Thinking about your New Year's resolutions and goals? Read this...

With 2009 right around the corner, I'm certain many of you will be setting your goals and New Year's resolutions. Problem is, many people still haven't been able to achieve the goals they set LAST New Year's Day, so the same items are showing up again.

If that's you, read on…

There are a lot of factors that contribute to whether or not you reach your goals, but one critical element is what Earl Nightingale spoke about in his famous message, "The Strangest Secret."

After reading the book 'Think and Grow Rich,' Earl Nightingale realized the words Hill wrote, “We become what we think about most, "was the same truth repeated over and over again in the New Testament, in the lessons from Buddha, in the writings of Lao Tse, to the works of Emerson. Why don't people change or realize their goals? Because they set them once on New Year's Day and then NEVER check in to see how they are doing…until the NEXT New Year. They aren't clear on what they want, and end up drifting like a boat tossed by the waves…no direction, no purpose and no clarity on where they are going.

And because they aren't crystal clear on what they DO want, they end up constantly focusing on what they DON'T want: the lack of sales, problems in their business, the down economy, customers cancelling their services, etc., etc. When I conduct my seminars and I ask the attendees, "What is your vision or strategic objective for your business?" The audience stares blankly back at me like a forest full of owls. And if they DO have some idea, it's usually verbalized in very vague, non-specific terms. When I ask how many of you have WRITTEN goals that you check in on DAILY, even more blank stares.

Yet, knowing what you want and focusing on it is a success principle that has been passed down through the ages in every self-help and success book ever written. It's so simple, yet no one does it.

That's why Earl titled his message, "The Strangest Secret." It's the irony of it all - that the "secret" of getting what we want is no “secret” after all…and how “strange” it is that we don’t all know about it - or use it!

So my recommendation?

Write down your top goals on an index card and look at them EVERY MORNING. I have mine written on a dry erase board in my office so I can look at them CONSTANTLY. Then, when you start every day ask yourself, "What am I going to do TODAY to move me towards achieving those goals?"

Simple…yes. But if you won't do something as simple as this to achieve your top goals, how can you ever hope to achieve great things in 2009?

Posted via email from Robin Robin's Managed IT Services Sales Training

Robin Robins Office Christmas Party Photos

Okay, so it's not a marketing strategy to get more managed services clients, but what the heck…it IS the holidays so I thought I would share with everyone our little holiday party here at "Robin Central"…

The first picture is Dawn showing off her Christmas ornament that plays music…lovely!

The next is Nicole with a calming, aromatherapy candle…with all the stress in taking, fulfilling and managing the all of the orders around here, we thought she could use it!

Then there's Jenny with her jagermeister…after I run her ragged with a list of "to-do's" that would exhaust a Jack Russell on a caffeine high, the girl needs a nip!

And speaking of Jack Russell's that's me with my gift…Jenny, Dawn and Nicole chipped in to get a local artist create oil paintings of the office dogs Ozzy and Zoey. Totally COOL!

Then there's Brian…many people don't know that Brian is our "token" male around the office here. You can see Brian is in a holiday kind of mood with his elf hat!

Last but not least are the office dogs, Ozzy and Zoey themselves decked out in their best holiday gear (it took a lot of treats to get them to sit still for the camera). Ozzy is the all white, short-haired Jack and Zoey is the fur ball.

We all had a lot of fun opening presents and eating cupcakes, but then it was right back to work taking care of all the wonderful friends we get the privilege to have as clients :)

So whatever holiday you celebrate, we hope ya have a good one!

Merry Christmas,

Team Robin

See and download the full gallery on posterous

Posted via email from Robin Robin's Managed IT Services Sales Training

Is Managed Services Your Saving Grace In This Tough Economy?

While many of the MSPs out there are suffering in this down economy, a handful of my clients are looking at this with excited anticipation for closing more business. Let me explain…

In a "down" economy, businesses desperately look for ways to cut costs. Stupidly, marketing is one of the first things cut…but so is IT. That's because most business owners look at IT as a "necessary evil" of running a business. So if you think about it, managed services is something that can SAVE businesses with 'bloated' IT departments a TON of money. For one, outsourcing IT support to a managed services provider is MUCH cheaper than hiring a junior IT manager to do it all for you. That's a cost savings that anyone who can add and subtract can figure out. Plus, it can free up an IT manager to work on more strategic projects so the company doesn't need to increase staff. Or it can replace a junior network administrator or IT person saving the company thousands of dollars and often providing better support (sorry folks, I know it's Christmas and I don't wish that on anyone, but looking for ways to improve operations while saving money is a constant in any business).

