Your prospect requests a managed services proposal, but you haven’t sealed the deal just yet. Companies vetting managed services providers typically collect and compare proposals before making a decision. What you include in your managed services proposal can make or break the sale, so your IT services firm must stand out. Read full article and comment →
I recently received an email from a potential client who is teetering on the brink of closing the doors of his IT consulting business. His savings have dried up, and he’s maxed out all his credit cards. He’s desperate and seeking our IT services marketing plans as a last resort.
Of course, we’ll do everything to help. But now that he’s so far in the red, it’ll take a herculean effort on his part (and sheer magic on ours) to get the heart pumping again.
This begs the question: Why did he wait until now to get serious about keeping his IT services sales funnel full? Read full article and comment →
Most businesses take referrals for granted. Very few have a proactive plan for generating referrals. No matter the business, there’s no better sales lead than a referral from an happy customer. Here’s how to boost your IT services referral marketing and get your customers to start selling for you.
You should ask for referrals regularly. If you’re already operating a business with a great product, imagine how quickly you’ll be able to ramp up sales with a more aggressive approach.
The No. 1 secret to IT services referrals marketing isn’t a clever sales letter or some magical phrase you utter to your clients that causes them to whip out their Rolodex and give you every name contained in it. It starts with providing awe inspiring services. Take the Disneyland theme parks. Millions of people flock to Disney and gleefully empty their wallets every year. Why? Because Disney knows how to deliver a jaw-dropping experience. Read full article and comment →
I get squeamish emails from clients all the time asking if they need to offer an IT services guarantee. Here’s my final position on the matter — if you’re looking for an easy way to differentiate yourself from the competition and overcome price resistance, the answer is yes.
If you can’t guarantee what you sell, you need to improve your services or find something else to sell. Most of the fear of offering a guarantee has more to do with insecurity rather than substantiated fact.
If you provide a great product or service that delivers the results you promise, you should have no negative repercussions offering a guarantee. Adding an IT services guarantee should make it infinitely easier to acquire new clients. The only way to know for sure is to test it. Will you get the occasional unfair, unsubstantiated request from a customer who wants their money back? Of course, but it should not be the majority. It’s part of the cost of doing business, just like uncollected debts from the occasional deadbeat client. Read full article and comment →
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 of sticker shock? Here’s what you need to change to close IT managed services contracts. Read full article and comment →
Most search engine optimization (SEO) efforts on MSP websites see nominal results at best. With many “SEO experts” quoting fees of at least $1,000 a month (more in larger cities) to manage your SEO strategy, it’s no wonder you turn to other marketing channels to generate leads. But there is one area under your control that can have a big effect – your blog. Read on for my best MSP blog tips. Read full article and comment →
High-rated Google Reviews gives you instant credibility in the eyes of searchers. And outpacing your competitors in reviews is a surefire way to generate more IT services leads.
Think about it. When searching for “Computer Support Dallas,” which company would you call first?
You’d probably give the first company a call. With 16 five-star reviews, you know other local companies trust this IT services firm.
So, given the power of reviews, why do so many MSPs have so few reviews? Read full article and comment →
Recently during a Q&A call, I had a member inquire how to design a logo. It’s a question I get a lot when customers are creating their IT services marketing plan. He’d gotten quotes ranging from $500 to $5,000 — he wanted to know what needed to go into creating a successful logo and brand, and what it would cost. Read full article and comment →
Public speaking produces more fear and anxiety than death, according to the “Book of Lists.” But delivering a seminar presentation is a fast, cheap way to earn trust with your audience and increase revenue, profits and clients. And IT professionals who overcome this fear will ultimately win more sales. Read full article and comment →
Are you getting paid what you’re worth?
One of the biggest reasons computer consultants don’t charge premium prices is a misplaced fear that they’ll lose clients and limit their prospect pool. That couldn’t be farther from the truth.
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There is no doubt about it: Robin Robins has helped more MSPs and IT services businesses to double – even triple – sales, profits and MRR growth than any other marketing consultant in the IT services industry, period.As a trusted advisor to over 7,000 IT services business owners for over 12 years, Robin knows a thing or two about what it takes to grow sales, recurring revenue streams and a profitable client base for an IT services business.