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Finding Customers By Networking

Finding Customers By Networking. Chris Martin. GFI MAX – MSP Consultant. Richard Tubb. Independent Consultant. Introducing. Chris Martin GFI MAX – MSP Consultant. Richard Tubb Independent Consultant. Webinar Agenda. Why business networking works Finding networking meetings

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Finding Customers By Networking

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

  2. Introducing Chris Martin GFI MAX – MSP Consultant Richard Tubb Independent Consultant

  3. 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

  4. 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

  5. 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!

  6. 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

  7. 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!

  8. 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

  9. 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

  10. 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

  11. 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

  12. 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

  13. Any questions? • Blog – www.tubblog.co.uk • Twitter – www.twitter.com/tubblog • LinkedIn – www.linkedin.com/in/richardtubb • E-Mail – richard@tubblog.co.uk

  14. GFI MAX Building Blocks

  15. How the Building Blocks can help you get started • 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

  16. What’s a Building Block? • 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

  17. Building Blocks Program – Do it your way! Lucrative but complex Lower value but simple

  18. What’s contained in each Building Block? Example: Server Blocks – all you need to price and sell Server & Network Management 4 Real-time Server & Network Monitoring 3 Daily Server Health Check 2 Daily Server Safety Check 1

  19. All the self-branded information and material you need Sample flyer Your Logo Here Your strap line here

  20. Sample website copy

  21. Sample sales letters and telephone scripts

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

  23. GFI MAX Building Blocks summary • 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!

  24. Thank you • You get the full system • Set up in less than 10 minutes! • No commitment • No hard sell • Or contact us for more information:gfimax@gfi.com

  25. MSP Business Management website • 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 www.mspbusinessmanagement.com

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