MSP MBA

Recap from last Time.Last time we saw that to complement the statistics we saw in session 1, the main benefits to MSP owners for optimising referrals were identified within the categories of : – Cost (or lack of it)– Feedback (both internally and externally)– Trust – we looked at all the stakeholders along the trust-train.–…

There’s a psychological phenomenon known as the ‘Dunning-Kruger Effect’. This cognitive bias (discovered by social psychologists David Dunning and Justin Kruger at Cornell University in 1999) is a paradox where people with low ability at a task overestimate their ability, while experts tend to underestimate theirs. That’s not to say this effect comes as a…

Recap from Last Time From that last point about reciprocity, we finished last time around including items of value within the envelope of your marketing piece, such as a voucher for goods or services, or an invitation to an exclusive event, or some other token which has a high perceived value. AIDA We can now…

Recap :    Last time we looked at : Assuming the Sale, Introducing Value Before The Price, Establishing a High Price, Reframing – Money and Time with Matching, Avoiding Commitment words and then Making Calls to Cction (And Button) stand out. Rephrasing the Most Important Benefits in The Closing Offer. There’s a good case for restating…

For a quick recap, last time we looked at  :  multiple closes, linear path, suggestive questions and then asking prospects how Serious they are, either directly or indirectly. Assuming the Sale When talking, writing or communicating an offer to prospects, it can pay dividends to assume they are going to buy or take action. When you…

Last time we were rounding off the “Interest and Desire” parts of the AIDA model of a sales letter for MSPs and now I’d like to start looking at the “Action” part of the model. Multiple closes. The call to action is where you’re going to be asking your prospect to buy from you (or…

As a quick recap from last time, we looked at issues such as linguistic bonds, reframing negative statements, embedded commands and compliance. In this section, we’ll finish off with the overall ‘interest’ and ‘desirability’ parts of a sales letter before moving on to calls to action. Likeability, Intimacy & Personal Revelations. I’ll start off by…

As a quick recap, we were addressing the interest and desire parts of the ‘AIDA’ model last time and we’ll continue in this session and likely another one or two more sessions as well because there’s just so many helpful ideas you can use and I want to make sure I at least cover most…