Super Size your Server Sales with Server Source

 Want to build a solid base of small business customers who rely on you to keep their networks up and running? The Server Source is here to help! This comprehensive, powerful ONLINE resource guides you through everything you need to both build and grow your server business. Use it to your advantage and unlock the revenue potential of selling services to small business customers. The Server Source covers the 3 parts to a successful Server business: Marketing SBS 2003, Sales and Deployment!

It all starts with successful Marketing. When we talk about Marketing we have to take into consideration whether we are marketing to existing or new customers and then gear the message to the appropriate group.

       Tap Into Your Existing Customer Base.

Repeat customers spend 33% more than new customers and cost 1/6 as much as prospecting a new customer. Get your customers thinking about Small Business Server 2003. Leverage our email, direct mail and Web page templates to create awareness and interest.

Generate New Leads.

Ready to grow your business beyond your existing customer base? We provide the tools and resources to help develop a marketing plan and lead generation strategy. Is your marketing optimized for search engines? Are you receiving leads by participating in the Small Business Specialist program? Are you using best practices for Direct Mailings?

The Server Source walks creating your marketing strategy!

Maintain ongoing communication. Once you’ve started the dialogue, keep it going. Call the customer a week after the sale just to see if everything is ok. Don’t try to sell them anything at that time, just follow up to ensure that everything is working correctly and that they are satisfied! This shows them you care and strengthens your relationship.

Use these Server Source tools and tips to accelerate your marketing efforts and move potential customers through the sales cycle.

To make the sale you should get inside the mind of your customers. Understand their pains and potential objections so you can sell the value of Small Business Server 2003 more effectively. Each customer is different so make sure you listen to what they have to say and identify solutions to their individual needs. We identify the most common customer pains but more importantly we offer the solutions. Knowing what the most common pain points are and having that solution available during your initial dialogue is critical to closing the sale.

As with any sale you will come across objections. Anticipating these objects and offering a strategic response is another critical piece in closing that sale.

Here is an example of a customer objection:

Once you made the sale use the Deployment Checklist to ensure a smooth deployment with no unexpected delays. Are you asking the right questions at the time of the sale?

There are a lot of question you need to know in order to successfully deploy a server solution. The Server Source walks you through this process.

So at this point we have developed the appropriate marketing strategy, identified the customer pain, provided the solution and finally deployed the right server, now what? Sell managed services for Additional Revenue! When you sell Microsoft Small Business Server 2003, you open the door to significant opportunities to sell value-added services and deepen your customer relationships. Small Business Server 2003 enables remote maintenance.

Services include:

      Project-based services

Offered on a one-off basis

Initial deployment and technology refresh projects

Break-fix maintenance

Recurring services

Paid for on an ongoing basis

Prepaid maintenance monitoring services, and managed services.

Here’s an example of how one partner prices its tiered-service offerings:

Correctly configuring and managing a server solution requires that you have the necessary skill set. Again, this is where the Server Source comes into play! The Server Source walks you through how to accomplish the following along with the corresponding screenshots! I have included the 4 Steps in the build process.

Step 1. Installation.

Understand four time-saving steps for effective SBS 2003 deployment.

Step 2. Server Configuration.

Review our tested server configuration strategies.

Step 3. Workstation Configuration.

Get tips for configuring workstations in an SBS 2003 network.

Step 4. Maintenance.

Understand the best maintenance strategies for Small Business Server 2003.

I hope you see the value in the Server Source. There is so much information on the Microsoft site that it is hard to find a starting point. We put the Server Source together to help you through building your Server Solution from the ground up. We help you with creating your marketing strategy, identify the customer pain, provide the solution for that pain, deploy the right server, and sell managed services for Additional Revenue! That in itself is where most people would stop, but not the BOB team, we also offer complete walk through along with the corresponding screenshots and examples of tiered service offerings! But wait, there is more! On March 8^th I am going to present a webcast on this as well.

Register Now: https://msreadiness.com/WS_abstract.asp?eid=15005237

Take advantage of the resources we have put together in the Server Source and grow your Server Solution business!

The Server Source can be found at:

https://oem.microsoft.com/script/contentpage.aspx?pageid=63

Bob