Know-How Exchange : Other

nilanealy,

Have you ever thought of giving away a free "IT Analysis" clearly stating what the value of an analysis like the one you would be doing is worth so that you are communicating strong value with what you're doing. Also present the major benefits of having an IT analysis done on the coupon or sales letter.

Also as much as you possibly can leverage the current relationships you already have. Turn your customer into a passionate evangelist for communicating your value to others. Make sure that you are being intentional about the process of referrals with your clients.

A great way to secure the referral of your customer is to get them at least mentally thinking of working with you right from the start (while they're a prospect). Most sales people and consultants wait till the end of a sale to ask for a referral. I've always done it the opposite and here's why...When you secure or enlist your clients participation up front they at least know how the story ends before you get to the end. Waiting to the end of a sale is to late (it's like throwing in a surprise expectation). Customers like to know what to expect and they generally hate surprises that may require them to help you. Furthermore when you ask for it right up front and make it a part of doing business based on the success of the service you'll render while meeting their needs, the client fills more confident about what you will do for him because you're going into it with a high level of expectation. They also feel like they can trust you because you are being clear about at least how you would like to see it evolve. If their not interested just back off. Please don't use this technique unless you know that your level of service is going to be superior. This one technique alone made it where I did not have to make cold calls unless I wanted to. I hope you like this. I do have other ideas but these two ideas if you use it effectively should keep your business growing two to threefold with every sale your organization makes. Is there anything else I can do for you?

Your Servant, Deremiah, *CPE

I had posted a similar question - you may want to read https://www.marketingprofs.com/ea/qst_question.asp?qstID=2122

First of all, I think you are wise in your thinking thus far; by recognizing and identifying a gap in your process and realizing a specialist can fill that gap.

I will try to answer your questions in a very simple, straight-forward manner:

You may want to consider hiring a marketing specialist. You want to select a firm who can show you they possess the skills, experience, and contacts necessary to achieve your goals. Now this may sound absurdly obvious...because it IS. There are many marketing professionals who can handle a variety of business specialties. You just have to reach out (like you are now) and see what you can dig up.

Make sure the firm ASKS for plenty of information about YOU and YOUR CUSTOMERS. Every business is different, even if they exist within the same vertical. The right marketing consultant should be able to show you they are custom tailoring the strategies, plans, and tactics specifically for your company, rather than claiming to be "IT experts" and instantly producing suggestions without much consultation.

Now, I think it is fair to say some firms have more experience in one field than another, but usually it is a specialty in a particular form of marketing (i.e. Strategy, branding, interactive, metrics, advertising, etc).


It would be unfair of me to just leave it here without a suggestion or two. You can check out the following sites, where you pay to list your needs (usually a few hundred to a few thousand dollars in addtion to a "finders fee") and companies either bid on your services or someone from the hosting site searches for people for you. Keep in mind while these sites are popular and can be very effective, you pay for their service, THEN you have to pay the constulant. Anyway, here they are:

www.talentzoo.com

www.elance.com

Now, With regards to ROI...it depends on your needs, goals, and what it takes to get there. I know, it is yet another broad answer but there is not a rock solid figure. Especially with lead generation. One way is to acquire analytics of other companies within your vertical. Self reporting isn't as reliable as third party analysis. Not because of dishonesty, but rather the possibility of improper measuring.

Lead generation ROI should be derived from a segmentation of your conversion rates. This means not only measuring simple conversion, but applying the various other scenarios in order to find out what situations need the most attention. You would want to measure and segment the conversion from every tactic you employ...i.e. Let's say you are measuring website conversion. You don't want to just compare visitors to sales, you need to measure every point at which the visitor decided to convert - from landing straight on the order form from a search engine to visitors who browse around first, to visitors who start to fill out a form and stop and so on. The different scenarios can give you a much more accurate picture of what is happening and what needs to be done.

I will end my response with an invitation to contact me via email (just click my name) in order to inquire about our services and decide if we can suit your needs.

Thank you and Good Luck!

-- Jett Enterprises

NN, you should definitely check out the link that telemoxie provided. My own answer to the question he asked included a suggestion for "guerilla tactics," and another member followed that with a suggestion for a Geek Squad campaign.

In your situation, I can imagine swapping the Geek Squad idea for a Men In Black scenario (Geeks In Black?), which would be fitting for promoting IT security.

Go to that link, and you'll find what I'm talking about!