Finding Customers By Networking Richard Tubb Independent Consultant Chris Martin GFI MAX – MSP...
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Transcript of Finding Customers By Networking Richard Tubb Independent Consultant Chris Martin GFI MAX – MSP...
Finding Customers By Networking
Richard Tubb Independent Consultant
Chris Martin GFI MAX – MSP Consultant
Slide 3 of 26
Webinar Agenda
» Why business networking works
» Finding networking meetings» In both UK and USA
» Tips for attending business networking meetings
» Using Social Networking
» General Networking
» Question and Answer
Slide 4 of 26
Why business networking works!
» It’s all about relationships
» People buy from people they like
» Boost your reputation
» Show off your skills
» Earn referrals
» Build business relationships
Slide 5 of 26
Finding Networking Meetings
» Local Chamber of Commerce
» BNI - www.bni.com
» 4Networking (UK) - www.4networking.biz
» Peer and User Groups – Microsoft Small Business Specialist
» The first event you attend – ask which networking events have worked for others!
Slide 6 of 26
Prior to the Event
» Make sure you have plenty of business cards
» Practice your Elevator pitch
» Take more than one pen!
» Prior to the event, run through the attendee list
» Pick out two or three people who you may have common business ground with
Slide 7 of 26
Tips for “Working the Room”
» Be a Go-Giver
» Offer to help others first, and they will return the favour
» Ask questions about the other person
» Use their business card to write notes on
» Do not sell!
Slide 8 of 26
Shy or nervous?
» Look for “open” groups, typically two people talking
» Ask “May I join you?”
» Introduce yourself clearly
» “I suppose you know lots of people here?”
» Avoid “closed” groups, people standing in circles
Slide 9 of 26
After the Event
» Schedule time within 48 hours to follow-up
» Input the business card into Outlook
» Refer to those notes you wrote down on their card!
» Connect with them via LinkedIn
» Read my blog article – “Collecting Business Cards” http://bit.ly/tubblog-bizcards
Slide 10 of 26
Using Social Networking
» Do not sell!
» Use to educate
» Add Value, not noise
» It’s a two-way conversation
» It’s about quality, not quantity
Slide 11 of 26
Social Networking Etiquette
» When in doubt, treat like “real world” networking
» Don’t “Friend Collect” – write personalised introductions in connection requests
» Read my blog post – “Thanks for your Friend Request, but who are you?” http://bit.ly/tubblog-friendrequest
Slide 12 of 26
General Tips
» “Be The Connector”
» It’s not all about customers. Look to connect with Strategic Alliance partners too
» Use a balanced “linked up” approach to networking – Face-to-Face, Telephone Calls, E-Mails, Social Networking
Slide 13 of 26
» Blog – www.tubblog.co.uk
» Twitter – www.twitter.com/tubblog
» LinkedIn – www.linkedin.com/in/richardtubb
» E-Mail – [email protected]
Any questions?
Slide 15 of 26
» A series of discrete, pre-packaged services that the customer can easily grasp the value of
» That you can sell easily
» That generate recurring profits for you
» Bind that customer to you
» Learn about their systems
» Begin changing the nature of the relationship
» And migrate them to full Managed Services
How the Building Blocks can help you get started
Slide 16 of 26
» All the information, tools and collateral needed to sell and implement a set of Managed Services
» You can use to:
□ 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
What’s a Building Block?
Slide 17 of 26
Building Blocks Program – Do it your way!
Server & Network Workstation Email
Server & network management
Workstation management
Email archiving
Email hosting
Delivery verification
Real-time server & network monitoring
Proactive workstation maintenance Email Continuity
Daily ServerHealth Check
Real-time workstation monitoring Anti-virus & anti-spam
Daily Server Safety Check
Daily Workstation Health Check
Email infrastructure monitoring
Lucrative but
complex
Lower value but
simple
Slide 18 of 26
What’s contained in each Building Block?
Each Building Block Contains:
Information about the service, context in which it sits in Building Blocks
Financials (pricing & profit) calculators
Promotional material (flyers, letters, web site text, etc.), value proposition, marketing and sales strategy
Implementation documents (contracts, SLAs)
Implementation considerations: Integration, billing, scaling, etc.
Example: Server Blocks – all you need to price and sell
Server & Network Management
Real-time Server & Network Monitoring
Daily Server Health Check
Daily Server Safety Check1
2
3
4
Slide 19 of 26
Your Logo Here
All the self-branded information and material you need
Sample flyer
Your strap line here
Slide 23 of 26
» All the info and collateral.
» To easily sell straightforward services that the customer grasps.
» That bind the customer to you.
» That truffle hunt and brings more incidents to the surface.
» That you can make good recurring revenues and profits.
» That require no changes to your business system. No training and travel and time.
» That can be used to attract new customers with a straightforward service.
» That start the progression to full Managed Services.
GFI Max and Building Blocks are…Easy!
GFI MAX Building Blocks summary
Slide 24 of 26
» You get the full system
» Set up in less than 10 minutes!
» No commitment
» No hard sell
» Or contact us for more information:[email protected]
Thank you