MSP Success Volume 2

MAGAZINE

How To Be A CHAMPION IN YOUR FIELD Peyton Manning’s Insights On Growth, Success, And Leadership

What’s The Next Big Money Maker For MSPs? Differentiate Yourself By Adding Compliance Services

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FROM ‘SUPER COP’ TO CEO Chris Voss Gives The FBI’s Hostage Negotiation Tactics A Home In The Sales World

How Many IT Services Companies Still Aren’t Selling Managed Services? ANSWER: Way Too Many!

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VOLUME 2

MSPSuccessMagazine.com

VOLUME 2 • MSPSUCCESSMAGAZINE.COM | 1

“How To Get More Clients For Your IT Services Business”

I’m approached by many small business owners, even start- ups, who tell me all the time “I don’t have the money or resources for marketing.” That’s where these 6 strategies come in. In this report and video, I’m going to take you step by step through each strategy. We’re going to talk business development, fueling referrals and how to raise your prices without actually raising them. Think on that…

Need More Clients? Better Clients? By far the #1 question I get from owners and CEOs of MSPs and IT Services Businesses is, “How do I get more clients?” While there are hundreds of ways, most require a significant financial investment and even then, it can take weeks or months to see results. That’s why I’ve put together a FREE report and video that contains 6 Ways To Double Sales And Clients WithOUT Spending A Dime On Marketing Or Advertising . Go to www.ToolkitLive.com/6ways to get instant access.

6

WAYS TO DOUBLE SALES AND CLIENTS WithOUT Spending A Dime ON MARKETING OR ADVERTISING

Go to www.ToolkitLive.com/6ways for your FREE Report and Bonus Video Training

REAL Success Stories From These Strategies

Why Us? To date, we’ve helped more than 8,000 IT firms with their marketing, making us the largest and most successful marketing consulting firm in the IT services channel. We run the largest CEO peer group in the industry with 615 members currently. We have more documented client success stories than any other marketing consultant in the industry. See for yourself! toolkitlive.com/clientreviews

Saved My Oldest Client AND Added $216,000 In Revenue! My first client QBR actually saved my oldest client! After learning they were shopping for a new provider, we addressed the issues, made them happy and added $216,000 in revenue. Tom Blandford, eTrepid By simply asking for referrals, over the course of 4 months we received 57 of them! So far those referrals have converted into 19 sales totaling $156,450 and we still have more deals to close. Tom Malesic, EZSolution $7,100 in MRR From 3 E-mails! I sent e-mails to request quarterly business reviews with my customers. Three e-mails in 10 minutes led to three QBRs AND $7,100 in new MRR! Jill Eaton, Sweetwater Technology 19 New Sales For $156,450 In Revenue!

CONTENTS

6 What’s The

19 What Does Relationship Selling Mean To You? Jack Daly Tells Us How To Become 20 Check Out This Hot Tech! Streamline Your Business With These 5 Innovative Tools 21 How Many IT Services Companies Still Aren’t Selling A True Sales Professional

Next Big Money Maker For MSPs? Differentiate Yourself By Adding Compliance Services

10 MSP Success Spotlight: EaseTech

24 Advice From

Verne Harnish, Author of ‘Scale Your Business’ The 7 Strata Of Strategy And The Framework For Dominating Your Industry 27 Learn From The Ones Who Paved The Path First!

12 Frustrated Your Prospects Aren’t Buying? Robin Robins Explains How To Get Them On The Hook Using Her 12 Pillars Of Trust- Based Selling 15 How To Be A Champion In Your Field Peyton Manning’s Insights On Growth, Success, And Leadership

Managed Services? Answer: Way Too Many!

8 FROM ‘SUPER COP’ TO CEO Chris Voss, Founder Of The Black Swan Group, Gives The FBI’s Hostage Negotiation Tactics A Home In The Sales World

VOLUME 2 • MSPSUCCESSMAGAZINE.COM | 3

LETTER FROM THE EDI TOR

THE POWER OF ONE GOOD IDEA Very Few People Value And Appreciate Ideas . About 10 years ago, I gave my friend Joe Polish an idea: Start a mastermind for high-level entrepreneurs. That single idea turned into his current Genius Network, where people pay $25,000 or $100,000 a year to be members. The multimillion-dollar business far eclipses the one he was running for carpet cleaners. In her home- town of Rochester, our current spokesperson, Sitima Fowler, took an idea I gave her for interviewing CEOs about success principles to elevate her status and gain audience with them. She turned that idea into Rochester Rockstars (RochesterRockstars.com), which has contributed directly to her company’s amazing growth and bot- tom-line profits. Additionally, one good idea given to me by Kevin O’Leary during a car ride to the airport gave me the spark to ramp up a $3 million business unit that could eclipse our current business in 5–10 years. Another idea, given to me by Dr. Nido Qubein, spurred the cre- ation of our Accelerators Club, which has not only been extremely well-received and profitable but has also truly helped our members get results faster and more reliably than anything else we’ve done. Another idea, given to me by my mentor Dan Kennedy, spurred our current “Godfather” marketing campaign that has put millions into our coffers over the last five years. Good ideas are everywhere, but how many of them are actually acted upon? Self-made billionaire Sara Blakely, CEO of Spanx, got the idea for her company one day when she realized she didn’t have the right kind of undergarment to wear under her white pants. In a moment of inspiration, she cut the legs off a pair of control-top pantyhose. Unlike most people, who would have let the idea stop there, she actually acted on it. This is the simple but profound difference between entre- preneurs who “strike gold” and the mediocre majority: The superstars actually do something with ideas. Qubein didn’t call me every day to check in and see how his idea was progressing. O’Leary didn’t get into massive detail with his idea. Kennedy didn’t help me get a list, clean it, write the letter, figure out how to build the (See Sitima tell her story at MSPSuccessMagazine.com/sitima.)

appointment-setting team that followed up on it, or map out a hiring/compensation/ management system. I figured these plans out myself and implemented them, but it doesn’t mean I didn’t value their idea. I continue to interact with all of these men, paying them for speaking and consulting because of the value their ideas bring. on — ideas that can put more money in your pocket, solve a problem you’ve been wrestling with, or unlock a path to far great- er profits. Not all ideas turn into gold mines. Some deliver only marginal results. Many go nowhere. But good ideas consistently acted on, without a doubt, pave the road to success and wealth. That is part of the mission of MSP Success Magazine: to bring you ideas worth acting

Founder and CEO, Technology Marketing Toolkit, Inc.

4 | MSPSUCCESSMAGAZINE.COM • VOLUME 2

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ON THE HOR I ZON

THE NEXT BIG MONEY MAKER FOR MSPs?

Many small businesses such as dentist’s offices, nursing homes, and law firms don’t typically do their own IT because it’s not economically efficient for them; it’s not their core competency, and they don’t want to spend their limited time worrying about firewalls and >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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