7 IT Marketing Questions to Ask Yourself if You Want Great SMB Clients (Slides)
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Transcript of 7 IT Marketing Questions to Ask Yourself if You Want Great SMB Clients (Slides)
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Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com
7 IT Marketing
Questions to Ask
Yourself if You Want
Great SMB Clients
Creative Commons Image Source: Flickr BUILDWindows
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Work Through
These Seven Short
IT Marketing
Questions to Start
You Thinking
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About Where the
Gaps Are in Your
Marketing
Approach:
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1. How Much
Revenue Does
Your Average
Small Business
IT Client
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Generate Each
Year (Annually)?
A. <$5,000
B. $5,000 - $11,999
C. > $12,000
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2. Do You Have a
Written IT Marketing
Plan or Calendar?
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A. No. I Have Some
Target Goals in
My Head.
B. Yes.
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3. How Many Ways
Are You Reaching
Potential Clients
Besides Word-of-
Mouth?
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4. How Well Do
You Qualify
Your Leads?
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A. I Don’t Do Lead
Qualification.
B. I Kind of Go With
My Gut.
C. I Have a Standard
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Set of Questions
to Separate the
True Prospects
From the
“No-ways.”
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5. Do You Have
a Written,
Step-by-Step
Sales Process?
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A. No.
B. I Just Wing it With
Some Basics I
Like to Use.
C. Yes.
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6. Do You Follow Up
With Prospects
Who Don’t
Commit During
the First Meeting?
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A. No, They Must
Not Be Interested.
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B. When I’m Sure
They’re Interested
I Think About
Calling Later,
But Often Forget.
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C. Yes, Until They
Become Clients
or Ask Me to Stop
Calling.
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7. How Many Hours
a Week Do You
Usually Spend on
IT Marketing,
Sales,
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And Business
Development?
A. < 4
B. 4-8
C. >8
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If Your Answers
Were Mostly “A,”
You Are Reacting,
Not Acting, and it
No Doubt Shows
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Make a Goal to
Move at Least
Toward the “B”
Answers over the
Next Few Months
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If Your Answers
Were Mostly “B,”
You’re Probably
Good at Winging
Your Way Through
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However, You Can’t
Run a Business on
the Fly. Try to Move
Toward the
“C” Approaches
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If Your Answers
Were Mostly “C,”
Evaluate Whether
Your Well-planned
System is Bringing
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Desired Results &
Consistently
Attracting Great
SMB Clients
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If Not, There May Be
Times You Should
Learn to Wing it!
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Download this
Free Special Report Now at
ITMarketingIdeas.com
Recommended Reading:
Top 10 IT Marketing Strategies
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