How to Convince a Prospect That They Really Need IT Help

Posted on Sep 26, 2016 · No Comments

Have you ever seen a prospect that you know needs your help, but they just don't seem to understand how bad their IT is? Perhaps they think "if it ain't broke, don't fix it" but you know they're a disaster waiting to happen.

It's very frustrating.

You can lead a horse to water but you can't make him drink.

Here's a way to lead them to water:

  1. Create a one-page checklist of things that you would want them to be aware of. Example: What would happen if one of your employees accidentally clicked on a link in a phishing email which installed a virus? Make a list of several questions like this.
  2. Then say "I noticed a few security holes in your IT infrastructure that you might want to look at before something serious happens. We have a checklist that can help you do a quick assessment. Here's a copy. Let me know if you'd like to talk about it further."
  3. Keep them on a regular newsletter list in which you share IT tips, security news and even general business info that they'd find useful. That will keep you top of mind so when they do have an issue and wake up to being ready to pay for help, you're the one they'll think of first.

To make this entire process easy, we've created a service called Curated Newsletters that will enable you to have a marketing rhythm to grow your business.

Curated Newsletters

Every month like clockwork, we'll create and send your email newsletter using timely articles curated from the web. Live reports show you who's reading, clicking, and likely ready for a conversation.

We'll even give you a downloadable guide and contact form to post on your website to attract new leads.

It's an ideal marketing automation solution for small IT companies with a tight budget and no free time. If that's you, check it out: Curated Newsletters.