Category: Sales & Marketing

cold calling
Cold calling tips for MSPs: Should I focus on a specific offering?

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!”

/ May 13, 2015
IT security provider
Health care IT security: What IT service providers need to know

Health care IT security: What IT service providers need to know

Data breaches are on the rise in the U.S., increasing 27.5 percent in 2014, and health care companies in particular need to start being more vigilant. Earlier this year, Anthem, a major health insurance company, experienced a cyber attack that...

/ May 5, 2015
Recipes for Success: Learn how to simplify the way you package your MSP offering

Recipes for Success: Learn how to simplify the way you package your MSP offering

Let’s face it. As a managed service provider, your life can be complicated. Between keeping up with help desk tickets, managing routine backups and maintenance, and fielding other customer requests—not to mention trying to sell your services to new prospects—you have...

/ April 28, 2015
strategy
4 Things MSPs need to start doing to close the marketing skills gap

4 Things MSPs need to start doing to close the marketing skills gap

Managed service providers built their businesses on a strong technical foundation and developed a solid sales team, and that used to be enough. But as the channel gets more crowded and more solutions move to the cloud, MSPs need to...

/ March 17, 2015
differentiate
Ask an MSP Expert: How to differentiate my offering

Ask an MSP Expert: How to differentiate my offering

Ask an MSP Expert is a weekly advice column answering common questions from MSPs and IT service providers. It covers topics ranging from pricing and selling to marketing and communications—and everything in between.  Q: I am finding it harder and...

/ March 16, 2015
cold calling tips
Cold calling tips for MSPs: How to respond to “We already have that”

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...

/ March 11, 2015 / 1 Comment
purpose
IT service providers: How to find your purpose and own your brand

IT service providers: How to find your purpose and own your brand

What is your purpose? This is the single most important question every business must answer in order to effectively market and differentiate in today’s experience-driven marketplace. Forget everything else—vision, mission, values, brand pillars, operating principles, strategies, priorities. Get to the...

/ March 7, 2015
msp marketing
3 Reasons managed service providers shouldn’t give up on marketing

3 Reasons managed service providers shouldn’t give up on marketing

Too many managed service providers think MSP marketing is as simple as launching a few campaigns and then sitting back to watch the new customers roll in. As long as they get out there and do it, they’ll win, right?...

/ March 2, 2015
Starting a sales conversation
Ask an MSP Expert: How to start a sales call as an MSP

Ask an MSP Expert: How to start a sales call as an MSP

Q: I set up a sales call with an SMB and need some tips on how to begin the conversation. Should I just launch into my sales pitch? What advice can you offer me on what to say and what...

/ February 23, 2015
cold calling for MSPs
5 Reasons MSPs need to stop making excuses and start making cold calls

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...

/ February 11, 2015