Become IT Consultant Savvy by Building a Great Contacts Database

If you really want to build a profitable, stable IT consulting business and become IT consultant savvy about the way you handle your clients, you need to figure out how to be memorable and stand out from the crowd.

Many trying to become IT consultants neglect one of the most important elements of marketing to clients -- creating a targeted marketing plan that attracts the best steady, long-term clients.

A really important part of this marketing plan is building a great contacts database and nurturing your in-house mailing list.  When you build an in-house mailing list made up of really high-quality prospective clients, you are investing in the future growth of your business and building a tremendously valuable asset.

The following 4 tips can help you become IT consultant savvy so you can build a really strong, stable, profitable and sustainable business.

Use Your Mailing List for Better Direct Mail. Direct mail is definitely an important part of building an effective, diversified IT marketing plan.  And you can use direct mail to keep your name in front of qualified prospects.  For example, let?s say you decide you want to promote your technology assessment program next month, so you name the next month ?Technology Assessment Month? and make all technology assessments half-price during the month.  Now which type of mailing list would be most responsive to a postcard offering half-priced technology assessments?  Certainly not a rented mailing list of 2,500 small business owners that have never heard of your company.  Your in-house mailing list of 250 small business owners that already have a relationship with you as prospects (networking contacts, seminar attendees, trade show booth visitors, etc.) is always a much better option for special offers for services and represents a great chance for you to continue to become IT consultant savvy. Know Why Those that Know You Will Be More Receptive to Your Services ? and Why This is Efficient Marketing. When you have a mailing list made up of those that already know of your company and are not strangers, they will be much more receptive and responsive to any special offers you make.  Also, it will cost about 1/10 as much money to reach this group as it does to reach those that are strangers and just come from a rented mailing list. Or to make things more concrete, if 1 stranger out of the 2,500 signs on for your $250 technology assessment, each name in that mailing was worth... $0.10. Good luck breaking even on that. However if 10 prospects out of the 250 that already know and like your company sign on for your $250 technology assessment ($2,500 in service revenue), each name from that mailing was worth $10 -- much better math! An In-House Mailing List is Typically Under-Utilized by Your Competitors. The asset of an in-house mailing list isn?t often used by the average person that is trying to become IT consultant savvy.  Why? Most competing IT professionals won?t realize how powerful it is.  If you use this knowledge to your advantage, you can really stand out from your competition.  Your in-house mailing list is almost like a money-printing machine.  Any time you want to make more money, you just send out a compelling offer and you will almost always find at least some takers. What's the key? The offer must be targeted appropriately and COMPELLING. An In-House Mailing List is Typically Under-Utilized by Your Competitors. The asset of an in-house mailing list isn?t often used by the average person that is trying to become IT consultant savvy.  Why? Most competing IT professionals won?t realize how powerful it is.  If you use this knowledge to your advantage, you can really stand out from your competition.  Your in-house mailing list is almost like a money-printing machine.  Any time you want to make more money, you just send out a compelling offer and you will almost always find at least some takers. What's the key? The offer must be targeted appropriately and COMPELLING.

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About the Author:

Joshua Feinberg is the author and editorial director of the Computer Consulting Kit Home Study Course, which helps computer consultants, VARs, integrators, solution providers, and managed services providers get more of the best, steady, high-paying small business (SMB) clients.