Talk Track

Sometimes I ask questions some times I make a quick statement.

 

In each instance, I'm trying to create a little space for myself to deliver my core message.  The logical reason why a busy business decision maker would make some time for me.

"I have a unique perspective on technology.  Specifically, what you spend, what kind of experience you get from your technology based on that level of spending and what kind of risks you take on-board based on the first two elements.

Taking a meeting with me doesn't mean that we will do business together.  But everyone that takes this meeting says it was a good use of time."

 

In this episode I talk about:

* Using result statements or "Sales Nuggets" as they were taught to me to create a little interest in talking with you.

* Questions aimed to creating interest / space in the conversation that will allow you to deliver your core message and ask for an appointment for further discussion

Show Notes:

30 second elevator statement: We are the part time IT department for more than 3000 companies across the country. We provide predictable results at a predictable fee.

Results Nuggets

* We help companies who are looking for predictable results from technology for a predictable fee.

* Do you ever wonder how your technology, what you spend and what you get, compares to other companies of similar size and complexity?

* When decision makers like you meet with us it is usually for one of three reasons:

* They want to compare their technology, support and spending to the industry standard.

* They want to get predictable results at a predictable fee

* They want to know what they don’t know. (in other words, they can only evaluate their technology situation based on their current knowledge.)

Do any of these hit home?

Prospect: “I don’t think we need to meet, everything is working fine for us at the moment.”

We don’t want to meet with companies when the house is on fire. Our approach is to meet with business people who are happy with their current approach to technology. We show them how to look at things in a different way. For example we look at 4 key areas:

* Performance

* Functionality

* Risk

* Cost

Many times we find that you may be out of alignment in one or more of these areas. Customers don’t always make changes immediately but they all tell us that the knowledge and perspective were extremely valuable.

Prospect: “So how would you work with us?”

I am not exactly sure. How would you like my job, I call people up to meet and I can’t guaranty we would even recommend working together. Our job is to educate business people on what technology results and spending should look like. I am not the person to tell you what we do or how we do it, I do know this, that thousands of companies similar to yours use Konica Minolta.

Prospect: “Look, I don’t want to waste either of our time. We are fine”

We don’t do business with most companies we meet with right away. The timing is not right or we are not the right fit. But every company we meet with tells me they were glad they could compare their technology support results against the leader in the industry.

Follow up Results bullets

* When things don’t run properly, do you ever feel that nobody understands how it impacts your business?

* Are you frustrated that when your IT company helps with technology decisions, they never get all the information that they need?

* Do you feel like computer projects always cost more than planned…and yo...

Sometimes I ask questions some times I make a quick statement.

 

In each instance, I'm trying to create a little space for myself to deliver my core message.  The logical reason why a busy business decision maker would make some time for me.

"I have a unique perspective on technology.  Specifically, what you spend, what kind of experience you get from your technology based on that level of spending and what kind of risks you take on-board based on the first two elements.

Taking a meeting with me doesn't mean that we will do business together.  But everyone that takes this meeting says it was a good use of time."

 

In this episode I talk about:

* Using result statements or "Sales Nuggets" as they were taught to me to create a little interest in talking with you.

* Questions aimed to creating interest / space in the conversation that will allow you to deliver your core message and ask for an appointment for further discussion

Show Notes:

30 second elevator statement: We are the part time IT department for more than 3000 companies across the country. We provide predictable results at a predictable fee.

Results Nuggets

* We help companies who are looking for predictable results from technology for a predictable fee.

* Do you ever wonder how your technology, what you spend and what you get, compares to other companies of similar size and complexity?

* When decision makers like you meet with us it is usually for one of three reasons:

* They want to compare their technology, support and spending to the industry standard.

* They want to get predictable results at a predictable fee

* They want to know what they don’t know. (in other words, they can only evaluate their technology situation based on their current knowledge.)

Do any of these hit home?

Prospect: “I don’t think we need to meet, everything is working fine for us at the moment.”

We don’t want to meet with companies when the house is on fire. Our approach is to meet with business people who are happy with their current approach to technology. We show them how to look at things in a different way. For example we look at 4 key areas:

* Performance

* Functionality

* Risk

* Cost

Many times we find that you may be out of alignment in one or more of these areas. Customers don’t always make changes immediately but they all tell us that the knowledge and perspective were extremely valuable.

Prospect: “So how would you work with us?”

I am not exactly sure. How would you like my job, I call people up to meet and I can’t guaranty we would even recommend working together. Our job is to educate business people on what technology results and spending should look like. I am not the person to tell you what we do or how we do it, I do know this, that thousands of companies similar to yours use Konica Minolta.

Prospect: “Look, I don’t want to waste either of our time. We are fine”

We don’t do business with most companies we meet with right away. The timing is not right or we are not the right fit. But every company we meet with tells me they were glad they could compare their technology support results against the leader in the industry.

Follow up Results bullets

* When things don’t run properly, do you ever feel that nobody understands how it impacts your business?

