How to answer sales objections when selling MSP solutions using risk assessments [free assessment template]
Archives For Demand Generation
How Long Will Your Business Remain Relevant…
…As Companies Around You Are Transitioning to Cloud, Consolidating IT, and Buying Less Hardware???
This morning, in my TechSelect Business Pillars Session, I delivered urgent steps of action EVERY technology reseller should be jumping on…here’s a summary:
Over the past 12 months, live event, one-to-many selling, has produced more leads and deals than just about anything.
The value of one MSP client in the SMB market averages at about $1500/month, or $18,000 per year – with a 5 year average retention rate, that’s just short of $100,000 per client!
Add advanced security to that deal and you’re likely to push your average up 20%…(Mid market deals, although harder to close, offer even greater potential if you understand the sales process I describe here).
What would your business look like if you could hit the numbers I reference in this video? What would it be worth to you to achieve this level of sales?
Find out in this 25 minute video how to re-engineer your business, with a new breed of security, now becoming a necessity in the SMB and mid-market space.
© 2017, David Stelzl
P.S. Get the step by step process in written form – The House & The Cloud
Nobody Understands Opt-In Strategies, Yet Everyone Has One…
If You Missed My Write Up On Lead Magnets and Insane Web Conversion, Go Back to Last Week’s Post…This Is Important…
What’s the #1 PROBLEM I hear on coaching calls? Not enough new-logo deals…However, that’s not the real problem…
Keep drilling to the root problem and something unexpected pops up….
Not enough sales meetings…(true, but that’s not the root)…
Push further and I find my client’s list is just too small (or just stale and beaten to death).
A Neglected Prospect List Quickly Becomes Cold Leads
Afraid to keep emailing…If you’re not communicating, you might as well have a cold list. But you also need new names…when you start regular communications, expect people to drop off…it’s okay.
Names are like cells on the body – they die or become useless, so get rid of them, and replace them with new names…
Last week I urged you to get a lead magnet that works, front and center, top of the fold, on your website. Something to attract new names every day…Are you doing that???
(And don’t use the FREE assessment trick – read more about what makes a lead magnet work here)…
Once you’ve read the above, DOWNLOAD my eBook – It’s a lead magnet…One designed to attract prospects to your managed services business (using security)…It’s called,
Surviving the Digital Revolution <<< The eBook That Converts
eBooks Only Go So Far…You Need More
But Having an ebook is NOT Enough – Something Has To Follow…if you need more leads, keep reading…
Yesterday I visited a site with an ebook. I downloaded it…okay, I have the book. Now what?
Is there a nurturing campaign of some kind to follow? Will that website owner work to earn my business?
The Necessary Actions That Follow Great Opt-Ins
Some of my traffic is HOT – It’s made up of people that know what I do, …and they’ll buy just because they believe my products are great.
Then there’s WARM traffic. Perhaps these people have heard my name, or at least understand what I am offering, and it seems to meet their need. They need some education – but at least they’re listening.
The third group is COLD. They seem unaware – not sure what they need or who can help them…They may not even know they have a need (like many small business owners and security).
My lead magnet is written for COLD traffic group. Sure, those I already do business with will likely download my book, but we’re already engaged. In fact, I may just send them the document to get feed back and provide value.
The COLD CONVERSION is what I am after.
So once that eBook get’s downloaded, I need to know it. From there, a campaign kicks off. Below is a standard 2 step-funnel that does just that… (We use ClickFunnels – one of easiest tools out there for making this happen).
In the above diagram I’ve sketched out an OPT-IN page followed by a DOWNLOAD page…The download page just may be the most underused page out there.
The prospect expects some type of confirmation, and chances are they WILL read it to get their download. So offer something more...in this case I’ve offered a webinar registration. It too is free, and it brings them one step closer to WARM TRAFFIC.
Here’s a secret…invite cold traffic straight to a webinar and they won’t attend…offer them an ebook, which they will take, but then follow with a webinar, telling them how much time this will save them – they won’t have to read the eBook!!! It’s funny, but true. People want books; however, people don’t like to read.
If they don’t bite (webinar registration), kick off an email campaign…sell them on the webinar (which could be an everwebinar set up to run automatically – something you can do right inside of your Clickfunnels program).
