Halloween is upon is, as is my final installment of scary business stories. This week is a lesson in spooking your own clients. Because the need for IT services can be easy to shrug off until you’re faced with disaster. A force of nature hits and they’re not...
What does every SMART marketer dream of? An offer so good it brings in quality clients in droves. I recently received a piece of mail that came SO CLOSE, but, alas, their campaign fell short of what it could have produced. This week I share with you the...
From sales expert Jack Daly: there’s hardly anything that goes on in a sales call that couldn’t be anticipated before one’s arrival. I would modify that slightly: there’s hardly anything NEGATIVE that goes on in a sales call that couldn’t be anticipated and PLANNED FOR before one’s arrival....
According to a survey we conducted on www.MSPSuccessMagazine.com, a shocking 34% of the MSPs polled said they are NOT using e-mail to market to their list, and 24% said they are “kind of” using e-mail. Essentially, 58% of MSPs are not doing any e-mail marketing or are doing...
This shocking statement just in from the US National Library of Medicine regarding diets: “They all work…when you stick to them.” Back when I was teaching fitness classes, the most common question I would get was “What is the BEST exercise I should do for _______ ?” with...
Last year I started a book club with my team where we all read and/or listen to an educational program and get together on Friday morning to discuss and look for practical applications of the ideas. One of our first books was Fanatical Prospecting by Jeb Blount and...
One of the most difficult things for our members to get their head around is the USP, or unique selling proposition. Without one, you’re pushing a rope uphill, fighting price sensitivity and the high hurdle of replacing an incumbent provider who might actually be doing a decent to...
How many times have you been told by your Mum, “It’s the thought that counts,” as counsel after getting a worthless piece of crap for a gift? Maybe that’s a good mantra to live by for casual gifts, but in business, it’s the worst piece of advice you...
When I’m working with a client to plan their marketing action list, one of the things I always look to do is take a campaign they’re currently doing that IS working, and see how I can make it pay bigger. Unfortunately, most people don’t have this ability, simply...
One night in 1936, Sylvan Goldman, owner of the Humpty Dumpty supermarket chain in Oklahoma, sat in his office trying to figure out how to get customers to buy more groceries. Observing clients as they shopped, he noticed that many of them were struggling to carry the normal...
