The Computer Consultant Marketing & Computer Repair Marketing Brief - Computer Consultant Marketing & Computer Repair Marketing Strategies By IT Marketing Guru Ryan Kristopher

I’m sure your #1 concern right now is increasing revenue in your computer repair business. With the economy tanking, everyone is looking for easy, sure-fire ways to bring in more business. Yet, I see most computer consultants focusing all of their time and effort on securing new business while their existing business is barely being tapped into. One of the most successful marketing campaigns in my Computer Repair Business In-A-Box actually focuses on tapping into your established clientelle and extracting more money out of them through creative add-on services and referral campaigns.

Don’t fall into the trap of thinking that now that you’ve serviced a client, you can check them off of your list and plan on steady repeat business from them for years to come. The reality is, while your existing clients may love your work and have every intention of hiring you again, they probably won’t. That is, they won’t if you let them forget. Your clients get so caught up in their own lives that your company will slip further and further to the back of their minds after you last worked with them.

Consider yourself for a moment. When was the last time you had your oil changed? Did you have it done at exactly 3,000 miles? Did you put it off? Did you forget? Are you going to the dentist regularly? I bet you put things off and forget to do them just like everyone does. It’s ok. You’re only human, but you have to recognize that so are your clients.

Imagine the current state your repeat business is in. Are you getting a lot? Now, imagine what it would be like if you reminded your clients about your products and services on a monthly basis. Since neither you nor your clients know when they are going to need help again, you have to keep your relationships connected.

You can’t expect your clients to remember every service you provide. Many times, a client will need something they didn’t realize you offered, and so they hire your competitor to do the work, and then all of a sudden your competitor steps in and takes over completely. This won’t happen if you implement the following ideas.

Here are 3 ways you can triple your recurring business:

1. Communicate with your entire client database every month. The best way to do this is online and offline through a newsletter. You can feature one client every month and showcase how you’ve helped them increase productivity, save money from virus removal, etc. You can also provide a little tip column featuring monthly advice that provides useful tips to your clients on how they can maximize the use of their computers and network. At the end, of course, you will want to pick one service or product you offer and feature it.The key is repetition. And mailing your newsletter will have far more effective results than if you just posted to your blog or website. A great way to cover the costs of print and mailing is to offer ad space to a company with similar interests in your client market.
2. Add some kind of subscription element to every service you provide. Providing break-fix is the quickest way to go broke-fast. You have to secure monthly recurring revenue to grow your business. This monthly revenue will keep your clients loyal and triple their lifetime value with you. Some ways I’ve set my coaching clients up with this kind of revenue is through managed service contracts (of course), web hosting, phone systems, and spam filtering.
3. Establish a formal referral system. Put it in all of your communication with clients (newsletters, invoices, email signature). Offer a bonus or discount to your service in exchange for 3 or 4 names of friends or associates who would benefit from your service. Offer an even better bonus or service discount if any of those names hire you. Putting a formal referral system in place will create the kind of stucture your clients need to effectively bring you more business. Plus, you will be providing them with something of value and positively encouraging word of mouth.

So before you start spending money and time trying to get new clients, work on the ones you already have. Your chances of success are extremely high because you’ve already established rapport. It is much easier to get a client to say yes again than it is to get a stranger to say yes for the first time. Remember that.

To learn more strategies on marketing your IT business, and to receive a full year’s worth of ‘done for you’ marketing campaigns, consider investing in my Computer Consulting Business In-A-Box.

Dedicated to your success,

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