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

Robin Robins Blog

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 …

How To Tell If Your Marketing Is Productive

Robin Robins Blog, MSP 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 …

12 Questions An MSP Owner Should Ask Themselves When Creating A Marketing Plan

Robin Robins Blog, MSP Marketing

[vc_row][vc_column][vc_column_text]Recently a new client asked, “What is the average in months for an MSP to implement a marketing plan?” Impossible to answer because you first have to determine what a marketing plan means for your business, but it led me to outline several important things that a business owner needs to know before a plan can be created. In this …

Before You Outsource Your Marketing, Consider These 6 Tips

Robin Robins Blog, MSP Marketing

I recently saw a website selling marketing services to MSPs that offered to “send out blurbs several times a week” via your company’s social media pages. Another offered to do “e-mail blasts” to your list. It got me thinking … is that really how you think of essential communications to your clients and prospects who you are trying to build …

The Three Things MSP Buyers Are Looking For That Are NOT “Low Price”

Robin Robins Blog

At Boot Camp, I shared with the audience research I’d compiled on what clients want from their IT provider, based on examining the responses to a testimonial request e-mail we have our MSP clients send to THEIR best clients. I compiled and keyword-analyzed over 1,000 candid, unedited replies to those e-mails to determine the commonalities of what IT buyers – …

How Coaching Your Clients Leads To Higher MSP Profits (Pt. 2)

Robin Robins Blog, MSP Marketing

Welcome back! Last week we coached your clients how to buy. This week we’re exploring how to develop a relationship with the clients you have to turn them into the clients you want. Read on… Part 2 of Coach Your Clients How To Buy For Higher MSP Profits: How To Develop Your Clients Into Great Clients A critical piece to …

How A Strong Unique Selling Proposition Helps MSPs Market Themselves

Robin Robins Blog, IT Marketing, IT Sales, MSP Marketing

[vc_row][vc_column][vc_column_text]At Rapid Implementation Workshop we cover the USP, or unique selling proposition, in detail: what it is, what it is not, how to develop it and how to use it in your sales and marketing to unseat incumbent providers, close more business and fight price sensitivity. For those unfamiliar with the concept of a USP here’s the short of it. …

Six Ways To Elegantly Overcome Price Objections In Your MSP Business

Robin Robins Blog

[vc_row][vc_column][vc_column_text]Ask any salesperson to list the most difficult obstacles for them to overcome and, inevitably, price resistance will come up. However, I don’t believe most prospects are hung up on price – they’re hung up on something else and are using price as the reason why they aren’t buying, because it’s the easiest obstacle to throw your way. Any prospect …

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

Robin Robins Blog

[vc_row][vc_column][vc_column_text]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 …