Robin Robins: Let’s Talk About Price $$$$$

Posted by Robin Robins on May 3, 2017 2:45:45 PM

I’m about to make somebody (you?) a lot of money because I’m about to give you an idea for raising your fees that will allow you to prove to yourself you’re leaving a LOT of money on the table. First, a story to set the table …

I’m planning on having carriage-wood garage doors put in the house, and I reach out to a company locally for a quote. First of all, it takes them two weeks to respond with pricing — TWO WEEKS! Second, they don’t come by to talk about what I need, want, etc. They E-MAIL ME a very poorly scanned document that has some various styles, wood types, and windows, asking me to pick one. (Wait, it gets better.)

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Topics: Sales Process

How to use data-driven sales prospecting to get better results

Posted by Carrie Simpson on Mar 15, 2017 4:13:13 PM

Many MSPs abandon telemarketing early on in their growth when they get frustrated with the lack of immediate results. But there is no magic bullet. 

All marketing processes and strategies need time to work, and telemarketing is no exception. You need to invest a year in any marketing strategy before your efforts will begin bearing fruit. It’s disheartening for any business owner to think they could invest a year’s worth of time and budget into something that might not work out. Unfortunately, that can and does happen all the time. Why?

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Topics: Sales Process

5 sales tips from real MSPs

Posted by Francis Thach on Jan 25, 2017 9:45:00 AM

No matter what business you’re in, sales plays an important role on your path to success. We all know sales don’t come easy, though. It takes persistence and the right attitude.

To help motivate you and your sales team, we reached out to our MSP Partners for some of the best sales tips they’ve ever received and would like to pass on. Here’s what they had to share:

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Topics: Sales Process

Robin Robins: The 9 pillars of trust-based selling

Posted by Robin Robins on Jan 11, 2017 11:30:00 AM

If you’re struggling to close sales, this is my New Year’s gift to you. Below is a list of nine ways you can specifically build TRUST to close more sales. My suggestion would be to take one at a time and work on incorporating it into your sales and marketing processes.

But first, a quick refresher on salesmanship. When selling “IT services,” get it in your head that what you’re REALLY selling is trust. Not contracts. Not bundles. Not features. Not monitoring 24/7/365. TRUST. Clients largely have no idea what should or shouldn’t be included in a managed services agreement, and cannot tell if you’re good, bad, or somewhere in between (welcome to the world of selling intangibles). Therefore, sales are largely based on who the prospect feels they like and who they can TRUST to do the job well.

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Topics: Sales Process

The MSP’s Bookshelf: High Profit Prospecting

Posted by Lauren Beliveau on Nov 29, 2016 12:15:00 PM

MSPs that fail to prospect are destined to fail. To successfully bring in more business as an MSP, you need either a dedicated sales team or a dedicated block of time to engage with potential customers and find new prospects you can talk to. Prospecting is an essential part to the sales cycle, and when it’s done correctly, it can help keep your sales pipeline full.

A healthy pipeline isn’t created in a day, though, so it is crucial to set aside at least an hour every day to work on it. Unfortunately, it isn’t enough to find one or two new leads and be done. Prospecting is a continual process that can determine how successful your MSP will be.

The hardest part about prospecting can be picking up the phone and organizing your time to prospect successfully. Recently, we read High Profit Prospecting by Mark Hunter and learned a few techniques to help you plan a successful prospecting strategy and overcome common prospecting challenges.

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Topics: Sales Process

Objection-handling tips for MSPs: How to keep the conversation going

Posted by Carrie Simpson on Nov 21, 2016 3:20:40 PM

Once in a while when cold calling for your MSP, you’re likely to encounter what we describe as the managed services perfect storm: a company with at least 20 computers (but less than 50), who is unhappy with their current provider and has somewhere between 90 and 120 days remaining on their current agreement (or is in a month-to-month agreement).

Now, that conversation happens about once out of every 200 conversations, which is to say, about every 2,000 dials. At a conservative 10 dials per hour, that’s less than once a quarter for a full-time caller. So, what’s happening during the other 199 conversations you’re having? 

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Topics: Sales Process

Robin Robins: Back-to-school sales lessons for MSPs

Posted by Robin Robins on Sep 7, 2016 10:00:00 AM

“Two things are infinite, the universe and human stupidity, and I am not yet completely sure about the universe.”   —Albert Einstein

BACK TO SCHOOL LESSON: Is it laziness or stupidity? On a recent sales call with a company that will remain nameless, I stumped the salesperson with the very first question I had about how her software compared with the company we were currently using (but were unhappy with) and with one other competitor we were considering. Not only did she not know how to answer that, but she wasn’t even familiar with either of the companies I mentioned, both of which are very well-known, direct competitors to her.

My second question was, “Show me how this integrates into the CRM we’re currently using,” which is a very basic question that most prospects would have due to the nature of what she is selling. Again, she was completely clueless other than to say, “Yes, it integrates,” but she couldn’t show me more because their demo site wasn’t working.

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Topics: Sales Process

5 Sales tips for brand-new MSPs

Posted by Carrie Simpson on Aug 31, 2016 10:00:00 AM

Every day I get calls from brand-new MSPs asking how much our services cost. I send them away with some advice and this painful truth: You can’t job out your sales prospecting until you’ve become successful at sales prospecting!

It’s a vicious cycle, but the good news is you can do it, you can do it yourself, and you can start right now if you follow a few simple tips. We built our business from zero, starting with nothing but one person, a laptop, and a phone. You can, too! Here are my best sales tips for new business owners with limited time and limited budgets:

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Topics: Sales Process

How to get through to those prospects you're ready to give up on

Posted by Carrie Simpson on Jun 16, 2016 9:05:38 AM

One time I lost my car keys when we were camping. I spent two hours looking for those keys, tracing my steps, looking in the grass, looking in the bathroom, looking at the playground. Then I gave up and called the towing company. The sun was setting, the kids were starting to complain, the mosquitoes were eating me alive, and I just didn’t want to deal with it anymore. The towing company showed up, and guess what? They found my keys. It took them five minutes. The keys were on the seat in my unlocked car. That’s the first place they looked for them. Why? Because they’ve been called out that campground hundreds of times by people who did the exact same thing. 

How much of your day is spent looking for car keys that are sitting on your seat?  

Here’s what I mean by that. In your database, you likely have hundreds of companies that you have tried to reach once or twice, maybe 10 times. And at some point, you just decided to quit calling them. You got frustrated, you had other things that needed attention, and you threw your hands up in the air. A professional prospecting company doesn’t do anything special or magical with your data — they just know where most people leave their keys, and they check there first.

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Topics: Sales Process

How to build an active referral network

Posted by Carrie Simpson on May 18, 2016 3:52:06 PM

Most companies have three different types of clients. First, you have The Evangelists. These clients are likely already bringing passive referrals to you. Passive referrals are fantastic. As the name indicates, a passive referral is something you don’t have to work for. Passive referrals are a gift. They’re not a reliable long-term business development strategy, though. Be very grateful for these referrals, but don’t plan your retirement on them. Evangelists are outlier clients. They are naturally vocal, and when they’re happy they’ll sing your praises to anyone who will listen.

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Topics: Sales Process

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