5 Dumb MSP Sales Mistakes Computer Consultants Consistently Make

msp-sales-mistakesHave 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 D.U.M.B and discovered that cold prospecting and marketing without a plan is NOT fun or productive.

Today, I coach hundreds of managed services providers and computer consultants. The thoughts, habits and behaviors of those who literally attract success is different from those who can’t seem to make anything positive happen. And circumstance, client type, market area, finances and other external factors have nothing to do with it. Read full article and comment →

Selling IT Services To The Government

Selling-IT-Services-To-The-GovernmentThe United States government is the largest customer in the world. They buy millions of dollars in services and products every year.

Landing an IT government contract can be a huge boost for your business. But it’s not about grabbing for any government contract you can find. You need to make sure it’s the right opportunity for you.

Today we’re breaking down the process of selling IT services to the government and how you can land a lucrative information technology government contract. Read full article and comment →

Selling Managed Services: 5 Keys To Accelerate Growth, Success And Profitability This Year

Selling Managed ServicesYou’re pulling 80-hour work weeks but not getting the results you want. You think you’re setting smart, business goals but failing to achieve them. You’re frustrated, even unhappy, about the state of your IT services firm and struggling when selling managed services. What can you do?

Why IT Firms Struggle

I’ve worked with, mentored and assisted thousands of IT business owners. Throughout the process, I’ve identified multiple patterns indicative of success and failure. I’ve seen how daily habits, actions and decisions shape the outcome of their business. Most importantly, I’ve seen transformations from failure to success. I’ve seen hundreds of IT business owners transform operations from desperate failures to huge success in a matter of months. Want to know their secret? Read full article and comment →

10 Ways To Supercharge Your MSP Direct Mail and Attract More Clients

MSP-direct-mailDirect mail isn’t dead. (And neither is email while we’re on the subject.) Sending a creative, well-executed direct mailer can still generate great marketing results. Here are ten creative, surefire ways to create a great direct mail campaign and attract more clients. Read full article and comment →

IT Services Trade Show Marketing: 3 Tips To Maximize Your Investment

t-services-trade-show-marketing-tipsIf you’re looking for quick list building and lead generation for your IT services, then adding strategically targeted trade show marketing is a must.

Benefits Of Trade Show Marketing

On the surface, purchasing a booth or exhibit at a trade show might seem like a huge investment. You’re putting thousands of dollars on the line with hopes to at least break even in trade show-generated sales.

But trade shows present unique advantages that aren’t immediately evident. Here are some major benefits of using trade shows to market your IT services: Read full article and comment →

How To Get Prospects To Pay Attention To Your MSP Marketing Message

If you asked one hundred computer consultants what they want to accomplish with their marketing, over 90% would say “generate more awareness.” Here’s why that’s not the best approach for your MSP marketing message.

While awareness is a worthy goal, many don’t realize how difficult it is. The average American is bombarded with over 3,000 marketing messages a day. With so much advertising barreling down on us, most people have developed marketing calluses that make them completely immune to the messages these ads are sending. Read full article and comment →

6 Steps To A Winning Managed Services Proposal [With Examples]

winning-managed-services-proposalYour prospect requests a managed services proposal, but you haven’t sealed the deal just yet. Companies vetting managed services providers typically collect and compare proposals before making a decision. What you include in your managed services proposal can make or break the sale, so your IT services firm must stand out. Read full article and comment →

Keeping Your IT Services Sales Funnel Full

it-services-sales-funnelI recently received an email from a potential client who is teetering on the brink of closing the doors of his IT consulting business. His savings have dried up, and he’s maxed out all his credit cards. He’s desperate and seeking our IT services marketing plans as a last resort.

Of course, we’ll do everything to help. But now that he’s so far in the red, it’ll take a herculean effort on his part (and sheer magic on ours) to get the heart pumping again.

This begs the question: Why did he wait until now to get serious about keeping his IT services sales funnel full? Read full article and comment →

IT Services Referral Marketing: How To Get Your Customers To Sell For You

IT-Services-ReferralMost businesses take referrals for granted. Very few have a proactive plan for generating referrals. No matter the business, there’s no better sales lead than a referral from an happy customer. Here’s how to boost your IT services referral marketing and get your customers to start selling for you.

The #1 Secret To IT Services Referral Marketing

You should ask for referrals regularly. If you’re already operating a business with a great product, imagine how quickly you’ll be able to ramp up sales with a more aggressive approach.

The No. 1 secret to IT services referrals marketing isn’t a clever sales letter or some magical phrase you utter to your clients that causes them to whip out their Rolodex and give you every name contained in it. It starts with providing awe inspiring services. Take the Disneyland theme parks. Millions of people flock to Disney and gleefully empty their wallets every year. Why? Because Disney knows how to deliver a jaw-dropping experience. Read full article and comment →

How To Create A Convincing IT Services Guarantee

IT-Services-GuaranteeI get squeamish emails from clients all the time asking if they need to offer an IT services guarantee. Here’s my final position on the matter — if you’re looking for an easy way to differentiate yourself from the competition and overcome price resistance, the answer is yes.

Guarantee What You Sell

If you can’t guarantee what you sell, you need to improve your services or find something else to sell. Most of the fear of offering a guarantee has more to do with insecurity rather than substantiated fact.

If you provide a great product or service that delivers the results you promise, you should have no negative repercussions offering a guarantee. Adding an IT services guarantee should make it infinitely easier to acquire new clients. The only way to know for sure is to test it. Will you get the occasional unfair, unsubstantiated request from a customer who wants their money back? Of course, but it should not be the majority. It’s part of the cost of doing business, just like uncollected debts from the occasional deadbeat client. Read full article and comment →