Finding Customers By Networking Richard Tubb Independent Consultant Chris Martin GFI MAX – MSP Consultant.

Finding Customers By Networking

Richard Tubb Independent Consultant

Chris Martin GFI MAX – MSP Consultant

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Introducing

Chris Martin GFI MAX – MSP Consultant

Richard TubbIndependent Consultant

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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

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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

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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!

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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

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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!

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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

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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

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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

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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

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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

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» Blog – www.tubblog.co.uk

» Twitter – www.twitter.com/tubblog

» LinkedIn – www.linkedin.com/in/richardtubb

» E-Mail – [email protected]

Any questions?

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GFI MAX Building Blocks

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» 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

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» 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?

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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

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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

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Your Logo Here

All the self-branded information and material you need

Sample flyer

Your strap line here

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Sample website copy

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Sample sales letters and telephone scripts

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Pricing calculators, sample contracts, statements of work...

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» 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

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» 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

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» Online resource to help you:

» Grow your IT support company

» Run your company more profitably

» Deliver fast IT support and increase uptime

» Minimize threats to your business

MSP Business Management website

www.mspbusinessmanagement.com