[REQUEST] Targeting specific clients

[TAPtech]

So I just missed out on landing a great potential client, by about an inch. The owner said they had more or less deciding on going with me, but did one last interview and the other group just "hit the bullseye." The owner spoke to me on the phone about it for a while and clearly it was tough for him to decide.

Now I'm all amped up to land a big client. This company would have been perfect, with 40 managed users. I lost it by an inch and now I'm on a tear to get something to replace them!

So I'm creating a list of businesses in the area that are about the right size. Going for industries that are in my vertical. Once I get those targeted companies... what next? How do I find out where these guys hang out? I'm checking the local BNI groups and chambers to see if they are on the list and will use that as a point of entry. What else am I missing?

Research/Points of entry:

• Chamber of commerce membership
• BNI membership
• Trade group membership

What else? I'm all amped up and ready to hit the asphalt!!!

 

[YeOldeStonecat]

Ask...ask ask ask. I used BNI with good success. Also..just ask people...ask whoever. You see a business...you drive by it every now and then, or perhaps every day. You're saying to yourself "Gee I'd love them for a client". Sooo....find out about it, ask people if they know someone who works there..and keep chewing up the tree from there. Chances are you do know someone that knows someone that works at ABC Company over on Main Street in your town, that you have your eye on.

Think..."who would know about that company"? I line up with a few other businesses that sorta coincide with what I do.
*A higher end alarm company that does mostly business clients. They know everyone around.
*A local print services sales guy that has been around forever...works for Flotech (they probably cover your area too since you're not far from me). Used to be Copytex. Sells big MFPs...but he also knows who is who with most businesses.

 

[TAPtech]

Thanks Stonecat, I really have to get on this. I've been fortunate with referrals and slow growth, but I really want to hire my first tech and need to get much better at sales. I've really good results and feedback once I get my foot in the door. It's finding the door and stuffing my foot into it that I'm not so great at! I'll have to give Glen a ring, I haven't spoken to him in at least a year! Actually maybe I can push some existing clients his way as I'm generally hands-off with the printer leasing and would like to be me involved.

 

[dgoglio]

Did that potential client tell you what the "bullseye" was that the winning company hit? Maybe that could identify an area you could improve your sales presentation or services for other potential clients... of follow up with that guy in 10-11 months and try to win him over at the end of his new contract.

 

[TAPtech]

Did that potential client tell you what the "bullseye" was that the winning company hit? Maybe that could identify an area you could improve your sales presentation or services for other potential clients... of follow up with that guy in 10-11 months and try to win him over at the end of his new contract.

No, he didn't give specifics over the phone. I think I will let a week pass and give him a call to ask for some feedback. "What could I have done to make you stop considering any other offer, right off the bat?" Or something like that.

 

[Diggs]

Just a thought I've had - I live somewhat near some large high-end resorts. (400+ rooms each) I've thought about discussing with the front desk manager(s) and leaving a stack of business cards for "on-call on-site" emergency work for their guests especially those that are there for work (conventions are big) and are having computer problems. It would be premium rates but the distance is a bit far and I'm not that fired up to get called out at all hours for it. (The $$$ just aren't worth it to me.) Obviously this would applicable to any higher end motel/hotel for someone. Just a thought though.......

 

[TAPtech]

Diggs that is a good idea but doesn't cover the clients that I serve. I'm business to business only.

 

[goldmercury]

When I was doing BD for an MSP it would take on average 6 months from first touch point with a potential client to signing a contract. Just remember that - it's a long play and lots of rejects but if you get a quote in front of 10 people odds are 2 will sign.

BNI is good but you have to know how to use it properly and be aware of who in the group will burn your time.

Nothing beats door knocking and getting a name and leaving some info - then follow up with a call.

Check out this video I did - specifically on the types of business you should be going after (8mins in).​

 

[TAPtech]

Thanks goldmercury, I'll scope out your video tonight. I definitely hear you on filtering out the people that will burn time. I've visited three BNI groups as a guest, and the last two I would not consider joining based on the members and the discussions. Not really any good companies in my vertical there. The first BNI I went to was years ago and I did not have the experience or confidence for it to make sense... now I do! I think the IT role has since been filled though. Will check again.

I'm also taking stonecats advice and hitting up all of my good clients for referrals. I don't do this very often, and there's definitely a few business owners or VP's that I've never asked. Certainly need to work those relationships! I give a great kickback too so they will be happy to do so.

 

[Bryce W]

You're saying to yourself "Gee I'd love them for a client". Sooo....find out about it, ask people if they know someone who works there..and keep chewing up the tree from there. Chances are you do know someone that knows someone that works at ABC Company over on Main Street in your town, that you have your eye on.

While I was reading this paragraph I started hearing your voice in my head. I was thinking "that was weird, why did that happen?"

Turns out you said the exact same thing when I intereviewed you.

How to Gain Managed Service Clients using Old School Networking with Brian Mayo

For those of you who havent heard it, Bryan drops absolute gold in this podcast and well worth a listen.

 

[TAPtech]

Now I feel like Stonecat led me on, making me feel like I was viewing custom tailored original content... when in reality it's just a recycled, canned text with my name replaced at the top

Ouch, my feelings