“Have you ever heard the phrase life is hard, but it’s harder when you’re stupid?” One of my favorite talk show personalities Bill Handle asks listeners this often. In my early days of selling, I earned the highest degree in D.U.M.B and discovered that cold prospecting and marketing without a plan is NOT fun or productive. Today, I coach hundreds …
The United States government is the largest customer in the world. They buy millions of dollars in services and products every year. Landing an IT government contract can be a huge boost for your business. But it’s not about grabbing for any government contract you can find. You need to make sure it’s the right opportunity for you. Today we’re …
You’re pulling 80-hour work weeks but not getting the results you want. You think you’re setting smart, business goals but failing to achieve them. You’re frustrated, even unhappy, about the state of your IT services firm and struggling when selling managed services. What can you do? Why IT Firms Struggle I’ve worked with, mentored and assisted thousands of IT business …
Direct mail isn’t dead. (And neither is email while we’re on the subject.) Sending a creative, well-executed direct mailer can still generate great marketing results. Here are ten creative, surefire ways to create a great direct mail campaign and attract more clients.
If you’re looking for quick list building and lead generation for your IT services, then adding strategically targeted trade show marketing is a must. Benefits Of Trade Show Marketing On the surface, purchasing a booth or exhibit at a trade show might seem like a huge investment. You’re putting thousands of dollars on the line with hopes to at least …
If you asked one hundred computer consultants what they want to accomplish with their marketing, over 90% would say “generate more awareness.” Here’s why that’s not the best approach for your MSP marketing message. While awareness is a worthy goal, many don’t realize how difficult it is. The average American is bombarded with over 3,000 marketing messages a day. With …
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 …
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. The #1 Secret To IT Services Referral Marketing You should ask …
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. Guarantee What You Sell If you can’t guarantee what you sell, you …
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.
