MSP Success Volume 1 Issue 5

MAGAZINE

There’s A 99% Chance That Your Customer Service Is Failing You

Building An Empire Netflix Founder Marc Randolph Dispels The Myth Of Success

… And Your Clients And Prospects Are Noticing.

Page 14

Page 17

Breaking Out Of The Comfort Zone Hear From Capstone IT’s Sitima Fowler

Conquering The Changing Landscape How MSPs Can Continue To Grow In A Tech-Reliant World

Page 12

Page 6

December/January 2020

MSPSuccessMagazine.com

Volume 1 Issue 5 CONTENTS

144

A Little-Known Way You Are Losing HOT Prospects

6 Conquering The

22 Check Out This Hot New Tech Protect Your Clients And Work Smarter

To Competitors Hint: I Can Practically Guarantee You're Making This Mistake Right Now

Changing Landscape How MSPs Can Continue To Grow In A Tech-Reliant World

8 Answering These 3 Questions Will Take Your Marketing To The Next Level 10 How To Up Your Marketing Game By 3–5x 12 Breaking Out Of The Comfort Zone Hear From Capstone IT’s Sitima Fowler 17 Building An Empire Netflix Founder Marc Randolph Dispels The Myth Of Success

23 How To Grow Your Sales Team In Quality And Quantity Every Day Jack Daly Tells Us The Secret To Growing A World- Class Sales Organization 24 Looking For The Biggest Growth Predictor? Why It’s Less Complicated Than You Think

26 Quotable Quotes

VOLUME 1 ISSUE 5 • MSPSUCCESSMAGAZINE.COM | 3

LETTER FROM THE EDI TOR

You Don’t Follow Your Dreams ... You Aggressively Chase Them Down With Relentless Pursuit Here we are: another year rapidly coming to a close and a fresh one about to begin. Depending on when you read this, maybe yours has already begun. Pop quiz: What notable goals did you accomplish this past year? Not what you did, but what progress did you make? What significant goals did you achieve? What assets were developed or obtained? I’m sure you were busy, but that’s not what I’m talking about. Did you implement things to make your business more sustainable, strong, and efficient? What new products and services did you launch? What new marketing oil wells are now locked in place, pumping, and producing for you daily? What key metrics did you improve? Did you build and develop your team, or was it one step forward, two steps back? Here’s a bigger question: Did you even set goals for this year? If not, it’s never too late. Stop reading right now and grab a pen and a piece of paper. Write ’em down. Make a list. Oh, is that so simplistic and stupid you won’t do it? Too many people live their lives on autopilot. You wake up about the same time every day, then click into your routine. You shower, drink coffee, and check email, maybe in reverse order. You show up to work and react to whatever is in your inbox. You have no plan for the day, no goals, and no productivity measurements. Rinse and repeat. That day repeats itself for 10, 20, or even 30 years until you look in the mirror one day and realize you’re old but still not accomplished. My question for you is simple: What are you going to do about that? Right now. This minute. Are you going to wait for inspiration? For a check- list? For tomorrow morning or next week when you have less to do? Be careful in this decision. What you do right now reveals a lot about who you are and why you are where you are today, good or bad. A big reason many people don’t make New Year’s resolutions is because they’ve given up. Far too often, they’ve “cried uncle” to themselves and failed to follow through. At some sad point, they stop trying, just like the sad story of the elephant chained to the ground, held only by a small wooden stake. When it was young and very small, the trainers tied one of its legs to a strong stake in the ground. Struggle as it may, it couldn’t break the chain, and it eventually gave up trying to break free. Now that it’s grown 10 times its original size, the elephant could easily pull the stake out of the ground, but it doesn’t because it “knows” trying to break free is futile. It’s accepted its fate. Henry David Thoreau wrote, “Most men live lives of quiet desperation.” I’ve thought a lot about that quote. I don’t think it means they necessarily have bad lives. In many ways, they live very well — a nice home, food to eat, healthy kids, and an income to sustain them. I believe this desperation comes from your conscience, a voice deep down that you choose to ignore that whispers, “You could be more and do more, but you don’t.”

Founder and CEO, Technology Marketing Toolkit, Inc.

Many choose to eat, drink, smoke, or otherwise drown out that voice by distracting it, ignoring it, or stuffing it way down. You can try to escape it, but like a low-grade fever, it’s still there, making you feel miserable. The price you pay for such escape and ease is an ever-growing, living hell. Might I suggest that this year, you “wake up” and take a hard, serious look at your own mortality and how many years you’ve got left. Figure out what’s not working for you and fix it. You don’t need a grandiose, flamboyant attempt to go all-out, but rather, a daily, inch-by-inch, step-by- small-step, incremental improvement plan. What can you do today to be 1% better than you were yesterday? Maybe you eat one healthy meal or take a 10-minute walk if that’s all you can manage. Maybe you send one prospecting email this week or take 30 minutes to work on your marketing. It’s a start. Perhaps that 30 minutes will eventually turn into one hour, then two, and then perhaps a whole day. Such change builds on itself and gives you a critical key to success: momentum. n

4 | MSPSUCCESSMAGAZINE.COM • VOLUME 1 ISSUE 5

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ON THE HOR I ZON

A friend of mine who’s a practicing oral surgeon and busi- ness-growth consultant to his fellow dentists and oral surgeons shared with me a shocking statistic: Roughly 90% of people are not prescribed the full and correct treatment for their optimum dental health and aesthetics. The reason why? Dentists don’t feel comfortable “selling” you on an “expensive” treatment plan. Another colleague of mine who coaches chiropractors told me the same: Roughly 90% of the patients being seen by chiropractors don’t even know about other therapeutic treatments that might help their condition because the doctor doesn’t like “selling” and feels uncomfortable “stacking the bill” with additional therapies. As a patient, how does that make you feel? Do you feel the doctor is acting in your best interest if they fail to recommend treatment options because they feel uncomfortable with the Why You’re Obligated To Sell Backup And Disaster Recovery (DRaaS) To Your Clients

money aspect? If you had a major illness, or, God forbid, someone you love did, would you want a doctor who holds back and hesitates on recommendations because of their discomfort with money, or would you want a doctor who offers you all the options and all the latest technologies and medicine, strongly recommends the best treatment plan, and lets you decide? Of course, this discomfort in “selling” or asking for money is a major reason why most salespeople and consultants never rise above mediocrity, never make the profit margins they could make, and never grow. But this timidity is not just about you losing money — the bigger, more egregious and unforgivable consequence is that you are selling your clients less than they need and failing to live up to the trusted advisor status you purport to have. Let’s take disaster recovery and backup as an example. Right now, how many of your clients are on a backup system that is not adequate, would not allow them to recov- er quickly and fully from a >Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28

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