An extremely lazy question I get asked often: “What’s the ONE THING I should do to _______?” The blank is always a complicated, difficult-to-obtain outcome that requires a sophisticated answer, not a simple “hack.” I get it – no one wants “complicated” when easy will do, and the bank doesn’t give you extra credit on your deposits for degree of difficulty in getting the money.
Most of our MSPs support medical practices and will tell you that medical clients are their high value clients. If you ask them, medical, manufacturing, CPAs, financial services, anything that has regulatory compliance over its head is going to be a good industry because of regulatory compliance that is pressed upon these businesses.
Every MSP should be striving to consistently grow. We are in the beginning of the year’s growth cycle, and you can’t wait until April for your sales pipeline to start flowing again. Here are 4 marketing oil wells to jump start your marketing and get on autopilot, so you can bring on spring growth as soon as possible and keep …
I recently was asked how I define co-managed IT services. This is a really great question, because if you can’t define your business, you are in trouble. Q: Robin, how do you define a co-managed service provider? A: Co-managed is where you’re targeting mid-market or enterprise companies that are large enough to have one or more dedicated IT people. When …
If there is one thing I want to make clear when discussing marketing basics, it is to seed, feed, water, nurture…THEN harvest. Bruce McCully is the CEO of Galactic Advisors, both a client and a vendor. I am going to use a card I received from him as an example of how to implement this one single marketing principle and …
Q: How should MSP owners follow up with prospects after a trade show? A: You’ve got to get people to the booth, number one. You got to have a plan for that. At Datto Con, recently, we gave away a really nice Yeti for anyone who came to the booth and booked an appointment. That drove quite a few people …
I’ve often said that if salespeople were half as good at actually selling your company’s services as they are at selling YOU on the B.S. of their pipeline and opportunities that are “just about to close,” they’d ROCK their quota. Alas, most salespeople in this industry are being managed by NON-salespeople (the owner) and therefore find it easy to “sell” …
Trapped In A Lifestyle Business For 15+ Years I started my IT business before I was even ready to start a business. I figured I would work in corporate America first, learn a little and then be ready. But I was just 27 years old, and God had other plans. In 2002, Net A Corp Technologies was born. After growing …
New Year’s Resolution #1: Leverage Other People’s Advertising And Client Relationships A favorite strategy of mine is the JV (joint venture) or promotional partnership, where you find a mutually beneficial way to co-promote your services with another noncompetitive company, association or person. It is essentially how I was able to launch my business when I was flat-broke and without any …
Recently, I was asked this question: “I struggle a bit with how to explain to prospects who say they don’t need an MSP because they are ‘too small’ or ‘don’t require much help.’ Oftentimes I’ll get a referral from a customer or employee, and out of respect, I want to tell them we’ve changed our business model, etc. Has anyone …
