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.
As a PC technician business owner, you really need to devote some time to working on more than just your technical skills. You must build relationships with your customers and clients so they will stick with you long term and contribute to your revenue.
Sending mailings to current customers needs to be part of your relationship-building activities and one of your marketing strategies.
Why?
The biggest reason is that your loyal customers already know you and believe in your skills as a PC technician. Your list of loyal clients already know, like and trust you – and this “know, like and trust” aspect of building relationships is the biggest obstacle to overcome when you’re trying to build any successful marketing strategy.
What should you say in your mailings to current clients?
- Remind Clients that Their Data Needs Protecting. If you know a lot about virus protection, firewalls, passwords, data backup and power protection, mention these issues to your current clients … and remind them that they are at risk and should take advantage of your services to protect their data.
- Offer a Discounted Technology Assessment Package. For customers that haven’t made use of your technology assessment package yet – and have just used you for emergency services break-fix services – you can offer a discounted technology assessment package. For example, if you usually charge $400, offer a special discount good through a specific date -- $299 or perhaps even $199. Think about including a bonus such as an entry-level battery backup unit or a surge protector … or just a CD or DVD of the last data protection seminar you held. Make sure you provide a free offer of some sort in your mailing that has real value to your customers. And by all means, you must impart urgency with a deadline.
Tracking marketing results is just as important as sending out mailings. So as a responsible PC technician business looking to really build relationships with clients, you need to track everything you do. Track responses to every mailing. Keep track of how many inquiries you got and how many ended up taking the technology assessment offer.
Results will help you predict responses to future mailings and make adjustments to get a better response rate if you need to. Remember that your audience of current customers is going to be more responsive than anyone else you target, which is part of what makes the strategy of mailing to your current clients so successful.
Make Your Current Relationships Stronger
When you own a PC technician business, you need to examine your existing customer relationships and determine more ways you can help them use what they own already. They probably have a lot of useful IT assets they aren’t even using, simply because they don’t know how much these tools could increase their productivity.
The important point is, direct mail and talking to your current customers doesn’t just help your customers get the most out of their current IT assets. This strategy also helps you get great long-term clients and build up your monthly service revenue base.
This article presented some tips to help you build real relationships with your current clients through direct mail. Learn more PC technician business tips that attract steady, high-paying clients now at http://www.PCTechnicianBusiness.com
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