and hire your computer repair business to help them with sophisticated server solutions. All of a sudden, the people that were wavering about accepting your help and solutions will be really interested in your suggestions about networking which features centralized security and data protection (the very thing that could’ve prevented their catastrophe).
Discontinued Technical Support and Your Potential Computer Repair Business Clients
You can also overcome apathy-related sales objections by talking about discontinued technical support, particularly when it comes to vertical, industry-specific software: niche applications designed for accountants; software for attorneys, physicians, realtors, auto body shops, restaurants, etc.
Eventually, an ISV selling this software will stop offering tech support, updates and patches, and then what? You can be the person that solves these problems for them by being the person that will take over that sort of maintenance and support.
The Main Idea about Overcoming Sales Objections and Your Computer Repair Business
If you are working with computers and small businesses, you need to have great sales skills to overcome sales objections.
Blogged By: Joshua Feinberg
Monday, March 10, 2008
Making Others Aware of Your Computer Repair Business through IT Marketing
If you want to sell services with your computer repair business you need to build awareness of a problem. And once you define the problem for prospects, you need to make them aware that your computer repair business is the right one to solve that problem through skillful IT marketing.
Seminar Marketing
Seminar Marketing is a great way to get prospects in touch with the philosophy of your computer repair business because it makes them aware of what you are offering very efficiently. Instead of having to go out on sales calls and spend a lot of time talking about basics with individuals, you get a room full of prospects all in one place at the same time and at attention.
No Pressure!
Seminars with IT marketing are a much less intimidating way for your prospects to learn about your computer repair business. If you set up proper registration and follow-up procedures, properly qualify prospects and invite effectively you can get a lot of business through seminars held surrounding key technology issues for your niche.
IT Marketing and White Papers that Build Awareness
When you publish a white paper or an e-zine, you can also get great lead capture and follow-up results. If you are running a direct mail campaign, you can offer a white paper or an e-zine with a high value. You can develop the white paper yourself, outsource to a freelance writer or adapt something from a reseller program. If you do regular seminars, you can just offer an edited transcript of this seminar as part of your computer repair business IT marketing strategy.
IT Marketing and Building Awareness!
You can advertise your white paper through display ads or direct mail pieces. It will give prospects a reason to call your computer repair business, go online and request something. And then you can capture information.
The Main Idea about Building Awareness of Your Computer Repair Business
In order to show how valuable you are to prospects, make them aware of the problems they have and that you are the best person to solve it. Use seminars and white papers as part of your IT marketing campaign.
Added By: Computer Consulting Kit
Seminar Marketing
Seminar Marketing is a great way to get prospects in touch with the philosophy of your computer repair business because it makes them aware of what you are offering very efficiently. Instead of having to go out on sales calls and spend a lot of time talking about basics with individuals, you get a room full of prospects all in one place at the same time and at attention.
No Pressure!
Seminars with IT marketing are a much less intimidating way for your prospects to learn about your computer repair business. If you set up proper registration and follow-up procedures, properly qualify prospects and invite effectively you can get a lot of business through seminars held surrounding key technology issues for your niche.
IT Marketing and White Papers that Build Awareness
When you publish a white paper or an e-zine, you can also get great lead capture and follow-up results. If you are running a direct mail campaign, you can offer a white paper or an e-zine with a high value. You can develop the white paper yourself, outsource to a freelance writer or adapt something from a reseller program. If you do regular seminars, you can just offer an edited transcript of this seminar as part of your computer repair business IT marketing strategy.
IT Marketing and Building Awareness!
You can advertise your white paper through display ads or direct mail pieces. It will give prospects a reason to call your computer repair business, go online and request something. And then you can capture information.
The Main Idea about Building Awareness of Your Computer Repair Business
In order to show how valuable you are to prospects, make them aware of the problems they have and that you are the best person to solve it. Use seminars and white papers as part of your IT marketing campaign.
Added By: Computer Consulting Kit
Tuesday, February 05, 2008
Computer Repair Business: Focus on Customer Service
When you are building your computer repair business, you need to think about what you can do from a customer service standpoint to sell more managed services and monitoring. Think about what the value would be to your clients if you could predict and prevent major issues before emergencies arise.
When planning how to market your computer repair business, think about specific situations. For example, if someone had $1,700 worth of virus-related services last quarter, what can you offer them that can prevent this in the future?
Which Services Can You Provide with Your Computer Repair Business?
Think about what you need to offer your clients. Do you need to give them more virus protection or just more end user training? Look at your service tickets for your computer repair business and identify patterns. When you really gauge what you need to do, you are providing excellent customer service because you are truly anticipating needs.
Be Proactive!
You and your computer repair business staff members need to be proactive about how you deal with relationships and anticipate your clients’ needs ahead of time. You should learn for what you should be looking.
You also need to provide rewards for the technical staff of your computer repair business and pass along opportunities. Compensate account managers and staff based on customer satisfaction ratings so you are constantly putting the focus on customer service.
Added By: Joshua Feinberg
When planning how to market your computer repair business, think about specific situations. For example, if someone had $1,700 worth of virus-related services last quarter, what can you offer them that can prevent this in the future?
Which Services Can You Provide with Your Computer Repair Business?
Think about what you need to offer your clients. Do you need to give them more virus protection or just more end user training? Look at your service tickets for your computer repair business and identify patterns. When you really gauge what you need to do, you are providing excellent customer service because you are truly anticipating needs.
Be Proactive!
You and your computer repair business staff members need to be proactive about how you deal with relationships and anticipate your clients’ needs ahead of time. You should learn for what you should be looking.
You also need to provide rewards for the technical staff of your computer repair business and pass along opportunities. Compensate account managers and staff based on customer satisfaction ratings so you are constantly putting the focus on customer service.
Added By: Joshua Feinberg
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