Send pprospects a one-page sales letter in a brown lunch bag from your staff with the headline: “YourName Says There’s No Such Thing As A Free Lunch, But We Say This Is A Free Network Tune Up!” Include two vouchers…one for them and one for a colleague to get a free network tune up or a ‘get out of computer …
Although I’ve harped on this before, I continually get marketing campaigns submitted to me for critique that contain zero benefits or reasons why a customer should pay attention, let alone respond or buy something. In most cases, I can clearly tell that they spent hours, possibly even days, trying to come up with some cute slogan or picture to capture …
Before we dive into how you can structure your support agreement, let’s remind ourselves of the classic IT functions in any business. First, we have high-level, STRATEGIC IT services. This would include return on investment business support planning, managing IT personnel, IT budgeting and resource planning, asset management, and so on. Next, we have TACTICAL IT services which include the …
Although this year flew by I have to admit it’s been a good one. Lots of wins this year and progress made. I can honestly look back with great satisfaction on the improvements I’ve made in many areas, particularly in lifestyle. I hope you can look back and say the same. One exercise I’ve committed to doing every year is …
Before I give you the answer, I want you to think about what you say right now when a prospect asks you this question. Do you: A. Give them a rough estimate but low-ball the price so you don’t scare them off. B. Tell them you won’t know until you work up a proposal. C. Tell them what you charge …
Component I: A Process For Monetizing Existing Customer Relationships Cross Sale Opportunities Maintenance, Membership, On-Going Support Contracts Referrals Component II: A Process For Converting A Prospect (Lead) To A Sale USP or Unique Selling Proposition. Answers the question why should I buy from you over my current vendor? Remember, your biggest competitor (or vendor) might be apathy or fear of …
7 Fundamentals To Successfully Sell To Bigger Accounts Approach prospects with CONFIDENCE. There is nothing more detrimental to the sales process than appearing needy, nervous or insecure. Start at the TOP. Never forget that you are dealing with PEOPLE and that EMOTIONS are driving their decisions regardless of how big or small the organization. The key drivers are: Fear Ego …
An Easy To Implement Marketing Strategy That Will Help You Close Large IT Managed Services Sales, Faster And Easier By: Robin Robins, Author of the Managed Services Marketing Blueprint Are you a managed services provider that wants to land larger contracts? Do you lose sales because clients think your managed IT services are “too much money” or because …
By Robin Robins – Managed IT Services Marketing Expert Have you ever experienced a few months of absolute chaos where every client and their uncle is calling you with a computer crisis that needs to be fixed immediately, only to be followed by a few months of complete famine where nobody calls and you start worrying as to whether or …
“At a time when many are stressed about how they are going to survive, retreating, and freaking out about their financial situation, I’ve been able to personally coach a small group of my managed it services clients to secure an average increase of 209% in bottom line profits, a 45.2% increase in NEW clients and 50.6% increase in managed it …
