The Importance Of Demonstrating Your Expertise

Robin Robins IT Marketing, IT Sales

Here’s a chapter for “how NOT to close a prospect.” Last month Ryan Markel brought to my attention someone who is teaching MSPs how to grow their sales departments, suggesting we engage in some manner. Initially, I’m very interested, as I’m ever interested in bringing fresh new moneymaking ideas to my members. I instantly have ideas about how I can …

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 …