I can’t help but comment on it, although it will surely result in at least one nastygram e-mail from someone with an “opinion” they gotta share. Save it, Karen. This epic stupidity needs to be called out…and yes, there’s a business lesson in this, and it’s a good one.
Very often, MSPs get stuck in the mode of thinking ONLY in terms of “more leads, more clients, more revenue” when it comes to growing their business. But often, this is only one piece of the puzzle and may not be the area with the biggest opportunity for growth and wealth development.
That’s why the foundation of what we teach our MSP clients is how to build celebrity, authority, and trust (the Trifecta of influence) with your chosen marketplace. When you have all three, then selling, attracting clients, charging premium fees, securing referrals, etc., ALL become easier. That’s because NOTHING is more POWERFUL in marketing and in the sales process than earned trust.
Back in the 1950s, American advertising executive Rosser Reeves was the man who invented the term “unique selling proposition,” or USP. Reeves believed (as
One of the most common reasons (excuses) business owners point to for their failure to grow, profit and succeed is the pathetic nature of their customers.
If you’re aiming up, you’re in a constant pursuit of improvement on all levels that will require you to run a more sophisticated business, which requires higher levels of skill, more strategic thinking and greater emotional strength. Sorry, Charlie, “easier” is not a goal that can coincide with higher compensation and higher business valuation, profits and clients. I prefer higher compensation from better and higher-value clients, NOT easier.
The success of your business rises and falls on the quality of client you attract and accept, and if you’re not constantly grooming your client base by strategically and intentionally developing the good ones and routinely firing the bad ones with a zero tolerance policy, you’ll end up with a river full of fecal matter because the bad ones are constantly taking a giant dump on your productivity and profits.
In THIS economy, with THESE conditions, it’s more important than ever to shift your approach to the attraction, development and retention of right-fit clients, not just “more” leads and “more” clients.
Coach Scolinos was 78 years old and five years retired from a college coaching career that began in 1948. He shuffled to the stage to an impressive standing ovation, wearing dark polyester pants, a light blue shirt and a string around his neck from which home plate hung – a full-size, stark-white home plate. Near the end of his presentation, this is what he said…
The next time you’re tempted to take a shortcut to abdicate your responsibility of leadership, keep in mind there’s not a single successful CEO who got to where they are with easy buttons, quick fixes and “hacks,” so the more time you waste on these things instead of just doing the work, the longer you delay actual progress.
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