Angela Leavitt: Why is MSP lead generation so hard?

Posted by Angela Leavitt on May 23, 2017 12:24:50 PM

I was just on the phone this morning with an MSP who was telling me all about “the good old days.” He said that back when he started his company in 1995, lead generation was easy. He was first to the jump on the web “land grab” at the time and found great success.

“If you knew what you were doing back then from a marketing perspective, things happened very quickly,” he said.

Search engine optimization (SEO), paid Google ads (PPC), buying email lists from brokers, and sending out a few blasts ... that’s all it took back then to make a big splash and get the phone to ring off the hook.

So, what happened?

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Topics: MSP Marketing

Stuart Crawford: The next frontier of managed services marketing

Posted by Stuart Crawford on May 10, 2017 9:30:00 AM

If there’s one thing I do well it’s marketing managed IT services. You see, over the years the world has changed, but many of you haven’t. I bet you’re still trying to build a business by selling “immediate ROI” or, in other words, “instant gratification.” This unhealthy desire to get everything right now results in a disappointed MSP business owner, especially when it comes to their marketing efforts.

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Topics: MSP Marketing

The MSP’s Bookshelf: Marketing Without Money

Posted by Lauren Beliveau on May 4, 2017 3:47:17 PM

Let’s face it. There is never enough money in the marketing budget. Whether you have a large budget to work with or you’re trying to make limited funds stretch—you’ll always have more ideas for how to spend the money than you’ll have money to spend. That’s why it’s essential to ensure you’re marketing your IT services to the right audience.

Finding the right audience can help you save marketing funds and narrow your message to highlight benefits that speak to your target market. If you’re vertical focused, narrowing your message can be easy, but it can be more challenging for generalists. To help you hone in on your unique messaging and stretch your MSP marketing budget, we recently read Tom Patty’s Marketing Without Money. Through the book, we picked up some actionable advice that can help you leverage the right audience to grow your MSP business. 

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Topics: MSP Marketing

Stuart Crawford: 7 Tips for writing the best email subject lines

Posted by Stuart Crawford on Apr 24, 2017 11:30:00 AM

Email marketing is a key strategy you should include in your MSP marketing plan. It has nearly three times the success rate as marketing on social media, and it’s especially effective for keeping your clients and prospects informed about your IT services and helping them stay connected to you.

Plus, email is an inexpensive and easy way to reach your target audience. You can reach a large number of businesses for just pennies per message, and the learning curve isn’t a steep one.

However, you need to make sure you spend time carefully crafting the message in your subject lines. If your prospects don’t open your email, all your efforts will be wasted, and a good subject line can make the difference between your email being opened or trashed.

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Topics: MSP Marketing

How to conquer call reluctance as an MSP

Posted by Carrie Simpson on Apr 17, 2017 1:12:44 PM

One of the biggest issues when you or someone in your company is planning to start cold calling for the first time is call reluctance. If you’d rather be doing anything but dialing the phone, changing how you view the task ahead of you might be helpful!

Don’t worry — even seasoned veterans get bouts of call reluctance.

There are three big reasons for call reluctance. We’re going to go through each one and how to overcome it.

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Topics: MSP Marketing

How MSPs can use social media to generate new business

Posted by Stuart Crawford on Mar 29, 2017 9:44:00 AM

Every day at least one managed IT service provider calls me or shoots me an email asking how they can best use social media to generate new business. Here’s what I always tell them—If you’re not using social media to create new relationships, cultivate existing ones, and close new business, you’re missing out. Social media is uber powerful and a must for all managed IT service companies.

The biggest error MSPs make when using social media, though, is believing that propagation of blog posts through a third-party feed distribution service is enough. I’m here to tell you it’s not! When you rely solely on this type of social media, you haven't even scratched the surface. Sure, some posts are getting a level of engagement, but you have to do more. 

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Topics: MSP Marketing, Social Media

Robin Robins: How your thoughtless political rants are hurting your business

Posted by Robin Robins on Mar 22, 2017 9:30:00 AM

A news report I overheard but missed the source of: Employees are now wasting an average of two hours a day reading political news on Facebook and creating drama, stress, and resentment in their workplace as they argue over their respective viewpoints. “Unrest” doesn’t even begin to describe what’s going on. The news stations are, of course, having a heyday and feeding off of and FUELING conflict, as it has the EXACT effect they want: more people watching and reading news stories. Never, ever forget that media outlets are businesses that are highly motivated to make a profit.

As a marketer, I selfishly love Facebook. But make no mistake — all of the social media sites, online games, and news feeds are your mortal enemy in your battle to keep yourself and your employees focused and productive. It IS addictive, and constantly checking your Facebook feed, Twitter account, e-mail, etc., is HIGHLY unproductive behavior. Employees wasting ANY time on Facebook are not only stealing from their employers by taking paid time for non-work-related PERSONAL activities, but they are also hurting the entire company’s profitability and their own personal effective rate because the funk of resentment lingers and spills over into drama in the workplace.

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Topics: MSP Marketing

Define Your Purpose. Share Your Story.

Posted by Marie Rourke on Mar 1, 2017 9:30:00 AM

Purpose-driven marketing is making headlines, differentiating companies and influencing deals daily. Take a look at the “Helpful Honda” campaign, or the “American Express Small Business” campaign. Both deliver a halo-effect around the respective brands and for good reason. What they are doing is having a positive impact on their target audience. 

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Topics: MSP Marketing

Raj Khera: Stop calling yourself an MSP – Here’s Why

Posted by Raj Khera on Feb 22, 2017 2:16:05 PM

 

If your target market is other IT firms, then calling yourself an MSP is the right move. IT professionals know what this means. But — and this is really important — most other people don’t know what an MSP is.

Whatever you call your type of business, your prospects should instantly know what you do. If you have to explain what “managed service provider” or “MSP” means, then there is a good chance that people who could be potential clients may never understand what you do and therefore will move on instead of contacting you.

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This means that for prospects to find you online, your marketing — that’s your website, your blog, your digital content — has to use terms that your clientele thinks of when they look for IT services. And that doesn’t always mean MSP.

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Topics: MSP Marketing

5 Critical behaviors of successful managed IT services companies

Posted by Stuart Crawford on Feb 15, 2017 4:43:32 PM

Yes, it’s true. There are managed IT services companies out there that understand the critical importance marketing and sales play in the success of their business. Regardless of their size, these IT service companies have transitioned from being a technology-focused company to having only one important focus ... do you know that this can be?

They are a marketing and sales organization.

That’s it. Nothing is more important than marketing their business every day and conducting wave after wave of sales operations. Yes, these very successful managed IT service companies are conducting a well thought-out, military-like marketing and sales strategy.

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Why do so many MSPs continue to ignore the importance of marketing and sales when time after time it’s been proven that conducting marketing and sales operations with precision will ensure your managed service business grows and grows and grows?

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Topics: MSP Marketing

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