This posting comes from input from some friends on Facebook. One of them is Alex Rogers, CEO of ARRC Technologies. If you don’t know Alex, let me tell you something about him. Alex is a dynamic individual whose desire for the success of his channel partners comes through in everything that he does. There has never been a time where I have observed that Alex’s message wasn’t clear and consistent.

The message that I am working on getting across to you who read my blog is that you need to stay consistent. Of course while in this business of IT services, you need to be persistent in selling your services, but consistency is just as important. When you are “pitching” your services to the prospect, is your message consistent? When you follow up with the prospect, are you consistent with your original message? If your message isn’t consistent then you are just being a pest.

When attempting to work with a new prospect you must to be consistent and persistent to overcome their resistance. Do you have any idea how many times a day, week or month your prospect is getting pitched by different vendors? What makes you think that they are going to remember you from the guy selling them office supplies? You must be memorable.

To be memorable, you need to be consistent in your persistence. Yes, I said to be memorable. Being memorable goes back to the message of your pitch as well as your marketing, if you are going to be memorable you must consistently show the prospect the benefit or profit of doing business with you and your company. Once you get the business, it doesn’t stop there. You need to stay consistent or you will lose the business.

As we end 2009 and move into 2010, remember to keep your message consistent and stay persistent on those clients who need a kick in the tail. While they may resist on price or for some other reason, stay on point and show your true benefit.

All the best in success,

Stu