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!

Power Questions for Executives

Don’t ever ask this “power question” to an executive: what keeps you up at night?

It is not a power question. Quite the contrary.

Fred, the chief executive for North America of a large multi-national company, was very clear and direct. In an interview described in the book, Power Questions, by Andrew Sobel and Jerold Panas, Fred made some excellent points about why this question can result in you being escorted out of the door.

The bottom line: it shows that you didn’t do your homework. You could come across as not knowing enough about the executive’s business to ask informed questions that delve into specific issues they are facing.

The right power questions can show off what you know. They can also help build trust.

Instead of asking something cliche, do your homework and ask timely questions about topics they are dealing with. Some examples of intelligent power questions for executives:

  1. How is social media affecting your clients’ decision making process about buying your products?
  2. How do you see the economic crisis in Europe affecting your ability to export?
  3. What is your strategy to offset market share erosion from lower-priced competitors?

Each of these power questions for executives shows that you are aware of an issue that they are facing. Ask them to your boss, his/her boss, even the company president. The smartest senior executives will pick you out from the crowd as someone to watch and possibly nurture into a leadership role.

Child Allowance – Teaching Kids About Money

Creating lucky kids starts early. Like most parents, I’m constantly trying to instill in my children the values that I cherish. I look out for learning opportunities that help them understand by example and go beyond daddy telling them what to do or how to do it. One of the key values that I want my kids to understand and appreciate is financial responsibility. If they think money will just appear in their piggy banks now and they can spend it on whatever they would like, it won’t set a good precedent for the future when they become independent adults.

Richard and Linda Eyre’s new book, The Entitlement Trap: How to rescue your child with a new family system of choosing, earning, and ownership, reveals many ideas on nurturing children to understand the financial consequences of their actions.

Their premise is that children who do not learn to appreciate how to manage money at a young age will not have a disadvantage as they grow into adults. The book’s goal is to empower parents to teach their kids the relationship between money, work, and purchasing priorities.

  • Create specific tasks for them to earn money, each with a different dollar value. This can be things like doing the dishes, setting the dining table, taking out the garbage, doing homework without being prodded, washing hands before dinner, making their bed. The list goes on.
  • Schedule a regular payday. Don’t just give kids an allowance at the end of the week. On payday, give the kids an amount of money that is directly proportionate to the number of their tasks they remembered, completed and tracked.
  • Have a family bank with a slot at the top that kids can put a slip into that shows how many of their tasks they finished. You can even require that the slips be signed by a parent. On payday, open the bank with the kids so you can calculate what they earned.
  • Stop the open wallet policy. Create a checkbook for each child so they can keep track of their deposits and withdrawals. Consider an option to pay interest on the money they set aside as savings.

When a child wants to buy something with the money they’ve earned, give them the flexibility to spend it on what they want. If that means blowing it all on a $150 pair of shoes, so be it. They will quickly realize they don’t have any money left for anything else, such as going to the movies with their friends. And this early learning will help them balance their financial priorities as they grow older.

The Only Book Steve Jobs Had on His iPad

Walter Isaacson’s biography of Steve Jobs, which was released earlier this week, discloses the one book Steve Jobs read every year since he was a teenager – this is the only book he had on his iPad.

Autobiography of a Yogi written by Paramhansa Yogananda.

Before founding Apple, Steve Jobs traveled to India where he was exposed to different ways of thinking. The experience had a profound effect on how he pursued his endeavors. Reviewers share Jobs’ enthusiasm for this book, calling it “A life changing account,” “Guidebook for a lifetime,” and “One of the top hundred spiritual books of the twentieth century.”

“While Yogananda founded centers and organizations, his concern was more with guiding individuals to direct communion with Divinity rather than with promoting any one church as opposed to another” says David Frawley, Director of the American Institute of Vedic Studies.

You can read what influenced Jobs so much and shaped his views for free. A reprint of the original 1946 book is available at no charge on Kindle from Amazon. Click the book’s image on the left.

The Go Giver – The Fast Way to Create Luck in Your Career

In social media, the concept of sharing takes center stage.  Those who succeed are those who do not post shameless plugs repeatedly. Rather, they consistently post information that is helpful to others without looking for an immediate return on their investment in time.The Go Giver

Bob Burg and John David Mann exemplify this concept of giving information in their best selling book, The Go Giver.  It is a business fable that you can read in a few hours and glean a lot of tips on how to manage your own career.  The main theme: help others first and they will help you.

If there was a fast way to create luck in one’s career, this would be it.  The main character’s primary objective is to figure out how to close a large account – the Big Kahuna.  He finds that through helping all those around him, other things in his word line up and he closes deals that make the Big Kahuna look small.  It is the Law of Attraction told as an enchanting story that shows you specific techniques to move ahead and fills you with inspiration to allow good fortune to flow your way.