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!

Best Time to Call

I’ll bet your work day is packed. You have meetings, colleagues stop by with questions. There are all sorts of distractions.

So what is the best time to call on a prospect? Their day is probably a lot like yours.

Try calling them at 8:05 am or 4:50 pm, even 5:30 pm.

Why is the best time to call so early or late in the day? Simple. Most executives start their day early and end late. They are at the office far past 6:00 pm. I know I am. The only times I leave early are when I have another appointment that I have to get to.

Before and after normal work hours, most of their staff is gone. That means they are in the office and usually not as distracted. That’s the best time to reach without getting a quick brush off or having to talk your way past the gatekeeper.

If you run your own business, you know exactly what I am talking about. Who leaves to go home at 5:00?  Very few executives do that.

If they aren’t in their office, they are certainly checking email when they wake up and before they go to bed. And when your message has less to compete with (i.e., fewer other emails they have to scroll through compared to what they get during the day), you stand a higher chance of getting a response.

In fact, my company, MailerMailer, just released our latest email marketing metrics report based on data from 1.2 billion email messages. We found that emails sent during off-hours generate the highest number of clicks on links within the message.

In other words, reaching people before or after hours gives you the best odds in getting their attention. Not only is it the best time to call, but is also the best time to send them email.

Get Noticed

Getting lucky often involves getting noticed.  If you get noticed by the “right” person, it can lead to connections that this person can make for you, which can accelerate your path toward your goals.

In many settings, getting noticed is actually pretty easy. My company, MailerMailer, is participating as a live case study for a social media class this semester at the University of Maryland. Last week, we threw a kick-off party during class so the students could meet some of my team and ask questions about the project.  To get the discussing going, I asked a simple question: what would you like to get out of the class?get noticed

What happened next surprised me, not so much by what happened but by how fast.  I expected the more vocal and active class participants to chime in with their ideas.  As I listened, I also looked around the room and spotted several students checking their friends’ Facebook status on their laptops. They weren’t paying attention.  To be fair, I wasn’t a perfect student when I was in college either and I know the vast majority of these students are motivated and I am looking forward to working with them on their class project.  But I couldn’t help shake the feeling that the ones who were not as involved could easily stand out, too. They got noticed, but probably not in the way that put them in the best light.  Luckily, most got noticed in a good way.

Within minutes, I was able to spot the leaders – in other words, the people I would most likely want to hire. They were the ones asking the most thoughtful questions.

If you are by nature a shy person, you have work a little harder to summon up the courage to raise your hand and speak your thoughts. The talkative ones don’t always have the best ideas. One of my company’s most innovative team members is very shy.  Yet her ideas are backed with tremendous thought and insight.

So, here’s the secret to getting noticed (in a good way): ask a thought-provoking question.  When you get someone else to think deep, you create an emotional connection. That increases the chances they will remember you.

It works almost every time and in almost every setting. Here are a few outstanding questions to ask other leaders, excerpted from author and speaker Michael Hyatt:

  • How do you encourage others in your organization to communicate the “core values”?
  • When faced with two equally-qualified candidates, how do you determine whom to hire?
  • As an organization gets larger there can be a tendency for the “institution” to dampen the “inspiration.” How do you keep this from happening?

Read the full list of 20 questions to ask leaders