The podcast powered by the MSP Marketing Edge

Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.

In this episode I urge MSPs to collect social proof promptly when clients are most satisfied, as its impact diminishes over time. (jump to)

I also explain how you can generate endless marketing content ideas by engaging in relevant conversations – jotting down quick, digestible topics, and spreading them out over the year for varied and engaging material. (jump to)

My guest, Ryan Robinett, shares his innovative sales approach for MSPs, which involves presenting your business first to build credibility and differentiate yourself before asking questions, ensuring a structured and engaging conversation with prospects. (jump to)

Lastly, I answer a question from Seb, an MSP owner in Colorado, who struggles to find the time to do marketing. Prioritising marketing is essential for business growth and achieving the lifestyle benefits that inspired you to start your business. (jump to)

Join me as we unpack these topics and learn from some triumphs and trials in the MSP world. Oh, and don’t forget to join me in the MSP Marketing Facebook group.

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The 3 perfect times to ask for a review

Social proof, in the form of case studies, testimonials, and reviews, is one of your most potent marketing tools. Nothing sways leads and prospects quite like the experiences of people similar to them. Therefore, consistently gathering social proof is crucial. This process needs urgency because social proof loses its effectiveness over time.

Here’s a real-life example: over the past 18 months, I experienced a major house refurbishment, culminating just before last Christmas. This period was filled with frustrations, especially with the builders who left small but essential details unfinished. Recently, I had to hire handymen to address these lingering issues.

One significant task was ensuring the safety of our log burner, which the builders had reinstalled. I had an expert assess and correct the installation, making it safe and more energy-efficient. The work was excellent, and I offered to leave a positive review. However, the contractor never sent the review link, and my enthusiasm waned over four weeks. Minor issues, like a mark on the rug and a tiny scratch on the fireplace, further diminished my satisfaction.

This highlights why you must collect testimonials or reviews when clients are happiest. For MSPs, optimal times include immediately after solving a longstanding issue, completing a major project, or during the honeymoon phase with a new client. Systemising this process ensures you capture fresh and powerful social proof, maximising its impact before it degrades.

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How to generate more marketing content ideas than you could ever use

Marketing content ideas can sometimes feel elusive, especially for MSPs new to serious marketing efforts. I’ve got a straightforward method to generate a limitless supply of ideas, perfect for blog articles, social media posts, or short videos.

The podcast powered by the MSP Marketing Edge

Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.

In this episode I share how you can boost your hardware sales by offering a free second monitor to a visible employee, sparking office-wide interest and demand for upgrades. (jump to)

I also question whether your MSP’s marketing machine generates leads effectively. It’s helpful to track key metrics like LinkedIn connections, email CRM additions, open rates, follow-up calls, and sales appointments to identify and fix any issues in the process. (jump to)

My guest this week is search engine optimisation (SEO) expert, Raj Khera. He explains that mastering SEO for MSPs involves focusing on local search terms, leveraging AI tools for content creation, and staying updated with trends to boost visibility and attract targeted traffic. (jump to)

Lastly, I answer a question from Adam, who runs an MSP in London. He wants to know how to define his MSP’s target audience. My advice is to define your current client base, consider who you don’t want to work with, and trust your instincts to attract clients that align with your expertise and business goals. (jump to)

Join me as we unpack these topics and learn from some triumphs and trials in the MSP world. Oh, and don’t forget to join me in the MSP Marketing Facebook group.

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Sacrifice one monitor to sell more hardware

I’ve discovered a clever sales tactic that can have your existing clients clamouring for new hardware. All it takes is a spare monitor and a little ingenuity. Credit for this idea goes to an ingenious MSP I work with, who has seen a significant increase in hardware sales using this method. Here’s how it works:

When visiting a client site, bring a spare monitor along. Identify a highly visible employee, like the receptionist, who everyone in the office interacts with daily. Engage them in conversation, inquire about any tech issues (without fixing them yourself), and then introduce the concept of dual monitors. Highlight the productivity benefits and offer to set up the second monitor for free.

Once the receptionist starts using two monitors, it won’t take long for other employees to notice and envy the setup. The sight of the receptionist’s dual monitors will spark conversations and interest across the office. Soon, the decision-makers will be calling, eager to equip their team with the same setup.

This free trial not only promotes the benefits of dual monitors but also opens the door for selling additional hardware like docking stations, keyboards, and new laptops. Remember, people are more likely to buy when they want something, not just when they need it. Give it a try and watch your hardware sales soar.

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How to fix a marketing machine that’s not producing leads

One major theme of my MSP marketing podcast and YouTube videos is the importance of building a marketing machine that consistently generates leads. But what do you do if your machine isn’t delivering the leads you need?

Le

The podcast powered by the MSP Marketing Edge

Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.

In this episode I explain why MSPs should focus on strategic marketing – building long-term relationships with potential clients through consistent, valuable content, rather than relying on ineffective, one-off tactical efforts. (jump to)

I also address the need to look at your marketing from a prospect’s point of view. Focus on understanding and addressing their specific fears, as fear of pain often outweighs the pursuit of gain in their decision-making process. (jump to)

I chat with marketing strategist Ruthie Sterrett, who emphasises the critical role of strategic content marketing for MSPs in building trust and driving sales by addressing audience needs at every stage of the lead-to-client process. (jump to)

Lastly, I tackle a question from Gary, who runs a well-established MSP in South Carolina. He wants to know when and how to raise prices without losing clients. I explain the importance of testing and adjusting prices for new clients regularly, and being transparent with existing clients when raising prices. (jump to)

Join me as we unpack these topics and learn from some triumphs and trials in the MSP world. Oh, and don’t forget to join me in the MSP Marketing Facebook group.

READ FULL TRANSCRIPT

MSPs who do this kind of marketing will ALWAYS struggle

Many MSPs fall into the trap of tactical marketing, which rarely brings the desired results. Let me explain what this is, help you recognise if you’re doing it, and suggest a better approach.

Recently, an MSP owner reached out to me – he’d posted a three-minute video on LinkedIn expecting great engagement but was disappointed with the results. He’d also started sending cold emails to prospective clients. Here’s the problem: tactical marketing like this often fails because it lacks strategy. A single video or cold email is unlikely to engage or convince potential clients, especially when the service you’re offering is complex and critical to their business.

Instead, what I recommend is strategic marketing. This involves building a relationship with your audience over time. Engage with them through consistent, valuable content – be that social media posts, educational emails, or direct mail. Your goal is to stay on their radar until they are ready to buy.

Ask yourself, are you just copying what others do, or do you have a strategic plan? A solid strategy will help you build a lasting relationship with your audience, ensuring you’re the first MSP they think of when they’re ready to make a switch.

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Look at what you sell from the prospect’s point of view

One of the most powerful marketing superpowers you can develop is seeing your services from the prospect’s point of view. Fear is a surprisingly strong driver for your prospects. They’re more motivated by avoiding pain than seeking gains.

Always keep this in mind when talking to potential clients. Their fears vary based on their ro