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Keeping a lead engaged until you get that first appointment requires a particular skill set. There are MSP sales tools available now that mean old-fashioned cold calling can be avoided. As a technical person, running sales isn’t in your background, and this process may make you a little uncomfortable. Here are some basic steps using … Continue reading MSP Sales Tip : Getting That First Appointment from a Lead →

When you’re out there trying to market your services, how effectively are you getting across the message that you really understand the specific needs of the client your pitching to? For instance, if you’re looking for clients in the medical field, they need to feel you’re aware of the specifics of their business needs. There … Continue reading Personalize your Sales →

You’re getting busier now. As your business grows you need to hire an additional technical person. Suddenly you’ve been thrust into the human resources role of interviewer. This blog is about doing a better job interviewing applicants. Most managers lack much training in interviewing skills, and that can be bad news. A poor hire is … Continue reading Hiring Skills: The REALLY IMPORTANT Things to Ask →

Your website is your marketing representative on the internet. It is the extension of your business persona and it should be treated as such to maximize your business potential. In the past when a need emerged, a prospect might reach for the yellow pages. Now, she will reach for her computer to find answers to … Continue reading MSP Website: A Significant Marketing Tool →

The need to increase sales is an ongoing process. Rather than becoming complacent after meeting your goals for the current fiscal year, you need to keep on working to stay ahead of your competition. To accomplish your goals you need to add new customers to your customer base. You need to generate more leads. Technology … Continue reading LinkedIn: an Effective Lead Generation Tool for MSPs →

Congratulations! You have hit that milestone called a ‘sale’. Now it is time to implement what the core of your services is: Information Technology. On the surface, it seems simple enough because this is what your education was all about. You’re the expert in managed IT services. A set of guidelines will come in handy … Continue reading Post-Sales Processes: The Final Act for MSPs →

Overcoming a Common Challenge for MSPs: Connecting with Decision Makers Part I Connecting with a decision maker can be intimidating if you are not used to it. Decision makers are often busy executives with limited time. They often also will work hard to limit your access to them. To get them on the phone for … Continue reading MSPs: Connecting with Decision Makers Part I →

Sales Tools for MSPs: Managing the Sales Process  When you learn that you have a lead that has the potential to convert, you must be ready to execute your sales process. That means the entire strategy you need to close that sale should be in place before you begin. Sales tools for MSPs play an … Continue reading Sales Tools for MSPs: Managing the Sales Process →

MSP Marketing and Sales: Why You Need Verticals Some MSPs choose to provide their services to specific markets, commonly referred to as a “vertical.” But what is a vertical? A vertical is fundamentally synonymous with the term “industry” or “field.” For example, healthcare is a vertical. The legal field is a vertical. Even though you have designed your services to serve … Continue reading MSP Marketing and Sales: Why You Need Verticals →