The Ant And The Grasshopper
Labor Day weekend reminds me of the Aesop fable, “The Ant and the Grasshopper.” You probably know the story, but here it is, summarized: The Ant works his ass off all summer prepping for winter. The Grasshopper fiddles, naps, and heckles the Ant for being a workaholic sucker. Winter comes. Ant’s fine. Grasshopper’s not. Grasshopper […]
How MSPs Book Sales Appointments Without Cold Calling
An MSP in San Diego offered a beach bag of quality goods to a small, highly qualified list of IT leaders and booked appointments with at least 80% of the prospects they targeted. That is what a gift-with-appointment offer, or ethical bribe, can do when three conditions are met: precise targeting so unqualified prospects stay […]
What To Do When An MSP Prospect Goes Dark After You Deliver A Proposal
Prospects do not ghost you because they are rude or disorganized. They ghost you because you gave them an easy out by emailing the proposal, you did not secure a commitment before leaving the meeting, you did not create urgency with an expiration date, and you never uncovered the real objection. You control all four. […]