Posts Tagged ‘salespeople’

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 →