What Makes A “Qualified” Lead?

Robin Robins Blog, IT Marketing, MSP Marketing

Ah, the age-old whine of the failing salesperson: The leads are WEAK! Some people would automatically dismiss this as a lazy salesperson’s excuse (which often IS the case) – but thinking that ALL leads are good is just as foolish. There ARE times, when leads generated, are NOT qualified leads and not worth the effort of a salesperson to pursue …

Back To Basics Marketing 101: How To Classify And Qualify Inbound Leads To Maximize Sales

Robin Robins Blog, IT Marketing, MSP Marketing

Did you know IT services firms lose THOUSANDS of dollars every year due to very poor or non-existent follow up on the leads they generate? Recently we’ve been getting a LOT of questions from members wanting clarification on how to properly classify and qualify inbound leads to maximize sales.  I would suggest you read through and then go back to …

Even After Losing My First MSP And Enduring Massive COVID-19 Shutdowns, I GREW My Brand-New MSP By $89,492 In MRR In Our First 90 Days!

Robin Robins Genius of the Month

Our $5 Million Unsinkable IT Business Hit A Massive Iceberg My business partner and I started our first IT services business in 1999. Yet, rather than focus on LANs and servers like most MSPs, our business model focused more on connectivity services, including VoIP, cloud and cyber security. From day one, we locked onto the monthly recurring revenue model and …

The Importance Of Demonstrating Your Expertise

Robin Robins Blog, IT Marketing, IT Sales

Here’s a chapter for “how NOT to close a prospect.” Last month Ryan Markel brought to my attention someone who is teaching MSPs how to grow their sales departments, suggesting we engage in some manner. Initially, I’m very interested, as I’m ever interested in bringing fresh new moneymaking ideas to my members. I instantly have ideas about how I can …

While Our Core Client Base In The UK Was Locked Down, We Still DOUBLED Our MRR And Added £302K In NEW Revenue!

Robin Robins Genius of the Month

Without Marketing, There’s Zero Leads And Zero Hope For Growth Living in the small coastal town of Hartlepool in North East England, I believe I bring a unique perspective of running an MSP from “across the pond.” My IT journey began when I left high school at the age of 16. Classroom education was never really for me, so I …

Are You Counting The Concealed Costs Of Sunken Money In Your Business?

Robin Robins Blog, IT Marketing

In many categories of marketing and sales, as well as in your business, there are not-so-obvious costs that get overlooked because they aren’t recorded on the balance sheet or accounting ledger. If Walmart is eliminating their greeters, I hope they are evaluating the total cost of NOT having that person there, not just the obvious cost savings of the lowered …

Relentlessly Focused On Planning, Execution And Numbers, Our Revenue Jumped $319,163 And Our Profits Were Up 355% Last Year!

Robin Robins Genius of the Month

Knocked Down Again And Again – But Never Knocked Out! Standing onstage as a Better Your Best finalist at this year’s Fight Club–themed Boot Camp was most appropriate for me because I have been knocked down more times than I can count. When I came to the US from the Dominican Republic with my mother, we lacked a lot and …

Problem, Agitate, Solve

Robin Robins Blog, IT Marketing

The above is the oldest and still one of the most effective formulas for lead generation. More specifically, identify a highly irritating problem, anxiety, worry or frustration your clients have. Next, AGITATE it. Make them FEEL even more annoyed, frustrated and worried about it – and THEN offer the solution to the problem. As I’ve long taught, effective marketing copy …

Your Sales Playbook: NOW Is The Time To Hire

Robin Robins Blog, IT Marketing

Difficulty in finding and hiring good people, along with the rising cost of talent, IS a dark side of a good economy, particularly when you’re looking for TOP talent, not the low-paying entry-level positions that are always in flux and relatively easy to find a body to fill. But now, ONE good outcome of the corona cray-cray is that millions …