unique selling proposition

How To Put More Jingle In Your Pocket By Staying In Touch With Your Clients

Robin RobinsIT Managed Services, IT Marketing, IT Sales

I have emphatically stated and long taught the importance of FREQUENT and MEANINGFUL communication with your clients as well as key strategic partners and centers of influence (association directors, sponsors, referral partners, etc.). Practically every business I know fails to do this effectively, some more than others. The best way to communicate, I believe, is a well-written MONTHLY newsletter that …

unique selling proposition

How To Keep The “Hidden” Decision Maker From Cooking You Like A Thanksgiving Turkey

Robin RobinsIT Managed Services, IT Marketing, IT Sales, Managed Services

One of the most productive and useful things you can do to work on your marketing and sales for your IT business is NEGATIVE PREPARATION: think of every reason a prospect won’t buy – every obstacle, concern and issue that causes anxiety – then go to work in preparing your process to address it EARLY and, ultimately, address it, minimize …

unique selling proposition

A Big, Misunderstood Secret To Premium Pricing In Your IT Services Business

Robin RobinsIT Managed Services, IT Marketing, IT Sales, Managed Services

When you want to show how filthy rich and successful you are, details matter. That’s why you need to have gold-plated staples, sold in packs of 24 for $175. Or how about a Tiffany tennis-ball-canister … for $1,500? And if you really want to show off on the courts, you can hydrate yourself with a $60,000 bottle of Icelandic glacier …

unique selling proposition

Increase IT Services Sales By Making It Easier To Buy

Robin RobinsIT 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 …