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“ We were spending our marketing dollars on many companies too small to afford our services ,” Adam said . “ So we started making quick phone calls . We talked to the business , found out the correct company contact , and how many computers the business had . Then we let them know we ’ d be sending a package and when to expect it .”
With the correct information , his marketing list grew with bigger companies that hit the sweet spot for his ideal prospect . “ We immediately saw an increase in sales after implementing this process ,” Adam said . “ Our results increased three times what we had previously gotten from sending the exact same number of letters . By the end of 2021 , we had grown our MRR to $ 100,156 .”
How Losing A $ 6,000-Per-Month Sale Led To Huge Growth
Solving problems became the way 911 IT grew . A valuable lesson came after pitching a prospect that would have added $ 6,000 MRR to their bottom line . “ We didn ’ t have enough credibility or authority in our marketing materials , so we lost the sale ,” Adam said .
Adam realized that even though they were doing the right things and providing value to their clients , he was never going to automatically be rewarded for his good behavior . Wanting to avoid losing contracts to competitors , his main objective for 2022 was to raise his authority .
Enlisting the help of TMT , he followed the steps in their Trust- Based Authority program . He became an author of an Amazon best-selling book , Cyber Storm , got media coverage , and made a sizzle reel . He rebuilt his website , added new marketing campaigns , and redid his Shock-and-Awe box so that they displayed authority . He increased the number of times he got in front of his farm list to a minimum of 42 times a year by adding automation , mailing newsletters , and postcards , and he sent out Tech Tip emails every week . This massive action increased his authority , building critical trust with his audience .
Game-Changing Advice Doubles Sales In Second Half Of Year
By July 2022 , Adam had closed $ 24,436 of new MRR for the year , but his sales were inconsistent and closing slowly . “ During the TMT Producers Club meeting , I had a defining moment after hearing Robin ’ s speech about planning your growth by the numbers ,” Adam said . “ It was that moment when I shifted to thinking BIG .” Fired up , Adam put together an Excel spreadsheet that allowed him to use his numbers to create a new marketing plan . Implementing these changes , he doubled his
Judgement Day !
This was the scene at the IT Sales And Marketing Boot Camp , where 5 contest finalists had to work past their nerves to present their business strategies to the most famous self-made millionaire investors . From left , Fred Voccola , Daymond John , Kevin O ' Leary and Robert Herjavec .
sales growth in the last half of 2022 . “ I ended up closing $ 53,865 in new MRR the last five and a half months , which brought our total new MRR to $ 78,301 for the year ,” Adam said . “ Growing by numbers has allowed us to not only grow at the speed we want but it is predictable and allows us to forecast future growth . This has completely changed my mind-set . What I once thought was ‘ thinking big ’ turns out to be a drop in the bucket to the reality that I truly can grow my company to any size I desire .”
In 2022 , Adam increased his gross revenue by $ 451,755 , up 138 % from the previous year . His net profits increased by 176 %, and he brought in 37 new clients . This qualified Adam as one of five finalists for the TMT Better-Your-Best contest .
What Is Better-Your-Best ?
Introduced sixteen years ago , the Better-Your-Best contest motivates participants to be the best they can be . Based on the TMT mission to build a community of success-minded entrepreneurs that inspires excellence , encourages collaboration , and expands the capacity of all members to achieve great things , Robin Robins designed the contest to inspire members to implement and report their progress . The contest is open to all TMT Producers Club members to submit an essay about how implementing better marketing strategies and other business lessons learned as a Producers Club member changed them into a smarter , more strategic business owner .
In April 2023 , each finalist , including Adam , presented their story , results , and key strategies to the sold-out Technology Marketing Toolkit Annual Sales and Marketing Bootcamp . In addition to a room of 1,100 + peers , there was also a judges panel made up of three “ Sharks ”— Robert Herjavec , Kevin O ’ Leary , and Daymond John from the American business reality TV series Shark Tank — and the CEO of Kaseya , Fred Voccola .
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