From there, consider adding other touch points. Hard copy sales letters, phone calls, etc. It’s always easier to follow up on an eBook than it is to set a meeting to discuss your company.
Nobody cares about your company until they’ve received value. Give them the eBook…
© 2017 David Stelzl
Are You Maximizing Profit w/ Process?
Sales Is a Process That Must Be Built and Perfected
It’s tempting to wing it – shoot from the hip. A small percentage of sales people just seem to hit it out of the park without thinking or strategizing beforehand. But process always outperforms the average.
Jim Collins, in his book Good to Great, told us that even an average process would outperform the average player.
In my Event Marketing Success Kit, I introduced a concept called the conversion blueprint for sales. A flow chart that moves sales reps away from flawed methods like, make 60 calls per day to get 1 meeting…and close a percentage per month. Instead, I’ve systematized the process of attracting new customers, taking them through a series of steps that create justification and ultimately a decision to buy.
If one point of conversion is too low, there are strategies that can be used, and tips given to perfect that point. I’ve also given average conversion rates on each, giving the rep something to compare their success to.
It’s been said that the low income earners are working hard while the higher income earners own processes. McDonalds hires and trains low income earners while those who designed and improved the process have done very well for themselves. While sales is not like building burgers, it is a process that can be systematized.
Getting Started with Process
Need a place to start? Selling everything to anyone leads to hard work and chaos. On the other hand, finding an something to lead with can save you time and offer greater value through specialization w/ higher close rates.
For instance, if you know the assessment always leads to business (or converts 60% – 70% of the time as a client told me yesterday), then you know your system works best when you focus on moving people to the assessment first. From there you can branch out into many directions, but the sales are in motion at that point. Your income naturally goes up.
As Collins points out, the process doesn’t have to be perfect. Better to start with something and tweak it as you go. Eric Ries, author of The Lean Start Up reminds us to build, measure, learn. Rather than building the perfect mousetrap the first time around, get something on paper, begin to work it, and perfect it as you go. In the end you’ll have a much better system.
For more on how to build the right systems to drive margin rich IT services, check out The House & The Cloud…The only book I know of that explains how to sell security services with a simple, easy to implement, sales process.
© 2016, David Stelzl
This fall over 600 financial security officers and supporting staff will be heading to Doral! In case you haven’t heard, my last book release, Digital Money, is with the publisher, and this is just one of the many venue’s I’ll be presenting at to show business leaders why they can’t continue to operate securely without changing their security strategy.
It’s time for every technology infrastructure and managed services provider to get serious about security. It’s not an add-on, it’s the most important part of your program.
© 2016, David Stelzl
Small Business Owners in Dallas
Hosted by Howard Financial Consulting and IT Services…
This morning I’ll be speaking to small business owners at Morton’s Steakhouse in Dallas – an event sponsored by Howard Financial & IT Consulting Services.
Our goal: educating small business owners on what’s happening in the data world, and why security is more important than ever as we move forward in the Digital Megatrend.
In my research to complete Digital Money – the next book on the “To be published” list, I am more convinced than ever that small companies can no longer afford to treat security as a “Nice to have”. It’s essential.
Not Just Any Security…
But not just any security – ransomware, corporate account takeover schemes (CATO), and the rampant theft of intellectual property are at an all time high, and growing fast. Having your Microsoft server patched, or running a clean backup are not the answer. You need both, but without a detection/response strategy in place, these companies are wide open to data loss and future business failure.
I can’t stress this enough…there has to be intelligent detection, and a solid – timed response plan. And having in internal IT person doing it, is no longer an option. This requires special skills and technology only available to enterprise fortune 500 companies – or through a special managed services offering provided by well equipped IT services companies.
Can They Afford This?
Will the small business owner spend the extra money, and make the extra effort to do these things? They will…these educational events continue to receive a strong response, because they put risk into business language. When a business person hears the truth, in their own language, it does lead to action.
My fall is booked solid with events just like this, simply because business owners are recognizing the need to know…in the coming weeks I’ll be in San Jose, Helena Montana, Buffalo NY, Las Vegas, Richmond, Santa Ana, Denver,…it’s time to get this message out!
If we don’t carry the message forward, we can expect more expensive compliance laws, and more business failure.
If you are an IT Services Provider, it’s time to get on board… Start here with my book, The House & The Cloud <<< Click for more information.