* Are you frustrated that when your IT company helps with technology decisions, they never get all the information that they need?

* Do you feel like computer projects always cost more than planned…and yo...

We ran out of time last episode so we're continuing our conversation on qualifying questions.

 

There are tons and tons of questions that we can and should be asking our customers and prospects when it comes to IT services.  But the 1st and most important question is, "Who is my ITCS and can that person make my meeting?"

I don't want anyone to think that they should be headed into a meeting to talk about IT services on your own.  No only are you not expected to, it's not a very good idea.  If you need help getting into contact with your ITSC, feel free to reach out to me directly and I'll get you in contact with the correct person.

In this episode I talk about:

* Technical questions aimed at uncovering technical issues / pain

* Decision questions aimed at uncovering what the decision is

Show Notes:

* Gartner - Business Continuity Management Key Initiative Overview*

* A few email templates to aid you in your prospecting

Technical Questions:

* What would happen if you lost data on a server?

* Do you feel like there is any functionality missing from your current technology?

* What happens when people have mobility issues?

* How do they get support?

* What happens when someone runs into virus problems or SPAM issues

* Tell me about the last time that you had a performance problem

* Were you sluggish or were you really down?

Decision Questions:

* Who in your organization is responsible for the end result?

* Do you feel like you have to cover for your provider when things don't go right?

* Does your boss / business partners know how hard you have to work on this?

* If they did, do you think that would change anything?

* Would you be willing to pay more and switch vendors if you could get closer to a 9 or a 10 experience with you technology?

* Would you boss / partner agree?

* What is the time scale for making a decision?

* What are the key criteria for deciding?

* If you had to choose right now what would you decide? / What is your gut telling you?

*I found a few references to the Gartner statistic, but I couldn't find the actual report.  I did however find another interesting piece of research that I thought I'd share instead.

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

We ran out of time last episode so we're continuing our conversation on qualifying questions.

 

There are tons and tons of questions that we can and should be asking our customers and prospects when it comes to IT services.  But the 1st and most important question is, "Who is my ITCS and can that person make my meeting?"

I don't want anyone to think that they should be headed into a meeting to talk about IT services on your own.  No only are you not expected to, it's not a very good idea.  If you need help getting into contact with your ITSC, feel free to reach out to me directly and I'll get you in contact with the correct person.

In this episode I talk about:

* Technical questions aimed at uncovering technical issues / pain

* Decision questions aimed at uncovering what the decision is

Show Notes:

* Gartner - Business Continuity Management Key Initiative Overview*

* A few email templates to aid you in your prospecting

Technical Questions:

* What would happen if you lost data on a server?

* Do you feel like there is any functionality missing from your current technology?

* What happens when people have mobility issues?

* How do they get support?

* What happens when someone runs into virus problems or SPAM issues

* Tell me about the last time that you had a performance problem

* Were you sluggish or were you really down?

Decision Questions:

* Who in your organization is responsible for the end result?

* Do you feel like you have to cover for your provider when things don't go right?

* Does your boss / business partners know how hard you have to work on this?

* If they did, do you think that would change anything?

* Would you be willing to pay more and switch vendors if you could get closer to a 9 or a 10 experience with you technology?

* Would you boss / partner agree?

* What is the time scale for making a decision?

* What are the key criteria for deciding?

* If you had to choose right now what would you decide? / What is your gut telling you?

*I found a few references to the Gartner statistic, but I couldn't find the actual report.  I did however find another interesting piece of research that I thought I'd share instead.

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

I'm often asked what the "killer questions" are for uncovering IT services opportunities.

 

In fact, I was asked that question several times this past week during the new employee sales training that was held in the Walnut Creek Office.  The unfortunate truth is that there is no such thing as a true killer question.  Nothing that will work the same way every time no matter the situation. There's only conversation starters that will hopefully lead to high quality business discussions that eventually lead to new business relationships.

That said, I have a list of questions that I use consistently and I thought I'd spend an episode or two sharing them with you.  This is part one of a series about questions and questioning.  I'm also including a list of the questions I discuss in the show notes.  This isn't the definitive list, I'm sure there are tons of other great questions to consider adding to your tool box.  If you have a really good one that you'd like to share, please add it to the comments section, I'd love to give it a try!

In this episode we talk about:

My process for qualifying prospective clients with lots and lots of questions:

* Pain / issue focused questions and going three levels deep

* Report building questions

* General technology questions

* Money / cost questions

Show Notes:

Business / report building questions:

* What is your role in the business?

* How long have you been in business?

* What is your role in the marketplace?

* Cost leader?

* Cost about the same as most?

* Value leader?

* Who are your competitors?

* Why do your customers buy from you?

* If a prospect told you that they could get the same thing that you provide at a 20% discount, what would you tell them?

* What are the key priorities for the business?

* What are your key priorities personally?

General technology / calibration questions:

* Why did you take the meeting?

* Are you wrestling with a specific issue that you'd like to talk about?

