Getting “Into” The Customer

Robin Robins Entrepreneurship, IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing, Technology Marketing

There’s an old sales joke about a hotshot sales guy sitting down with a little old lady to sell her a new heater. He tells her all about how the heater is made in America and has the highest-quality ratings for efficiency and safety, about the BTUs, construction, warranties and other features. When he finally shuts up, she says, “I …

How To Avoid Confusing Activity With Accomplishment

Robin Robins IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing, Technology Marketing

From AdWeek: 62% of small businesses see NO return on their investment in Facebook. From Forbes: 44% of businesses can’t even measure social media ROI. Despite this, according to a survey from the Manifest, 63% of small businesses plan on increasing their spend on social media (!). One social media “expert” commenting on this said that “not all social media …

How To Not Roll Over And Die (A Lesson In RESILIENCE)

Robin Robins IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

As the casualties on the business battlefield start to pile up with the sudden forced cessation of business by the government, restaurants are taking a hit and many are closing their doors, never to reopen. However, in the midst of all this, one Seattle restaurant owner is THRIVING, with sales DOUBLE what they were the previous year, forcing him to …

The Single Trick To Doubling Or Tripling The Leads Generated On Any Campaign You Run

Robin Robins IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

As Ogilvy famously said, “On the average, five times as many people read the headline as read the body copy. When you have written your headline, you have spent 80 cents out of your dollar.” John Caples wrote, “If the headline is poor, the copy will not be read. And copy that is not read does not sell goods.” All …

Removing The “Technician” Hat To Become A “R. E. A. L.” Entrepreneur (Rewarding, Easy, Attractive and Lucrative)

Robin Robins Entrepreneurship, IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing, Technology Marketing

Much of our society incorrectly describes small business owners as “entrepreneurs.” But as Gerber famously pointed out, most entrepreneurs are not entrepreneurs at all – they’re technicians suffering from an entrepreneurial seizure. Nothing is truer in our industry, where most (roughly 80%) are self-employed with helpers, generating under a couple million in sales, who are busy doing it, doing it, doing …

How To Differentiate When There’s So Little Unique About What You Do

Robin Robins IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing, Technology Marketing

Speaking of standing out from the crowd, below is a real cereal being sold on Amazon Prime called “Poop Like A Champion.” I’m not 100% sure it’s the best name, BUT it certainly does get the “don’t bury the benefit” award in advertising. At least they didn’t put a picture of the end result on the box (LOL). BUT it …

6 Unprofessional Behaviors Of MSP Salespeople During The Corona Crisis That Need To Stop

Robin Robins Entrepreneurship, IT Managed Services, IT Marketing, IT Sales, MSP Marketing

Salespeople do all sorts of stupid things that cause them to lose sales on a NORMAL day, but when the world is facing a crisis like the one we’re all in now with the coronavirus, these behaviors are unforgivable and need to end. #1. Prospecting as though nothing is going on (click to watch video). Let’s consider what might be going …

Sales Ramp: 3 Irrefutable Signs That You Need To Fire Someone

Robin Robins Entrepreneurship, IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

Here’s a real e-mail I received from a client this week: “Robin, do you think not hitting sales quota for the past year is a reason to let my salesperson go?” Don’t laugh – we’ve ALL kept an employee long past their expiration date. On several occasions I made the mistake of keeping someone with the hopes that they – …

3 Simple Steps Every MSP And IT Service Business Needs To Take Online Right Now

Robin Robins IT Managed Services, IT Marketing, IT Sales, MSP Marketing, Technology Marketing

So you’re super busy handling tickets that seem to multiply like rabbits. Add to this your clients are in full-blown panic mode…and to make matters even worse…you’re down to your last case of toilet paper! In all seriousness, we know this is a temporary situation but we don’t know how temporary. When this ends, (and it WILL end) the world …

The Dos And Don’ts Of Marketing Your MSP In An Unstable Economy

Robin Robins IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing, Technology Marketing

Right now, the economy is being upended and many of you are worried the COVID-19 pandemic will destroy your business. Unfortunately, this is not the first time I have faced this in business. NOTE: Before I go on, I’ve done a free webcast on “How To Avoid Losing Clients And Still Market Your MSP During The COVID-19 Crisis.” You can …