If you’re the owner of the company, you have an entrepreneurial side of your brain, and you have an operations side. You’re sitting in front of a big prospect with big opportunity, big MRR, big project, and the entrepreneur in you is excited because you’re thinking, “This is money, this is MRR, this is growth, this is good.” While …
In the “guru” industry, we often describe what we do as “information marketing,” or ourselves as “infomarketers,” a term that, to the best of my knowledge, was developed by the Godfather of information marketing, Dan Kennedy. While many (including Dan Kennedy) don’t particularly like the term, it’s accurate and descriptive: information marketers are people selling information products – specifically books (and back in the day, cassette tapes and …
In several of my seminars, I often ask people what is marketing supposed to do for your MSP? Usually, they’ll say things like “To get our name out there” or “To build a brand or generate awareness.” But I don’t think marketing should do any of that. My type of marketing is about generating results because marketing should facilitate and …
I had a client who owns an IT Services Business ask me a question that comes up a lot and I thought I’d share my response. The question was “If I want to get email names and addresses for marketing purposes, where do I go to buy that list?” First of all let me say, I do not recommend cold …
Here’s a critical question: how easy is it for someone to IGNORE your MSP marketing? Doesn’t matter if it’s direct mail, a Facebook ad, trade-show booth or e-mail – if your prospect is not instantly drawn in with interest and curiosity, it falls flat. This is why I rally against vague headlines that all too often miss the mark. “Looks …
MSP companies go through three stages of business growth to be successful. The first stage is up to the $1 million mark. I know most MSP owners don’t like this, but it’s kind of proof of concept because most business owners can bootstrap to a million bucks. Kevin O’Leary, of Shark Tank, says $1 million is what they consider …
Some of you reading this might be old enough to remember the wildly popular BluBlocker sunglasses from the ’80s. The technology in the lenses was originally created by NASA to block the sun’s blue rays; but they didn’t become a hit with the general public until adman Joe Sugarman discovered them and aggressively promoted them via magazines, TV commercials and …
Close more sales and overcome fee objections with these tips. If you’ve been selling IT services for any length of time, I am sure you have dealt with this: fee resistance. People who don’t want to take your advice and think, “We don’t need all that. Your prices are too high. I don’t want to spend that kind of money.” …
All 4 will ensure smooth sailing of your marketing endeavors. If you’ve ever run a campaign that failed and you’ve been frustrated by it because you don’t know where it went wrong, I can virtually guarantee that you missed out on one of the 4 M’s of marketing. You’ve tried different things like social media, search engine optimization, pay per …
Save yourself time and headaches with these systems. So, when you look at what most firms do for their marketing, it’s what I call vulture marketing. They basically wait for something to die in front of them and then they go jump on the carcass and hen peck it with all the other vultures. And clearly, that is not …
