The three things MSP buyers are looking for that are not “low price”
At Boot Camp, I shared the research I’d compiled on what clients want from their IT provider. This research was based on examining the responses to a testimonial request e-mail we have our MSP clients send to their best clients....
6 sales mistakes MSPs consistently make
“Have you ever heard the phrase life is hard, but it’s harder when you’re stupid?” One of my favorite talk show personalities, Bill Handle, asks listeners this often. In my early days of selling, I earned the highest degree in...
Fortune-making truths about media, money, and marketing process
Here’s a truth that many small business owners DON’T want to embrace, much less give recognition to: the more marketing media you can use simultaneously, the more money you’ll make. You’ll also be a LOT less vulnerable to an economic...
Getting 10 times the revenue from everything you do
When I’m working with a client to plan their marketing action list, one of the things I always do is take a campaign they’re currently doing that IS working and see how I can increase the payout. Unfortunately, most people...
How to put more jingle in your pocket by staying in touch with your clients
I have long stated and taught the importance of FREQUENT and MEANINGFUL communication with your clients, as well as key strategic partners and centers of influence (association directors, sponsors, referral partners, etc.). Practically every business I know fails to do...
Why you shouldn’t fear the word “No” when selling
The following is an example of a question that I get from MSPs FREQUENTLY: “Once I get the contact on the phone, say the CEO, he or she will usually say, ‘Yes, I got your information and passed it on...
How easily are you FOOLED by a rookie in an expert’s costume?
John Edwards, the psychic medium known for talking to people’s dead relatives, makes millions selling tickets to two-hour events all over the world. At these events, he performs (key word: PERFORMS) his psychic feat to people wanting to believe in...
Robin Robins: A big, misunderstood secret to premium pricing in your IT business
When you want to show how filthy rich and successful you are, details matter. That’s why you need to have gold-plated staples, sold in packs of 24 for $175. Or how about a Tiffany tennis-ball-canister … for $1,500? And if...
Robin Robins: How to automatically increase sales by making it easier to buy
One night in 1936, Sylvan Goldman, owner of the Humpty Dumpty supermarket chain in Oklahoma, sat in his office trying to figure out how to get customers to buy more groceries. Observing clients as they shopped, he noticed that many...
Robin Robins: Declare independence from random acts of marketing
One of the biggest reasons people fail in marketing is that they never get beyond random, episodic campaigns to marketing assets built on SYSTEMS and PROCESS. The other day a marketing manager asked if we had any “summer” campaigns she...