Posts by: Mike Cooch
As part of his book launch, Brendon Burchard (author of The Millionaire Messenger and Life’s Golden Ticket) is offering up three free video segments on what it takes to be a high-performance entrepreneur, executive, athlete … or just person in general.
Brendon does a great job of communicating important concepts in easy-to-understand frameworks. I’ve bought some of his courses before and felt they were some of the best investments I’ve made.
I think it’s great, motivating stuff that everyone should watch. Watch them here!
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Does the thought of having to sell make you anxious, distressed, and uneasy? Trust me, you’re not alone. I’m going to let you in on a little secret—one that will change your feelings about selling forever. Click here to learn about the sales training system that turns sales-shy MSPs into rainmakers! GO »
Listen, I get it. I really do.
When your business is on a tight budget, it’s hard to justify a new expense without a ton of insight into what you’re getting in return.
I’ve been in your situation. I congratulate you for being careful with your cash — and that’s exactly why I’m doing everything I can to make sure there is ZERO RISK involved in signing up for my sales training program, Selling Technology Services.
http://sellingtechnologyservices.com/
I feel so confident that you’ll see value in the library of content and selling strategies RAIN Group and I created that it’s true…
I have nothing to hide.
I created a screencast that takes you through the membership environment so you can literally see what you’re getting without paying a dime.
Watch the screencast here:
http://sellingtechnologyservices.com/screencast
I’m also offering a 100% money-back guarantee to everyone who signs up.
For those of you who make the early enrollment deadline (5pm today!), you’ll pay just $97 for your first 30 days. ($100 savings!)
That’s $97 to test drive the membership WITH the 100% money-back guarantee.
Learning to sell new clients makes all the difference in determining the success of your business. I know this first hand.
Don’t miss this no risk opportunity to sign up for a sales training program that’s proven to drive your business forward.
Check out program details and my early enrollment offer:
http://sellingtechnologyservices.com
Check out what one of our current members, Esteban Delgado from ELD Services, has to say about the program:
“There’s no denying that the price of the Selling Technology Services program makes signing up a no brainer! I’m only a few modules into the program and the cost is already worth it. If you are able to take away just one piece of information to help improve your sales, the program pays for itself.”
I’m often asked how I managed to grow my MSP business into a nationwide provider of IT services and a three-time member of the Inc Magazine List of 5,000 Fastest Growing Businesses in America.
The answer is one that I know most MSPs struggle with (and trust me, in the beginning, I did too!) but looking back it seems pretty cut and dry….
I made selling a priority!
While I didn’t consider myself to be a natural salesman at the time, I put a heavy focus on learning how to get myself in front of as many prospective clients as possible and it paid off.
In fact, we saw so much success with the sales strategies we were leveraging that we made it a point to document them.
About 6 months ago, I launched Selling Technology Services, a sales training membership site with ALL of the strategies I used to grow my business… and then some. Now, I’m opening up enrollment for our 3rd class.
If you missed your chance to enroll last quarter, now is your opportunity to catch up with hundreds of your competitors who are already at least 3 months into the program!
According to our marketing calendar, I wasn’t supposed to open up enrollment until later this month but I’ve decided to offer an early enrollment opportunity.
Sign up now and pay just $97 to test drive the course for 30 days!
http://sellingtechnologyservices.com/
I think you’re going to find the info superb and that the experience isn’t just worth the modest cost, but it’s also worth your time and attention.
If you don’t agree, let us know within the first 30 days of your membership. We’ll be happy to refund your first month’s tuition. And, if at some point after that you decide it’s no longer working for you, you can cancel at any time and you won’t be charged again.
Check out the program details here:
http://sellingtechnologyservices.com/
Best,
Mike
I’m often asked how I managed to grow my MSP into a nationwide provider of IT services and a three-time member of the Inc Magazine List of 5,000 Fastest Growing Businesses in America.
Surprisingly, the answer is simple…
I made selling a priority!
Even though I didn’t consider myself to be a natural salesman at the time, I put a heavy focus on learning how to get myself and my business in front of as many prospective clients as possible—and it paid off.
The business environment for IT service providers has changed dramatically in the last few years. But with change comes opportunity. So, I’ve put together a webinar on ‘The New Rules for Selling Technology Services’ to give you the inside track on selling strategies designed to move your business forward in the new year.
The ultimate goal is to use the changing economy to uncover new opportunities before your competitors.
Join me and I’ll walk you through sales techniques only a small number of highly successful businesses understand.
I hope to see you there!
–Mike
P.S. Early registrants will receive immediate access to the New Rules report. This free report will give you the information you need to start implementing proven sales strategies at your MSP today. Register to receive your report.
The difference between a weak message and a power message is the difference between getting in the door with a new opportunity or getting sent packing!
So how do you tell the difference between weak vs. powerful? Let’s compare two messages and identify the differences that make a difference.
Weak messaging
Hi, is this Mr. Buyer?
Mr. Buyer, I’m Mike with Total Computer Repair. I was wondering if you have any IT problems? ["IT Problems" is a very generic phrase. The more specific you can get, the better.]
We help companies with IT problems so that their computers run better. [What does this mean to the prospect? What are the specific results?]. We accomplish this by using our expertise to make sure your computers run well and you’d be amazed at the prices we can do this for. [Selling on price is almost never a good idea in a service business! While your pricing MODEL may be a benefit to the customer, stressing low price is not likely to be good for you in the long run.]
Do you have some time available soon that I can I come out and meet with you to discuss what we can do for you? [Asking for an in person meeting without even engaging in a conversation first? A waste of everyone's time!]
That’s a pretty darn common script in the managed services industry—and it’s weak. In addition to the things I already pointed out, it isn’t vertical-specific, it isn’t unique in any way, and certainly isn’t memorable. It falls flat in just about every way! Let’s take a look at a power messaging script:
Power messaging
Hi Mr. Buyer, did I catch you at a bad time?
I’m Mike with Productive Medical Systems. We work with multi-location medical offices just like yours to make sure you get a strong ROI on your IT investment, protect your patient data, and most importantly keep your highly paid medical staff operating at 70% utilization or greater throughout the week. [Very specific talk track—the caller obviously has the message fine-tuned for the type of prospect they are calling on. This is incredibly important in getting the prospect's attention and respect.]
We recently finished a project for the Premier Medical Group [Use of Social Proof is one of the key factors of influence. Don't be a name-dropper, but subtly leverage the work you are doing for their peers or other industry influencers.] just across town from you that cut billing system errors by 27% and guarantees HIPAA compliance. [Demonstrating specific results like these adds credibility and gets attention.]
I know I caught you off guard with my call.
Do you have a few minutes so I can ask you a few questions to help you determine if it makes sense to continue our discussion? [A reasonable next step that is likely to be met with a favorable response, and a good way of qualifying the prospect further before wasting time with an in-person appointment.]
Summary
As you can see, the second message is much more powerful. The caller has made use of many things that make the message interesting and important to the prospect, unique to the caller, and easy to defend.
- Vertical-specific script
- Speaking to specific challenges of the vertical
- Demonstrating real knowledge of the vertical—70% utilization
- Social proof—they just did a project for a peer in the marketplace
- Specific, measurable results—27% reduction in billing system errors
- A reasonable, professional request for a next step
I hope it is clear why this type of power message would have a much better chance of getting a conversation started than the first message!
