1. Finding Customers By Networking Richard Tubb Independent Consultant Chris Martin GFI MAX – MSP Consultant

2. Slide 2 of 26 Introducing Chris Martin GFI MAX – MSP Consultant Richard Tubb Independent Consultant

3. Slide 3 of 26 Webinar Agenda »Why business networking works »Finding networking meetings »In both UK and USA »Tips for attending business networking meetings »Using Social Networking »General Networking »Question and Answer

4. Slide 4 of 26 Why business networking works! »It’s all about relationships »People buy from people they like »Boost your reputation »Show off your skills »Earn referrals »Build business relationships

5. Slide 5 of 26 Finding Networking Meetings »Local Chamber of Commerce »BNI - www.bni.comwww.bni.com »4Networking (UK) - www.4networking.bizwww.4networking.biz »Peer and User Groups – Microsoft Small Business Specialist »The first event you attend – ask which networking events have worked for others!

6. Slide 6 of 26 Prior to the Event »Make sure you have plenty of business cards »Practice your Elevator pitch »Take more than one pen! »Prior to the event, run through the attendee list »Pick out two or three people who you may have common business ground with

7. Slide 7 of 26 Tips for “Working the Room” »Be a Go-Giver »Offer to help others first, and they will return the favour »Ask questions about the other person »Use their business card to write notes on »Do not sell!

8. Slide 8 of 26 Shy or nervous? »Look for “open” groups, typically two people talking »Ask “May I join you?” »Introduce yourself clearly »“I suppose you know lots of people here?” »Avoid “closed” groups, people standing in circles

9. Slide 9 of 26 After the Event »Schedule time within 48 hours to follow-up »Input the business card into Outlook »Refer to those notes you wrote down on their card! »Connect with them via LinkedIn »Read my blog article – “Collecting Business Cards” http://bit.ly/tubblog-bizcards

10. Slide 10 of 26 Using Social Networking »Do not sell! »Use to educate »Add Value, not noise »It’s a two-way conversation »It’s about quality, not quantity

11. Slide 11 of 26 Social Networking Etiquette »When in doubt, treat like “real world” networking »Don’t “Friend Collect” – write personalised introductions in connection requests »Read my blog post – “Thanks for your Friend Request, but who are you?” http://bit.ly/tubblog-friendrequest http://bit.ly/tubblog-friendrequest

12. Slide 12 of 26 General Tips »“Be The Connector” »It’s not all about customers. Look to connect with Strategic Alliance partners too »Use a balanced “linked up” approach to networking – Face-to-Face, Telephone Calls, E-Mails, Social Networking

13. Slide 13 of 26 »Blog – www.tubblog.co.ukwww.tubblog.co.uk »Twitter – www.twitter.com/tubblogwww.twitter.com/tubblog »LinkedIn – www.linkedin.com/in/richardtubbwww.linkedin.com/in/richardtubb »E-Mail – richard@tubblog.co.ukrichard@tubblog.co.uk Any questions?

14. Slide 14 of 26 GFI MAX Building Blocks

15. Slide 15 of 26 »A series of discrete, pre-packaged services that the customer can easily grasp the value of »That you can sell easily »That generate recurring profits for you »Bind that customer to you »Learn about their systems »Begin changing the nature of the relationship »And migrate them to full Managed Services How the Building Blocks can help you get started

16. Slide 16 of 26 »All the information, tools and collateral needed to sell and implement a set of Managed Services »You can use to: □Attract new customers or strengthen relationships with existing customers □Easily sell a profitable service □Ease customers from break-fix to Managed Services »With NO major changes to your company □And no expensive training What’s a Building Block?

17. Slide 17 of 26 Building Blocks Program – Do it your way! Server & NetworkWorkstationEmail Server & network management Workstation management Email archiving Email hosting Delivery verification Real-time server & network monitoring Proactive workstation maintenance Email Continuity Daily Server Health Check Real-time workstation monitoring Anti-virus & anti-spam Daily Server Safety Check Daily Workstation Health Check Email infrastructure monitoring Lucrative but complex Lower value but simple

18. Slide 18 of 26 What’s contained in each Building Block? Each Building Block Contains: Information about the service, context in which it sits in Building Blocks Financials (pricing & profit) calculators Promotional material (flyers, letters, web site text, etc.), value proposition, marketing and sales strategy Implementation documents (contracts, SLAs) Implementation considerations: Integration, billing, scaling, etc. Example: Server Blocks – all you need to price and sell Server & Network Management Real-time Server & Network Monitoring Daily Server Health Check Daily Server Safety Check

19. Slide 19 of 26 Your Logo Here All the self-branded information and material you need Sample flyer Your strap line here

20. Slide 20 of 26 Sample website copy

21. Slide 21 of 26 Sample sales letters and telephone scripts

22. Slide 22 of 26 Pricing calculators, sample contracts, statements of work...

23. Slide 23 of 26 » All the info and collateral. » To easily sell straightforward services that the customer grasps. » That bind the customer to you. » That truffle hunt and brings more incidents to the surface. » That you can make good recurring revenues and profits. » That require no changes to your business system. No training and travel and time. » That can be used to attract new customers with a straightforward service. » That start the progression to full Managed Services. GFI Max and Building Blocks are…Easy! GFI MAX Building Blocks summary

24. Slide 24 of 26 » You get the full system » Set up in less than 10 minutes! » No commitment » No hard sell » Or contact us for more information: gfimax@gfi.com gfimax@gfi.com Thank you

25. Slide 25 of 26

26. Slide 26 of 26 » Online resource to help you: »Grow your IT support company »Run your company more profitably »Deliver fast IT support and increase uptime »Minimize threats to your business MSP Business Management website www.mspbusinessmanagement.com