Blog

Before You Outsource Your Marketing, Consider These 6 Tips

Posted On June 11th, 2019

Call Center Support

I recently saw a website selling marketing services to MSPs that offered to “send out blurbs several times a week” via your company’s social media pages. Another offered to do “e-mail blasts” to your list.

It got me thinking … is that really how you think of essential communications to your clients and prospects who you are trying to build trust with, gain an audience with and (ultimately) get money from? In blurbs and blasts?

Unfortunately, that’s exactly how many see marketing: an unsavory “time-consuming” task they want to shove off their plate and abdicate to someone else.

NOT with the intention of making it really work, not to further their position of authority, not to really connect, but simply to check off the box that it’s being done.

Marketing? Who has time for THAT? Read full article and comment →

How To Use Tradeshows To Attract Clients

Posted On May 10th, 2019

“We tell our customers to try something different to grow their businesses, so I knew we had to do the same,” explained Dana Liedholm, Chief Marketing Officer for ID Agent.

And they didn’t just try to do one thing different, they did everything different… and the result was 87 new partners in just three days, PLUS re-engaging a lot of past partners.

Here’s what they did.

Recently at the IT Sales And Marketing Boot Camp, ID Agent set up shop with a big goal in mind and more importantly the plan to achieve it.

“We created incentives to get current and new partners bringing their friends over to our booth and rewarding both of them for doing so.”

The short of it was this. There were a number of ways during the three days that you could earn points. For some this was throwing a puck through a hole (pictured), for others it was wearing an ID Agent t-shirt at the event, going to a presentation, and for many it was getting someone to visit the ID Agent booth and sign up to be a partner.

Read full article and comment →

How Coaching Your Clients Leads To Higher MSP Profits (Pt. 2)

Posted On April 23rd, 2019

higher MSP profits with a client game planWelcome back! Last week we coached your clients how to buy. This week we’re exploring how to develop a relationship with the clients you have to turn them into the clients you want. Read on…

Part 2 of Coach Your Clients How To Buy For Higher MSP Profits: How To Develop Your Clients Into Great Clients

A critical piece to the success of any service firm is to have a productive, profitable and mutually beneficial relationship with its clients – yet how many business owners actually FOCUS on developing that asset?

Can you list the systems and processes you have in place for advancing that agenda? Can you show me the specific things you are sending them, doing for them, to make them behave in a manner that allows you to deliver your best advice?

Most important question: do you have a FRAMEWORK or list of instructions on how to be a good client for your firm? Read full article and comment →

How Coaching Your Clients Leads To Higher MSP Profits (Pt. 1)

Posted On April 16th, 2019

Coach Your MSP Clients How To Buy For Higher ProfitsToo often, business owners overlook the buying power in the clients they ALREADY have and are too focused on acquiring new ones.

So in this two-part series, I’m going to discuss how you can increase sales with your current clients and turn them into the clients you want. Let’s dig in…

Part 1 of Coach Your MSP Clients How To Buy For Higher Profits: Teach Your Clients How To Buy

I received several letters from American Express in the last month about using your Amex card to pay your taxes.

Honestly, it never occurred to me to do this, mostly because I’ve never been unable to pay my taxes. But I know a LOT of  people who are in that situation and have not thought about this as an option.

Which brings me to a key point: teaching your clients HOW TO BUY.

Years ago I sought out and purchased a phone system from a vendor, only to have my current IT company grouse at me for not buying through them.

I told them quite clearly they were idiots for not educating, reminding and pursuing ME to let me know they even offered that.

A BIG question you need to ponder: do your clients REALLY know all of the products and services you could sell them? Read full article and comment →

How A Strong Unique Selling Proposition Helps MSPs Market Themselves

Posted On April 10th, 2019
At Rapid Implementation Workshop we cover the USP, or unique selling proposition, in detail: what it is, what it is not, how to develop it and how to use it in your sales and marketing to unseat incumbent providers, close more business and fight price sensitivity.

For those unfamiliar with the concept of a USP here’s the short of it. It’s a one sentence statement explaining why a prospect should choose to do business with you versus any and every other option…including doing nothing.  An example that became famous was from Dominos Pizza. “Fresh hot pizza delivered to your door in under 30 minutes or its free!”  

More often than not, most IT services businesses do NOT have a USP and are largely a “me too” business that appears to be just like every other MSP they compete against. Because of this, they start from a weak position with no authority, which leads to difficulty in selling their services at prices even slightly higher than the competition’s.

After all, if Joe’s Computer Shack appears to be delivering managed services for $20 a seat less than you, why SHOULD prospects pay you more? While I understand there IS a legitimate difference in service, quality of delivery, etc., your PROSPECT doesn’t know.

Fast Response

Not too surprisingly, “fast response” is very often brought up as one of the key differentiators many have over their competition, and it IS a good one.  “Slow” to no response, dropped balls and poor communication are all the top reasons why businesses fire their IT company and look elsewhere. But if you’re going to claim THAT as all or part of your USP, you can’t be half in. Someone who is trained and managed needs to answer the phone LIVE, ideally 24/7, but definitely between the hours of 7:00 a.m. and 6:00 p.m. Read full article and comment →