Posts Tagged ‘Managed Services’

By Finally Turning Prospects Into Leads And Leads Into New Clients, We Added $18,000 In MRR And $45,000 In Projects In Just 90 Days!

Posted On May 1st, 2020

Liam Scott,

Keeran Networks

Not All Marketing Agencies Deliver The RESULTS You Are Chasing

Twenty-one years ago, Rishi Patel started Keeran Networks in the city of Edmonton in Alberta, Canada. As the owner and a natural-born salesperson, he’s always been a strong closer. Problem was, as his responsibilities grew as the CEO, there was no lead generation system, leads were not always followed up on and sales were usually lost in the pipeline.

So, Rishi did what many IT business owners do when they need more leads and sales: he hired a marketing agency. Sure, they designed our company website and managed our pay-per-click Google Ads. Problem was, like most marketing agencies, they were mainly focused on driving traffic and getting clicks. Fuzzy, feel-good numbers that most marketing agencies push don’t work. Views, Likes, shares and traffic don’t add to your bottom line. Your business is only succeeding IF YOU ARE SELLING.

After Failing To Bring On A Single New Client For 9 Months, Something Had To Change

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How To Differentiate When There’s So Little Unique About What You Do

Posted On April 30th, 2020

Speaking of standing out from the crowd, below is a real cereal being sold on Amazon Prime called “Poop Like A Champion.” I’m not 100% sure it’s the best name, BUT it certainly does get the “don’t bury the benefit” award in advertising. At least they didn’t put a picture of the end result on the box (LOL). BUT it DOES have something most products don’t: a UNIQUE differentiator, also called a USP.

Although I’ve covered this topic multiple times, I’ve gotten a TON of questions about it from new clients via their NewMember Survey, so a refresher…

We do managed services, backups, cyber security, help desk, documentation, blah blah blah. ZERO differentiation. It’s “WHAT”-based marketing. And when your service looks exactly like everybody else’s, it’s exponentially more difficult to get a customer and near impossible to maintain or grow margins, because there’s always someone willing to undercut you on price – and prospects will always default to price as the means for their decision, given no other logical reason to spend more. Why wouldn’t they? Further, you’re interchangeable with everyone else (or at least appear to be). Problem is, it’s getting harder and harder to obtain TRUE differentiation. Read full article and comment →

6 Unprofessional Behaviors Of MSP Salespeople During The Corona Crisis That Need To Stop

Posted On April 23rd, 2020

6 Unprofessional Behaviors Of MSP Salespeople During The Corona Crisis That Need To StopSalespeople do all sorts of stupid things that cause them to lose sales on a NORMAL day, but when the world is facing a crisis like the one we’re all in now with the coronavirus, these behaviors are unforgivable and need to end.
#1. Prospecting as though nothing is going on (click to watch video). Let’s consider what might be going on in your prospect’s world: in a record-breaking number of days, their business has been forced to shut down, thereby cutting off ALL or most of their income. IF they’re lucky enough to continue operating on some level, they’re scrambling to get people to work from home. If that’s not an option, they’re being forced to lay off loyal, hardworking staff in droves. Vendor bills and credit card debt is mounting. They might have a tidal wave of clients calling to cancel contracts and demand refunds. NOW, in the middle of all this, you call to sell them managed services. Do you REALLY think they’re going to be glad you called? That’s not to suggest you shouldn’t be marketing or closing sales now – you certainly should, and I have clients closing deals right now in the midst of all of this. However, you want to focus on delivering value and making generous offers to help them with free support, free services or at least free information. Click here to watch a session I just did on how to market your business during this crisis. Read full article and comment →

Sales Ramp: 3 Irrefutable Signs That You Need To Fire Someone

Posted On April 16th, 2020

Signs That You Need To Fire SomeoneHere’s a real e-mail I received from a client this week: “Robin, do you think not hitting sales quota for the past year is a reason to let my salesperson go?”

Don’t laugh – we’ve ALL kept an employee long past their expiration date.

On several occasions I made the mistake of keeping someone with the hopes that they – or the situation – would get better. Who are we kidding? Most of the time we don’t act because we are afraid or anxious about the act of firing them, or because we NEED someone to do the job and we don’t have a good replacement. But let me tell you this: Keeping the WRONG employee around is a cancer, an enemy within, that will undo your organization. You will end up with a toxic workplace, unhappy clients, lost sales or WORSE. Cancer NEVER gets better when ignored. Read full article and comment →

What Marketing Media Is ESSENTIAL To Your Audience?

