How to retain managed service customers
You courted your SMB clients. You wooed them. You got them to sign that SLA, and now you’re married. But how do you keep the love alive?
Cold calling tips for MSPs: Should I focus on a specific offering?
One of the first questions a client usually asks me is whether or not they should focus on a particular offering when they are looking for new business via cold calling. The answer is a very definitive “Sometimes!”
Cold calling tips for MSPs: What to do when you can’t get through
If everyone picked up their own phone every time it rang, cold calling would be the easiest job in the world. If you’re cold calling regularly, you’ve likely been shut down by a few of these choice statements: ele“We’re not...
Cold calling tips for MSPs: How to respond to “We already have that”
If you’ve added cold calling to your sales and marketing strategy, you’ve likely been told “No, thank you!” in more ways than you can count. Rejection and objections are part of the process, and there are multiple ways to navigate...
5 Reasons MSPs need to stop making excuses and start making cold calls
Call it cold calling. Call it telemarketing. Call it prospecting. Call it whatever you want, but start doing it. I’ll bet you just thought of a bunch of reasons why you aren’t using cold calling to grow your business. I’m...
Selling Managed Services: Lessons from an Insurance Salesman
I bought life insurance this year. I purchased it from a man who showed up at our new house completely unannounced one afternoon. He welcomed us to the neighborhood and asked us a few questions about why we had bought...
Stop selling managed services
Companies selling managed services is a little pet peeve of mine right now. Managed services is an industry term. It’s a business model, not a service offering. Your clients aren’t buying managed services, they are buying IT support. You don’t...
