I hear all the time from MSPs and IT business owners that they want clients that value IT services. One step that is critical in attracting well behaved clients is starting by pricing based of the value of your services. If you don’t value the worth of what you are offering, how will a prospect or client value it? I know most business owners discount because they are scared of losing a deal, and that is a normal fear. In today’s video blog TMT’s VP of Client Coaching and CEO of Vector Choice, Will Nobles asks his Head Client Coach, Jeff Farr, to explain what MSPs should be charging.

I once learned something from a guy who does marketing for churches, and I thought I’d share it with you. He lives in the south, where the church is a big marketing business.

I had a Q&A call with my clients a bit ago and one of them asked me this question, here is my response. Q: “What recommendations do you have for increasing my closing efficiency with new clients?” A: Well, it’s not one thing, but three. You have to have the RIGHT PROSPECT, the RIGHT PROCESS and the RIGHT PROPOSITION. Let …

Selling advice to the IT Services and MSP Owner who hates selling… from the “Business Turnaround King,” Marcus Lemonis. One of my clients asked a question that I hear so many ask… How do I sell IT Services when I HATE selling? He has NO problems sharing the great services and benefits that clients would get, but the idea of …