Posted On April 9th, 2020

essential marketingHere’s something to think about the next time you advertise on Facebook:

It’s estimated there are over a BILLION fake accounts, meaning Facebook would have just over HALF of its proclaimed 2 billion users. TwitterAudit estimates that only 40% to no more than 60% of the users on Twitter are real, and AARP estimates that nearly half of all calls to mobile phones this year will be fraudulent – a DRAMATIC uptick in fake spam calls. I also read (although where escapes me) that three of the largest text-messaging bureaus have all been caught falsifying delivery numbers by four to as much as 20 times what the actual delivery rate was.
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We Hit The Impassable $3 Million Wall, Then Used A $58,253-A-Month Wrecking Ball And Raced To $4.5 Million!

Posted On April 1st, 2020
Nick Knowlton | We Hit The Impassable $3 Million Wall, Then Used A $58,253-A-Month Wrecking Ball And Raced To $4.5 Million!

Nick Knowlton,

RoundTable Technology

50% Growth For 2 Straight Years Seemed TOO Easy.

For the first few years, RoundTable Technology had the great fortune of growing organically through word of mouth, referrals and a couple of small acquisitions. I took my seat at the RoundTable in 2016 to help with sales and business development. At first, my job was a breeze since new contracts basically fell into our laps almost daily, and we enjoyed 50% growth for my first two years. Yes, we grew from $1.2 million in revenue to $3.6 million in just TWO YEARS! We were running at full speed…

Then We Fell Into The “$3 Million Valley Of Death”!

In late 2018, growth was no longer came easy. I’ve learned that in the IT services industry, it isn’t uncommon for companies our size to hit the wall at around $3 million. We called it the “$3 Million Valley of Death” because we just couldn’t claw our way out of it! It’s like everything you’ve done before stops working. Once you reach that point, you have to break apart your company and essentially rebuild it. Read full article and comment →

How Easily Are You FOOLED By An Idiot In An Expert’s Costume?

Posted On October 17th, 2018

Gorilla on DeskJohn Edwards, the psychic medium known for talking to people’s dead relatives, makes millions selling tickets to two-hour events all over the world where he performs (key word: PERFORMS) his psychic feat to people wanting to believe in the afterlife, the ability to connect with lost family members and who have an intense curiosity to discover if he’s the real deal. What he’s actually doing is called a cold read, where a “psychic” can propose a vague statement (“I sense someone with a G or a J name…?”) and then watch for confusion OR confirmation, asking the subject to interpret the image he’s seeing. This is exactly what Chris Voss describes as a “label” in his book Never Split The Difference. You make a statement (“It seems like you’re uncomfortable about the price?”) and watch their reaction. Either they agree they ARE, which opens the discussion, OR they CORRECT you. Either way, you learned something.

What Edwards has working for him is that the people who attend his event WANT to believe and ARE searching for a connection; therefore, one is made. What you also don’t see on the videos and TV shows is that much of the session is carefully edited, sections cut and pasted together, so it appears everything he says makes a connection. The “hit” that lands and surprises the person is filmed, then their reaction is replaced again and again in the same sequence, making it appear that everything said is met with surprised confirmation. Read full article and comment →

“But Direct Mail Doesn’t Work In MY Business…”

Posted On August 6th, 2018

Mail BoxI WISH I could show you the marketing example I’m about to tell you about, but I must have accidentally thrown it out. It was an EXCELLENT example of why you need to be meticulous about cleaning and validating your lists BEFORE you send any kind of direct mail campaign to it. It was a rather elaborate (expensive) mailer sent to my OLD address advertising pool maintenance services. For starters, the address is over two years old, which shows they didn’t run this through the NCOA (National Change Of Address). Second, they didn’t verify I was a pool owner. Yes, I am NOW, but the letter was mailed to the OLD address where we didn’t have a pool, and my name is not on any “pool supplies” website or list because I’ve never bought pool supplies. We get everything through our current pool company. My guess is they simply rented a list of higher-end homes in the area and mailed it instead of renting a list of people who have purchased pools supplies, toys, tools, etc. Just wasteful and stupid. That’s probably why it was the one and only promotion I’ve ever received from this company – it “didn’t work.” Read full article and comment →