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Marketing a Computer Computer Consultancy
Question:
What are the most effective ways to promote a computer training/software development business? Do the majority of small training companies use direct mail, telesales, joint venture, networking or what? I run a small computer consultancy and would like to discuss marketing with anyone who has or works in a growing training company. Contact me on 01892 661347, email me or post to the newsgroup. Thanks Jon
Response:
Jon, It would seems that many overlook the obvious. I believe one method of marketing that is many times overlooked is just introducing your company to as many as possible – one by one if need be. I just read a local newspaper article that states that many people do not "buy" until they gain confidence. This usually takes about 7 to 8 times of seeing you/your company. Unfortunately, many advertise one way for a month (say bulk mail) and do not get a result. Then 6 months later try radio, and do not get a result. What is needed is a way to introduce your company to perspective customers/clients over a short period of time, for a multiple amount of times. This way your company is known, and confidence is given. But let me remind you that the best way to get confidence, almost immediately, is by a referral. If someone recommends something new (say a restaurant), you may not go immediately, but upon only 2 or 3 of these types of recommendations, you will make it a point to visit the place. Hope this helps. Oh yeah, these really help make someone feel confident in using you or your services: 1. Absolute belief in yourself 2. Absolute belief in your company 3. Absolute dertermination to win 4. Absolute dedication to yourself 5. A smile 6. A warm hand Best regards, Corey J. Rabbon Independent Representative 5th Largest Long Distance Company in the USA – Hide quoted text — Show quoted text – > What are the most effective ways to promote a computer > training/software development business? > Do the majority of small training companies use direct mail, > telesales, joint venture, networking or what? > I run a small computer consultancy and would like to discuss marketing > with anyone who has or works in a growing training company. > Contact me on 01892 661347, email me or post to the newsgroup. > Thanks > Jon
Response:
Corey, Thanks for your suggestions. All points were duly noted. My ultimate goal is to delegate the sales and marketing function so I don’t have to sell anymore. I believe there must be hundreds of computer consultancies out there who have gone through the learning process I am currently experiencing. If I could pick their brains I would shortcut alot of the learning process. [Mod: Jon, Have not seen this post of yours in the excellent misc.business.consulting A lot of them computer consultants hang out there. Tap the resource!] Getting access to these people is my current challenge but hopefully these excellent newsgroups will help. Thanks for your interest. Regards Jon – Hide quoted text — Show quoted text ->It would seems that many overlook the obvious. I believe one method of >marketing that is many times overlooked is just introducing your company >to as many as possible – one by one if need be.
Response:
> My ultimate goal is to delegate the sales and marketing function so I > don’t have to sell anymore.
_That_ unfortunately is part of the problem you are facing. After reading the CIS:GO CONSULT forum for many years, I have yet to find one person who is successful in a computer consultant business who doesn’t do sales and marketing. On the contrary, they spend 10-30% of their time and effort into marketing. However, they don’t necessarily have to do much selling. Marketing is the process of deciding what markets to hit, how to hit them, and how to let people know that you can fix their problems. For example, I’ve been in the business of software for credit card terminals. I don’t do much selling, but I spend a lot of time marketing. I do newsletter mailings and faxes. I have ads in trade journals and a web page. However, the best thing is still the one on one telling to people who can recommend my services to others. This is all marketing time. If you are looking for the big bucks just to sit in your office and code, you will not have the big bucks coming in for long. I tried that, and starved. The big bucks come from solving people’s problems, not from coding. When I market as problem solving, then I can charge much more than for just code. David Randolph Prairie Trail Software, Inc. www.prairietrail.com