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Thursday, May 22, 2008

Attracting Qualified Leads with 10-50 Workstations

We're often asked, "What’s the best and quickest way to identify companies that have between 10 and 50 PCs, in other words, qualified leads?"

The goal is to primarily market to those small businesses that have between 10 and 50 PCs, in other words, companies that are qualified leads for Sweet Spot Clients™.

These companies are just beyond the micro-small business, and not large enough to likely have a large in-house IT department.

In every initial contact that you make, you need to ask the basic qualifying questions.

It doesn't matter whether you ask these questions by phone or on a contact form that’s on your website, but you should be asking things like:

  • Where are you located? (to weed out geographically undesirable prospects)

  • How many computers do you have? (to weed out prospects that are too small... mainly)

  • What platform do you predominately run? (You may want to ask what type of software they run as opposed to what platform because non-technical, small business owners generally won’t know what an operating system is or what a platform is. )

    But, if you ask them what type of software they run and you give them a dropdown list, they can probably pick out from a lineup things like Windows, or Netware, or Linux, or Mac, or something like that. You want to make sure that there’s a good match there.

  • How have you gotten support in the past?

  • Who’s supporting your IT needs right now?

Those types of questions should be on a web-contact form. If you have a receptionist or someone else who answers your inbound calls, that should be on his or her inbound calling script – those five key questions as they’re gathering information - because it’s a much more efficient way of doing things.

If you have some kind of faxable info gathering form that you either have people download from your website, or that you fax out to people that you speak with, or that you email out to people that you speak with – a PDF, or something like that that they’re going to complete and fax back to you, those kinds of questions should be in there.

There’s a great time-saving template in Module 2 of the Computer Consulting Kit™ Home Study Course that you really need to embrace, modify and adapt for your business to make sure that you’re capturing these key pieces of information, so you’re working as efficiently as possible in your marketing.

If you’re going out to an expo and you’re doing some kind of drawing for a door prize, you can certainly ask a limited subset of questions.

If you’re having a seminar – some kind of informative seminar, either like this, a teleseminar or webinar, or even better yet, a live seminar – you can certainly capture some of this information on live seminar registrations and end-of-session feedback surveys.

Besides improving your lead qualification, if you belong to a Chamber of Commerce, they should certainly be able to point you in the right direction for the number of employees because most Chambers of Commerce organizations base their membership dues on how many employees a particular company has.

Another option for looking at size issues... Talk to anyone that’s involved in the mailing list industry, like mailing list brokers, or mailing list compilers.

It’s very important with all of this that you remember your qualifying questions at all times.

Now, you want to make sure there’s a good platform match.

You want to make sure that you can take care of them geographically and that they’re not too far away from your central location so you’re not burning up a lot of non-billable time, or low-billable time driving around.

And, you want to find out how they’re getting their support today, and how were they supported the past.

To learn more about Attracting Qualified Leads with 10-50 Workstations, be sure to sign-up for the free sample tips and excerpts now at

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