unique selling proposition

Critical Strategy For MSP Sales Success: Negative Preparation

Robin Robins Managed Services, MSP Marketing, Technology Marketing

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. A couple of years ago at the Chicago Roadshow, mid-morning the first …

unique selling proposition

The #1 Challenge MSPs Face With E-mail Marketing… And 6 Ways You Can Overcome It

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

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 it so inconsistently that they aren’t getting traction. Cited as the #1 challenge …

unique selling proposition

How To Secure An EXTREME Advantage Over Your Competition And Make More Money By Not Acting “Normal”

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

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 the blank being filled in with the body part or thing they …

unique selling proposition

When It Comes TO MSP Sales, No Guts, No Glory (Or Money)

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

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 it’s still top of mind a year later for underscoring one very …

unique selling proposition

Close More MSP Sales And Unseat More Competitors By Becoming The LEAST RISKY Choice

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

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 excellent job. YOU are an unknown entity, unproven in your abilities, thereby …

unique selling proposition

Increase IT Services Sales By Making It Easier To Buy

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

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 shopping basket provided, particularly the moms with kids. Once they got to …