New Book – The IT Marketing Crash Course: How to Get Clients for Your Technology Business

I just released a new book, The IT Marketing Crash Course: How to Get Clients for Your Technology Business. If you provide any type of technology consulting services, this book will show you how to get more leads and close more sales. It’s filled with tips from technology company owners and executives who are generating hundreds of new, qualified leads.

IT Marketing Crash Course

It is available on Amazon in Kindle and print formats.  At the time of this writing, the book was ranked #1 on Amazon in 3 business categories and #16 overall for all business books on Kindle.

The 138-page book includes strategies, checklists, examples and action plans that lead to new customers. It is filled with stories from technology business owners and executives who describe how they are generating hundreds of qualified leads through clever marketing tactics. Topics include:

  • The best non-sales questions that lead to more sales
  • Honing your marketing message so it resonates with prospects
  • Pricing strategies that make it easy for clients to buy your services
  • The most powerful ways to build and leverage your network
  • What to put in your emails, blogs and website to hook new clients

Some sales strategies only talk about going after the lowest hanging fruit – the people who are ready to buy and are just trying to pick a vendor. But that leaves out a much larger block of the market – people  who could be your customers, but just need a little nurturing… so as you get them to be sales-ready, they think of you first.

Learn what you need to know and do to get prospects to find you, like you and buy from you.

You will grow your business.

Download it now!

Leveraging LinkedIn: The Strength of Weak Ties

Strength of Weak TiesIn 1973, Mark Granovetter proposed a theory about social interaction in the American Journal of Sociology entitled The Strength of Weak Ties.  His assertion was that people close to you know about the same opportunities, projects, people, job openings and events that you do.  As a result, while your close network may have the best of intentions, they may not be able to help you with access to new opportunities because they are the same ones you are already aware of.

If you expand your reach beyond your closer circles, you tap into your other connections which exposes you to a whole new set of options. You are able to access things happening in their circles while providing them access to yours.  This is the strength of weak ties.  It can be a very mutually beneficial relationship.

The easiest and fastest way to strengthen your weak ties is to broaden your LinkedIn connections. If you have not already created an account on LinkedIn, I strongly recommend you do so.  Here are your next steps:

  1. Add the people you know to your network.  LinkedIn will then create a list of people it thinks you might know based on mutual contacts.  Go through those and add your outer circle to your network, too.
  2. Get active!  As you build your online network, post periodic updates about opportunities you have available as well as those you seek.
  3. Update your LinkedIn status with links to articles that you find interesting. Others may enjoy them, too. More importantly, they will remember you for posting useful information.

Doing this will put you on the radar of your outer circle.  If you see a post from a distant colleague that resonates with you, reach out and say hello. Your initiative will leverage your weaker ties and open up new circles of contacts and opportunities.

The Luckiest Gift for the Business Professional

Want to make someone in your life feel lucky?  Here’s a business gift idea for a social media savvy business professional:  write them a LinkedIn recommendation. LinkedIn Recommendation

If you look at most people’s LinkedIn profiles, they have very few, if any, recommendations.  As more and more people find each other via tools like LinkedIn, reading recommendations from colleagues will help readers learn more information that encourages them to connect.  Writing an unsolicited LinkedIn recommendation is gift even for those people who aren’t very social media savvy.

Don’t know how?  Here’s what to do:

  1. Visit your LinkedIn profile.
  2. Click on your Contacts list and find someone you would like to recommend.
  3. Click Recommend <name of contact> on the top right.
  4. Write your recommendation and hit Send.

Pretty easy.

The best gifts are the ones money can’t buy.  This one comes from the heart and will be appreciated long after any material gift you could give has been forgotten.  Don’t tell them you are writing one. Just do it.  It will take you just 5 minutes and you will feel the gift of giving and the recipient will feel lucky about getting it.

Find a Mentor Using Social Media

A mentor or coach can make a huge difference in accomplishing what you want in life. If you think that busy executives might not spare the time to help you, consider this: If a high school student came to you and asked for advice on going to college at your alma mater, what would you do?  Almost without question, you would help.  It is our nature as human beings to help otherfind a mentor using social medias.

Mentors are available all around you.  Thanks to the Internet, we have all sorts of tools at our disposal to meet people.

Here is a very fast way to find a mentor using modern social media tools:

  1. Create an account on LinkedIn and flush it out with information about yourself.
  2. Search LinkedIn for the type of person you want as a mentor, someone with a title like Director, Vice President, CEO or other executive.  Mentors don’t have to be in your field.
  3. Reach out to them by email. If they’re not within your LinkedIn network, upgrade so LinkedIn will allow you to email that person.  Tell them who you are and that you are looking for a mentor – not a job. Tell them that you admire what they have accomplished and that you would like to model your career that way.  Ask if you could take them out to lunch to get career advice.  If they’re too busy for lunch, ask for a 15 minute phone call. Be prepared to ask them questions.
  4. Do this with 10 people, maybe 20.

I guarantee that you will get several meetings.  I would even bet that the executives you meet will pick up the tab for lunch and that some will even connect you to people who can accelerate your career.

All you have to do is ask.