Category: Sales & Marketing

Why you shouldn’t fear the word “No” when selling

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...

/ December 28, 2018 / 1 Comment
Ask An MSP Expert: Any MSP marketing pitfalls to avoid in 2019?

Ask An MSP Expert: Any MSP marketing pitfalls to avoid in 2019?

Q: What are some MSP marketing mistakes that you see often and how can we avoid them in 2019? In the world of MSP marketing, there are many trends and practices that quickly become popular, and it will suddenly seem...

/ December 24, 2018
Ask An MSP Expert: What are some MSP marketing musts for 2019?

Ask An MSP Expert: What are some MSP marketing musts for 2019?

Q: We recently hired a new marketing team member starting in the New Year. While we’ve done marketing for our IT service business in the past, it’s always been in fits and starts. I want to make sure our new...

/ December 10, 2018
In 2019, make your MSP’s website a lead generator, NOT just an IT services brochure

In 2019, make your MSP’s website a lead generator, NOT just an IT services brochure

Years ago, I worked as an independent computer consultant — back when that was still a pretty novel idea. Computers weren’t ingrained into every small business the way they are now. Not every organization, large and small, was connected to...

/ December 5, 2018 / 1 Comment
How easily are you FOOLED by a rookie in an expert’s costume?

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...

/ November 30, 2018 / 1 Comment
5 Reasons selling Password Management-as-a-Service makes sense

5 Reasons selling Password Management-as-a-Service makes sense

After working at four different MSPs and eventually founding my own, I’ve experienced firsthand the pains of trying to manage hundreds of passwords so techs can gain access to and support client networks. Even though these pains can be hard...

/ November 21, 2018 / 1 Comment
Ask an MSP Expert: How can we be more successful with email marketing?

Ask an MSP Expert: How can we be more successful with email marketing?

Q: At my MSP, we’ve tried email marketing, and I really think it’s just not for us. We’ve sent out multiple emails to our prospects, and our unsubscribe list has skyrocketed. Even worse, only a few people have clicked on...

/ November 19, 2018
Overcoming human roadblocks in the MSP sales process

Overcoming human roadblocks in the MSP sales process

The problem with most defined and structured sales processes isn’t really a problem, it’s just a fact of life: people cannot be relied upon to behave in ways that are predictable or rational.

/ November 16, 2018
The hidden sales bias that hurts your business

The hidden sales bias that hurts your business

Technology professionals, perhaps more than any other group, tend to have open minds. Our industry is driven by innovation, and we are perpetually wrangling updates and seizing the opportunities that a new development enables for us and for our clients....

/ November 12, 2018 / 1 Comment
Never offer a free technology audit when pitching your MSP services

Never offer a free technology audit when pitching your MSP services

As a managed services provider, your “process” is more than just how you provide services to your clients every single day. It’s your key value differentiator — the rock-solid foundation upon which your competitive advantage is formed. Nobody does what...

/ November 7, 2018 / 2 Comments