Shad M
Help offered..... Posted 10:45 AM on 01/07/08Glenn, My company provides IT support as well as our core IP PBX Phone systems, so I have some experience with this. "we're not interested" and "we are happy with our current provider" is another way for them to say "you have given me no value". Think about that very carefully....Ok, now you have a couple avenues. 1. You can use a rebuttle method and say "I'm so glad youre "happy" with your current provider, but you should know that my customers are reporting that they are ecstatic with our service. My customers are more profitable, able to handle critical IT challenges effeciently, and excited about our relationship, I'd love to send you some video testimonials so you can see for yourself". Hey, sometimes it works. Most of the time, it doesnt. 2. You need to spend more time calling on and getting referrals. A referral won't say those things to you, because you aren't a stranger anymore. Go through your customer base and ask happy customers for people they know in the same line of work. Their are plenty of educational "groups" for IT people that you could speak at as well. You need to be a leader, you need to be known. You have to do what it takes to do those things. Give value first, and ask engaging questions. But you have to have someone to listen to them. Set up a free seminar on "database security" or "disaster recovery", offer incentives for existing clients if they bring a friend to it. For voicemail try this "Hi, this is Glenn calling for (insert prospect), I will be in my birmingham (or your city name) office today at 555-4444. You WILL get call backs, but you better have all the other stuff I just mentioned worked out BEFORE you leave this message. Another way I use is to leave a message like this "tom, hi, this is Shad. I was wondering if you knew the 3 most common network failure points in disaster recovery? The first one is......How about giving me a call and we can discuss the other two over lunch?" Try it, what have you got to lose?
