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!

5 Successful Executives and Their Work Habits

Inc. Magazine has a section that profiles entrepreneurs’ work habits, The Way I Work. Every person they highlight shares a common theme: all of them spend a large amount of time looking at issues at a high level. They want to make sure that the activities they and their staff work on are aligned with overall goals.  In other words, their habits allow them to work on their business, not just in it.

Here are 5 good work habits from successful entrepreneurs:

1. Always keep your biggest dream in focus. Inc’s piece about social media celebrity Gary Vaynerchuck highlights his obsession for one-to-one engagement and how everything he does is directed at achieving his ultimate goal: acquiring the New York Jets.

2. Use email filters and folders for screening. Your Inbox is probably flooded. David Karp, founder of Tumblr, had trouble managing his emails. He let emails pile up, forgot to reply to important messages and got overwhelmed. Now, filters route messages into folders so he stays organized.

3. Obsess over metrics. LivingSocial CEO Tim O’Shaughnessy checks his company’s aggregate revenue, number of units sold and other data every morning before getting out of bed – that’s at 5:00 a.m. He is constantly looking for patterns in numbers. They give insight into what to improve and where new opportunities exist.

4. Don’t obsess over work hours. Jason Fried, CEO of 37Signals, reports that he has no idea how many hours his staff works. He just knows that they get the work done. And isn’t that the most important part? Stop clocking yourself. It’s irrelevant.

5. Feel okay about making mistakes. “Don’t overthink” is Rashmi Sinha‘s matra. The CEO of SlideShare makes a good point when she says that if you spend too much time thinking about something before you execute it, you still might make a mistake. It’s better to roll out software faster than to overthink it worrying that something isn’t quite right.

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.