5 IT Services Marketing And Sales Beliefs That Will Keep You Broke

Robin RobinsMSP Marketing

Today, I want to talk about some crucial aspects that can make or break your business in the realms of sales and marketing. These are lessons I’ve learned, sometimes the hard way, but they’ve been invaluable in shaping my approach to this ever-evolving industry.

1. Overcoming The Myth Of Annoyance In Marketing

One of the most crippling beliefs is that marketing is an annoyance to potential clients. This misconception stems from a fundamental misunderstanding of what effective marketing really is. It’s not about bombarding clients with calls or emails. Instead, it’s about providing value and solutions.

The key lies in understanding the unique challenges and pain points your clients face. By focusing your marketing efforts on educating and providing solutions to these issues, you shift the narrative from being a nuisance to being a necessary ally in their business journey.

Let’s debunk this myth by embracing a marketing strategy that focuses on empathy, relevance, and value. When you align your marketing messages with the specific needs of your target audience, you’re not bothering them; you’re offering them a lifeline. This approach not only improves the perception of your MSP but also positions you as a trusted advisor in the eyes of your clients.

Remember, effective marketing is a powerful tool for growth when done right. It’s about creating connections, offering solutions, and building lasting relationships. Let’s reshape our approach to marketing and see it as an opportunity to genuinely help our clients, rather than an unwelcome intrusion.

2. The Value Of Persistence In Sales And Marketing

I’ve learned from my own experiences that the initial ‘no’ from a client is far from the end of the story. It’s a chance to reassess, recalibrate, and return with a better proposition. Persistence isn’t about pestering; it’s about being present and ready when the client is. Following up shows we’re serious about our service and committed to finding the right fit for their needs. It’s about building a relationship, not just closing a deal. Remember, each follow-up is an opportunity to demonstrate our dedication and understanding of their evolving business needs.

3. Psychology Of Pricing – Overcoming The Fear Of Charging Too Much

In the MSP business, pricing is a critical component that many struggle with, often fearing that they’re charging too much. From my experience, the fear of overcharging can be debilitating. It’s essential to remember that your pricing reflects the value you provide. Underpricing can lead clients to undervalue your services. Setting the right price is a balance – it’s about understanding the market, but more importantly, understanding the worth of the solutions you provide. Charge confidently, knowing that you’re not just offering services, but delivering peace of mind and reliability.

4. Focusing On Outcomes, Not Just Activities

In my journey, I’ve realized that being busy isn’t the same as being productive. It’s about aligning our daily tasks with our ultimate business goals. Whether it’s enhancing customer satisfaction, increasing revenue, or scaling the business, every action should be a step toward these objectives. Let’s prioritize tasks that have a direct impact on our goals, ensuring that we’re not just ticking boxes, but genuinely driving our business forward.

5. Personal Development And Growth In MSP Business

I want to stress how crucial it is for us as business owners to invest in our development. This journey isn’t just about business growth; it’s about evolving as leaders in our field. Embracing new learning opportunities and adapting to changes not only enhances our business strategies but also empowers us to provide better services. Our personal growth directly influences our business’s success, setting a higher standard for ourselves and, consequently, for the solutions we offer to our clients.


In wrapping up, remember that your journey as an MSP owner is more than just a business venture; it’s a continuous learning process. Whether it’s redefining your marketing strategies, being persistent in your sales approach, pricing your services right, focusing on outcomes, or investing in your personal growth, each aspect plays a vital role. Let’s keep evolving, not just as business owners but as industry leaders, setting new standards and achieving new heights.

Hear more from Robin Robins, Dr. Jordan Peterson, Mike Michalowicz, and many more at this year’s IT Marketing Boot Camp.