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Saturday, February 04, 2006

IT Marketing: It Starts With Credibility

When you’re just getting started in the computer consulting business, IT marketing and establishing credibility can be difficult. You may only have a couple references, but regardless you can still leverage these resources to build your business.

IDENTIFYING REFERENCES
The first thing you want to do is make sure the references you have are strong, and that you get them in writing on letterhead that comes directly from your client. Talk with your clients on how to write references for you so you get the most out of each one. Make sure they mention benefits like how you saved them money, how your technological solutions helped generate more revenue for their company, how you’ve improved their productivity and how you helped them close out each month faster.

If you don’t have any references at all yet, fear not! There are still ways for you to start a successful IT marketing campaign and get your business up and running. One way to get references is by volunteering, for example, at a local non-profit that supports a cause about which you feel passionate. As part of the free service exchange, ask the organization to write a testimonial for you. A testimonial that comes from a respected non-profit will carry a lot of weight.

ASKING FOR REFERRALS
Another excellent way to boost business is to ask for referrals. This can be one of the more challenging aspects of IT marketing because most people are a bit shy about asking clients directly to give them leads on new customers; no consultant wants to seem needy! The best way to ask for a referral is when someone gives you a specific compliment about your services. If you’re finishing a project, and a client is singing the praises of how you’ve transformed their system of working with technology, it’s your cue to act. Use this opportunity to ask for an updated testimonial, or an initial testimonial if you don’t already have one. Then ask around to see if any employees in the company know someone that might benefit from your services.

One of the key elements of any IT marketing campaigns is getting current testimonials and references from clients. They will enjoy the opportunity to support you.

Blogged By: Joshua Feinberg