View Full Version : Who do you have maintenance contracts with & how did you get them?
06-29-2010, 10:09 PM
I am getting ready to do some cold calling training with a customer who runs an advertising business.. and it occured to me... I don't really know who does need a maintenance plan.. I mean I can see how they would be useful but who is the prime customer for it?
Small/Medium businesses of course.. but who?
So don't name any names, but the type of business and how they met you would be great for some ideas.
06-29-2010, 10:57 PM
Businesses who use technology and lose money when downtime occurs or information is lost.
07-21-2010, 08:02 AM
Doctors Offices, dentist, Accountants, Small businesses that have warehouses and a lot of inventory to keep track of, sit down restaurants with their Point of sale systems... list goes on.
I had one small business that made custom belts and buckles. They contacted me so that I can build them a web site that would be only as usefull as the online yellow pages are, maybe even worse. I convinced them that they can use the site to sell online to increase their market outside the local area and to use social networks to increase their brand recognition and popularity. They knew very little about computers so I ended up having to train some employees so that they can run some stuff on their own (hence I charged more). I'm now very valuable to them because Im not only their web master, but their teacher, their marketing director, and PC technician.
07-21-2010, 03:07 PM
I have a few contracts with some local school districts, that started out when I worked for someone else and was the tech assigned to one district. After some time a deal was struck for me to go on my own and that district got me into another so I had a guaranteed amount of work. Which then led to another district contacting me down the road. I've now got a technician assigned to each district that I don't personally take care of myself.
Local government when I got "in" with some Judges doing personal work and got introduced to the Commissioners office with glowing recommendations.
And some financial businesses and lawyers offices who ran into me while I was working at the various local government offices.
07-23-2010, 05:52 PM
Lead with free systems evaluations, find a weakness, research why it's a weakness, let them know the potential risks involved, dwell on the risks and how big of a reality is, fill in with your solution. They probably won't buy at first, but then keep it moving forward.
Find Weakness -> Propose solution -> Share success stories -> Share demo of solution -> Work out pricing (if you've done things right, they're sold on you at this point already, so this is minor) -> CLOSE THE DEAL.
When you get in a sales cycle like that, remember... ABC (Always Be Closing).
When you're done finding the weakness, don't leave it at that, find a solution, and get the customer to agree that this is a solution. Once they've agreed share a success story and ask for a demo. Once they're about to enter the demo, ask them if what you show them solves their problem are they willing to move forward. Once you're done the demo, ask for a follow up meeting to discuss terms, at which point you will close.
Also, once they're your customer, KEEP THEM. There are lots of guys everywhere with the same knowledge as you. Visit your clients frequently, take care of them, make their computers easy for them, and you'll likely never lose them.
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