If you're a managed services provider struggling to generate new sales, take a look at the way you are promoting yourself. What's the key message you are delivering? What is your value proposition? What is the net-net-net benefits of your services? If your answer is "24-7" monitoring, you're completely missing the boat. The fact everyone is cutting back is an excellent time to talk about how you can help them do just that! I would suggest you drastically change your message to how you can save businesses money - but in very clear and specific terms. Saying "we'll save you a lot of money" is vague and is said by every other vendor out there. Talk SPECIFICS, then back that up with testimonials, case studies and guarantees.

And of course, if you want to see exactly how to do this, join me at one of my upcoming 1/2 day workshops: http://budurl.com/marketingseminar

 

Posted via email from Robin Robin's Managed IT Services Sales Training

The Greatest Untold Secret Of Obtaining Hyper-Responsive Mailing Lists

The most frequently asked questions I get regarding marketing to generate leads and new customers are all around the topic of buying, using, and renting prospect lists. Since the list IS, by far, the single most important element of any marketing campaign, this is a topic that is worthy of some time and energy – but most of the IT business owners I talk to have very poor to outright terrible strategies when it comes to this part of the marketing equation. So let me set the record straight…

The greatest "secret" of obtaining a hyper-responsive mailing list is this: great lists are not bought, they’re built. That might not be the answer you were looking for, but it is the truth. Going out and buying a list with the intention of turning the people on it into loyal, high-paying clients is akin to buying a bride. Can you do it? Sure, but not without a lot of cost, time and risk.

The responsiveness of a list is in direct proportion to the relationship you have with the people on it. So if you are sending a campaign (online or offline) to a list of people who do not know you and whom you have no credibility or relationship with, your response is going to be very low.

But take a list of people who not only know you, but also like you and trust you, and the response will be much more positive. That’s why you want to take great care in building and nurturing a relationship with your house list. Here are 4 tips for getting that done:

     Put ALL your contacts (customers, prospects, and media contacts) in a good CRM system. I’m amazed at how many businesses do NOT keep a database of all their customers and prospects. Some have been in business for YEARS and only have a list of 20 to 30 names. That’s a crying shame. In my office, we have a rule that “Everyone goes into ACT!” You should do the same.

     Offer something of value on your web site to encourage visitors to opt in and give you their contact information. This is also the only legitimate way to gather e-mail addresses. It can be a free report, audio interview, free trial, etc. As long as it has a high-perceived value, people will opt in to get it.

     Attend as many networking groups and social events as possible, and trade business cards with everyone you meet. Learn how to work a room instead of standing in a corner next to the plants. Everyone you meet should be followed up with AND put into your database for nurturing. They might not be ready to buy right now, but if you continue to stay in touch with relevant and interesting content (via newsletters, etc.) you’ll find that many will end up calling you when the need arises.

     Once you start building a list, communicate with it frequently using both online and offline media. Again, keep it personal and interesting; no one wants more “stuff” clogging up their inbox or mailbox. Use personal stories, photos of you, your staff and clients, case studies, valuable tips and guides, and other useful (and entertaining) information. The goal is to get your readers to look forward to getting your communications.

 

Posted via email from Robin Robin's Managed IT Services Sales Training

The "Miracle" Of Hard Work

I was talking with Jack Miller today, former CEO of the Quill Corporation, which became the nation's largest independent direct marketer of office products, employing over 1,300 people with annual sales in excess of $630 million before being acquired by Staples for $680 million. I'm going to be interviewing Jack in January for my Master Mind Members on the topic of starting and growing a multi-million dollar company "the old fashioned way."

One of the things Jack and I talked about was a lesson in his new book, "Simply Success" that he calls "the miracle of hard work." It's amazing how many people want - even expect - success, but will never achieve it because they are only willing to do what is easy and convenient. 7 minute abs. The 4-hour workweek. The 3 minute manager. You get the idea. Ask any multi-millionaire if they got rich without hard work and they'll look at you like you're insane. They're WORKING. Making sacrifices. Doing things that other people can't do or won't do. So next time you start feeling bad because you're working an 80 hour week, don't. You're in the company of millionaires.

Posted by email from Robin Robin's Managed IT Services Sales Training (posterous)