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GFI MAX

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SuccessfulComputerConsulting.com
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@roven Methods for IT Support Companies
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° See the replay of @art 1 here:

http://www.mspbusinessmanagement.com/webinar/cold-to-customer-5-
easy-steps
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°
perience

° nderstanding your Service

° nderstanding the Sales @rocess

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° @repare by understanding the basics of selling

° ero Resistance Selling by @amela Yellen/Ma
well Maltz

° The Sales Bible: The ltimate Sales Resource, New dition by Jeffrey H.
Gitomer

° S@IN Selling by Neil Rackham

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1. Ask Questions

2. Listen / Take notes

3. Find the @ain

4. @rovide an effective Demonstration

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1. How reliable would your employees say your computer systems are?

2. How confident are you in the security of your network? Are you adequately
protected from viruses, outside intruders or data loss?

3. How are you currently maintaining your computer systems? How did you
select this as your support option?

4. If you could change or improve one thing about your current support
provider, what would it be?

5. If you could magically eliminate three of your biggest problems, headaches

or stresses relating to your computers or support solution, what would they
be?
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Š Systems have problems too often? Did they e
perience data loss or a virus
attack?
Š Demonstrate your Dashboard with easy to identify problem areas
Š Show instant email alerts on your phone

Š Is their current provider slow to respond or communicates poorly?

Š Demonstrate your remote connectivity
Š Demonstrate your ticketing portal
Š Do you offer fast response guarantees?

Š Do they feel a lack of control or awareness of their systems?

Š Show them real-time inventory reports
Š Show the weekly status reports or monthly service reports they¶ll
receive
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° hat if I don¶t want your maintenance plan? hat¶s your hourly rate?

° ow, that¶s too e
pensive for me.

° I already have a consultant who I¶m pretty happy with.

° And what if they just say, ³No´?

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° Make sure they receive instant alerts from your RMM

° Set a Dashboard training session

° Send automatic weekly system status reports

° Send a @DF Inventory Report

° Include Remote Helpdesk with your trial and gain valuable insight into your
potential new client

° Make sure they can track service tickets and receive automatic updates when
a ticket is updated
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° A series of discrete, pre-packaged services that the customer can easily grasp the
value of

° That you can sell easily

° That generate recurring profits for you

° Bind that customer to you

° Learn about their systems

° Begin changing the nature of the relationship

° And migrate them to full Managed Services

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° All the information, tools and collateral needed to sell and implement a set of
Managed Services

° You can use to:

Ƒ Attract new customers or strengthen relationships with e
isting customers

Ƒ asily sell a profitable service

Ƒ ase customers from break-fi
to Managed Services

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Ƒ And no e
pensive training
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Lucrative
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comple

mail archiving
Server & network orkstation
mail hosting
management management
Delivery verification

Real-time server & @roactive workstation

mail Continuity
network monitoring maintenance

Daily Server Real-time workstation

Anti-virus & anti-spam
Health Check monitoring

Daily Server Daily orkstation mail infrastructure

Safety Check Health Check monitoring

Lower
value but
simple
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ample: Server Blocks ± all you need to price and sell
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Server & Network

 Management
Information about the service, conte
t in
which it sits in Building Blocks

Real-time Server & Financials (pricing & profit) calculators

 Network Monitoring
@romotional material (flyers, letters,
web site te
t, etc.), value proposition,
Daily Server
 Health Check
marketing and sales strategy

Implementation documents
(contracts, SLAs)
Daily Server
& Safety Check
Implementation considerations:
Integration, billing, scaling, etc.
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° All the info and collateral.

° To easily sell straightforward services that the customer grasps.

° That bind the customer to you.

° That truffle hunt and brings more incidents to the surface.

° That you can make good recurring revenues and profits.

° That require no changes to your business system. No training and travel and time.

° That can be used to attract new customers with a straightforward service.

° That start the progression to full Managed Services.

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° You get the full system

° Set up in less than 10 minutes!

° No commitment

° No hard sell

° r contact us for more information:

gfima
gfi.com
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° -       

° Grow your IT support company

° Run your company more profitably

° Deliver fast IT support and increase uptime

° Minimize threats to your business

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