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 →

How To Close IT Managed Service Contracts

How-to-close-it-managed-service-contractsAre you a managed services provider that wants to land larger contracts? Do you lose sales because clients think your managed IT services are “too much money,” or because of sticker shock? Here’s what you need to change to close IT managed services contracts. Read full article and comment →

MSP Blog Tips: Setting Up Your Blog To Drive SEO Rankings

MSP-Blog-Tips-Setting-Up-Your-Blog-To-Drive-Your-SEO-RankingsMost search engine optimization (SEO) efforts on MSP websites see nominal results at best. With many “SEO experts” quoting fees of at least $1,000 a month (more in larger cities) to manage your SEO strategy, it’s no wonder you turn to other marketing channels to generate leads. But there is one area under your control that can have a big effect – your blog. Read on for my best MSP blog tips. Read full article and comment →

Using Google Reviews To Generate IT Services Leads And Boost Local SEO

generate-it-services-leads-google-reviews-SEOHigh-rated Google Reviews gives you instant credibility in the eyes of searchers. And outpacing your competitors in reviews is a surefire way to generate more IT services leads.

Think about it. When searching for “Computer Support Dallas,” which company would you call first?

You’d probably give the first company a call. With 16 five-star reviews, you know other local companies trust this IT services firm.

So, given the power of reviews, why do so many MSPs have so few reviews?  Read full article and comment →

IT Services Marketing Plan: How To Build A Useful Brand Name

it-services-marketing-planRecently during a Q&A call, I had a member inquire how to design a logo. It’s a question I get a lot when customers are creating their IT services marketing plan. He’d gotten quotes ranging from $500 to $5,000 — he wanted to know what needed to go into creating a successful logo and brand, and what it would cost. Read full article and comment →

How To Give A Seminar Presentation That Sells Your IT Services

how-to-give-a-seminar-presentationPublic speaking produces more fear and anxiety than death, according to the “Book of Lists.” But delivering a seminar presentation is a fast, cheap way to earn trust with your audience and increase revenue, profits and clients. And IT professionals who overcome this fear will ultimately win more sales. Read full article and comment →

MSP Sales Secrets: Charging (And Getting) Premium Prices

msp-sales-secretsAre you getting paid what you’re worth?

One of the biggest reasons computer consultants don’t charge premium prices is a misplaced fear that they’ll lose clients and limit their prospect pool. That couldn’t be farther from the truth.

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Why Great Content Is The Key To Marketing Managed Services

Marketing-managed-servicesPeople are stubborn creatures. You can present them with a perfectly good product or service that will help improve their businesses, income, or life, but it still falls short. It’s not personal. When it comes to marketing managed services, it’s a crowded marketplace and business owners have limited time in their day to listen to boring sales pitches. You need to stand out.

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Sell More Cybersecurity Services With These 8 MSP Marketing Campaigns

msp-marketing-campaigns-sell-cybersecurity-servicesSince Y2K, cybersecurity has been the most talked about topic on every business owner’s mind. Cybersecurity services are in high demand, but many IT services firms aren’t capitalizing on this recurring revenue stream.

That leaves ample opportunity for you to educate your clients and prospects about emerging threats — and why they can’t afford to skimp on your cybersecurity services. Read full article and comment →

How To Sell Managed Services And End Price Shopping

Losing sales to competitors who undercut your rates. Lowering profit margins to compete. Clients pushing back on proposals. Any of these scenarios sound familiar?

You’re not alone. As a trusted advisor to over 8,000 IT services business owners, I hear the same feedback from clients repeatedly. It’s not your services that are the issue, it’s about how you approach your IT marketing strategy. I specialize in creating highly effective sales and marketing systems for IT services, helping many of my clients to double and even triple their sales, profits and MRR growth. Here’s how to sell managed services and end price shopping. Read full article and comment →