* If you could wave a magic wand over your technology, what would you want?

* On a scale of 1 -10, how reliant is your business on technology?

* Why would you grade it that way?

* Same scale, how would you grade the experience you have with your technology?

* Why would you grade it that way?

* What would a 9 or 10 look like?

* How would your employees grade their experience?

* Why do you think they would they grade it that way?

Money / spending questions:

* Do you have a IT plan?

* If so, how many years is it? (1, 2, 3 years?)

* How do you view your IT costs?

* Operational costs vs. Capital Expenditures

* How often do you refresh your technology?

* When was the last time you upgraded your technology?

* How is support provided?

* How are you billed for this?

* (Fixed fee, Hourly)

* Are there other soft costs that you include in cost of support?

* Relative to other companies your size, do you spend more or less than you think you should on IT?

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

I'm often asked what the "killer questions" are for uncovering IT services opportunities.

 

In fact, I was asked that question several times this past week during the new employee sales training that was held in the Walnut Creek Office.  The unfortunate truth is that there is no such thing as a true killer question.  Nothing that will work the same way every time no matter the situation. There's only conversation starters that will hopefully lead to high quality business discussions that eventually lead to new business relationships.

That said, I have a list of questions that I use consistently and I thought I'd spend an episode or two sharing them with you.  This is part one of a series about questions and questioning.  I'm also including a list of the questions I discuss in the show notes.  This isn't the definitive list, I'm sure there are tons of other great questions to consider adding to your tool box.  If you have a really good one that you'd like to share, please add it to the comments section, I'd love to give it a try!

In this episode we talk about:

My process for qualifying prospective clients with lots and lots of questions:

* Pain / issue focused questions and going three levels deep

* Report building questions

* General technology questions

* Money / cost questions

Show Notes:

Business / report building questions:

* What is your role in the business?

* How long have you been in business?

* What is your role in the marketplace?

* Cost leader?

* Cost about the same as most?

* Value leader?

* Who are your competitors?

* Why do your customers buy from you?

* If a prospect told you that they could get the same thing that you provide at a 20% discount, what would you tell them?

* What are the key priorities for the business?

* What are your key priorities personally?

General technology / calibration questions:

* Why did you take the meeting?

* Are you wrestling with a specific issue that you'd like to talk about?

* If you could wave a magic wand over your technology, what would you want?

* On a scale of 1 -10, how reliant is your business on technology?

* Why would you grade it that way?

* Same scale, how would you grade the experience you have with your technology?

* Why would you grade it that way?

* What would a 9 or 10 look like?

* How would your employees grade their experience?

* Why do you think they would they grade it that way?

Money / spending questions:

* Do you have a IT plan?

* If so, how many years is it? (1, 2, 3 years?)

* How do you view your IT costs?

* Operational costs vs. Capital Expenditures

* How often do you refresh your technology?

* When was the last time you upgraded your technology?

* How is support provided?

* How are you billed for this?

* (Fixed fee, Hourly)

* Are there other soft costs that you include in cost of support?

* Relative to other companies your size, do you spend more or less than you think you should on IT?

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

How to use that leave behind asset to guide your sales presentation

Happy New Year!  We had a fantastic end of 2015 closing several ACC opportunities as well as several more projects and procurement opportunities.

Way to Go Jeremy!

Congratulations Jeremy Redman on your ACC win in December!  Jeremy introduced us to one of his printing customers in early July.   It took us some time, but it was time well spent.  Thank you for all your hard work on this Jeremy!

In this episode I talk around the All Covered leave behind and share how I would use the tool with a prospective client.

In this episode I talk about:

* Jeremy Redman's ACC win in the East Bay

* Konica Minolta customer appreciation promotion has been extended to the end of January

* 10% off the best competitive quote

* 10% off project labor

* 1st month free for managed services

* Free security and network assessment

* The core prospecting message

* The All Covered Leave Behind and how I use it in my sales conversations

Show Notes:

* All Covered Leave Behind Flyer

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.

How to use that leave behind asset to guide your sales presentation

Happy New Year!  We had a fantastic end of 2015 closing several ACC opportunities as well as several more projects and procurement opportunities.

Way to Go Jeremy!

Congratulations Jeremy Redman on your ACC win in December!  Jeremy introduced us to one of his printing customers in early July.   It took us some time, but it was time well spent.  Thank you for all your hard work on this Jeremy!

In this episode I talk around the All Covered leave behind and share how I would use the tool with a prospective client.

In this episode I talk about:

* Jeremy Redman's ACC win in the East Bay

* Konica Minolta customer appreciation promotion has been extended to the end of January

* 10% off the best competitive quote

* 10% off project labor

* 1st month free for managed services

* Free security and network assessment

* The core prospecting message

* The All Covered Leave Behind and how I use it in my sales conversations

Show Notes:

* All Covered Leave Behind Flyer

Acknowledgements - I didn't come up with any of this on my own.  I've learned from others.  Click here to meet my teachers.