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.

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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

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 advise where to focus your MSP’s social media efforts to make the biggest impact. LinkedIn and Facebook will help you reach key decision-makers, while platforms like Instagram and Twitter may only be useful if you’re targeting a niche. (jump to)

I also explain why MSPs should focus on strategic, long-term hiring, and seek short-term solutions for immediate needs. This helps to ensure sustained growth and efficiency. (jump to)

I’m joined by Michael Crean, Senior Vice President of Managed Security Services at SonicWall. We discuss how MSPs can authentically sell more cyber security by educating clients with relatable analogies, emphasising proactive measures, and fostering a partnership focused on long-term protection. (jump to)

Lastly, I answer a question from Graham, an MSP owner in Canada, who wants to know the best website contact option for optimal client engagement. (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

Which are the best social platforms for MSPs?

Should your MSP have a presence on TikTok, Instagram, Threads, Twitter (X), and other social platforms? My advice is simple: for most, it’s a big fat no. Stay focused on LinkedIn instead.

Why LinkedIn? It’s where you’ll find business owners and managers – the decision-makers you want to reach. LinkedIn should be your MSP’s primary social media platform. Use your personal profile rather than a business page, aim for at least ten new connection requests daily, post content daily, and engage with others’ posts. And don’t forget your weekly LinkedIn newsletter.

Facebook is a good secondary platform, especially for reaching decision-makers during their downtime and for remarketing ads. Use a personal profile and keep your content more personal than business-focused.

Instagram is useful if you’re targeting consumer-focused businesses like retail or hospitality, as the decision-makers are likely using this platform for their marketing. Other platforms like Twitter (X), TikTok, Threads, Reddit, Discord, Pinterest, and Tumblr have limited value for MSPs, unless you’re targeting a specific niche that uses them heavily.

In essence, don’t spread yourself too thin. Focus your efforts where it counts: LinkedIn and maybe Facebook. Have questions or think I missed something? Drop me an email!

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Why you can’t fly with average staff

One of the biggest challenges for MSPs is finding and retaining the right staff. Hiring the wrong people can significantly limit your business’s growth. It’s essential to focus on finding and keeping the right people to build a thriving business.

Many MSPs ma

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 suggest that instead of cold calling, you could approach hot prospects by offering to interview them, creating an easier, more engaging conversation that can lead to valuable business opportunities. (jump to)

I also explain how identifying website visitors allows you to target marketing efforts more effectively and maximise every lead’s potential. (jump to)

My guest this week, Kyle Mealy, helped an MSP achieve a 500% increase in sales efficiency with significantly reduced expenses by focusing on streamlined systems, customer-centric messaging, and optimised resource allocation. (jump to)

Lastly, I tackle a question from Mark in Dallas, who wants to know if SEO (search engine optimisation) is worthwhile for his MSP. (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

How to reach hot prospects other MSPs can’t

Are you struggling to reach your hot prospects? Stop trying as an MSP salesperson and use this technique instead.

Back in 2005 when I started my first business, I was cold calling and quickly discovered something disheartening… no one wanted to take my call. Is this your experience with outbound calls? The constant stream of “no” was nightmarish. Just months earlier, as a radio presenter, people were eager to hear from me. What changed? The context.

As a radio presenter, calling people was exciting – they welcomed my calls because I could help them. But as a business owner looking for clients, the reception was cold. This led to a genius idea for reaching dream prospects, which several members of my MSP Marketing Edge program have successfully implemented.

Instead of approaching as a salesperson, ask if you can interview them. This makes the conversation easier. Gatekeepers are less suspicious, decision-makers more willing, and you get quality time talking to your dream prospect about their favourite subject – themselves and their business.

You might wonder, “What am I interviewing them for?” Today, anyone can create content. You could interview them for a LinkedIn newsletter, a blog, a podcast, or a YouTube channel about local business leaders. The audience size doesn’t matter, the showbiz of being interviewed is often exciting enough.

The goal isn’t a great interview but spending quality time with a hot prospect. Afterward, they might say, “That was fun. Let’s talk about our technology needs,” opening the door to engagement. Pretty clever, right? Are you going to try this in your MSP?

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How to know the names of prospects visiting your website

If you knew who was visiting your website, you could target marketing efforts more effectively, right?

Many services promise to identify site visitors, but my experience over the years has been underwhelming… until recently. About a decade ago