Paul Green's MSP Marketing Podcast – Details, episodes & analysis

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Paul Green's MSP Marketing Podcast

Paul Green's MSP Marketing Podcast

Paul Green's MSP Marketing Edge

Technology
Business

Frequency: 1 episode/7d. Total Eps: 264

Castos
Welcome to Paul Green's MSP Marketing Podcast. If you're a Managed Service Provider (MSP) and want to improve your marketing & grow your business, this is the show for you. It's out every Tuesday on your favorite podcast platform. Since launching in 2019, this has become the world's most listened to podcast about MSP marketing. Host Paul Green is the world's go to MSP marketing expert, and the founder of the MSP Marketing Edge. Every week you'll get really smart ideas to improve your marketing. Plus you'll hear from the best guests, who will help you think differently about the way you attract new clients. You can easily email and chat to the host Paul Green, who answers MSP's marketing questions every week. And there are versions of the podcast on YouTube if you want the full video experience. Paul and his team at the MSP Marketing Edge say their mission for the podcast is to give you practical insights and expert advice to boost your business performance. They provide strategies to help you get more clients, increase your Monthly Recurring Revenue (MRR), and grow your net profit. They know that profitability is crucial, and we're here to help you succeed financially. Running an MSP can feel lonely. If you ever feel lost or overwhelmed, this podcast is for you. Each week it covers key topics for MSPs, offering specific, practical advice tailored to the channel. You will learn effective marketing techniques to attract new clients and grow your business consistently and profitably. Marketing an MSP involves many strategies, from digital marketing to traditional networking meetings. Paul's podcast explores all avenues to help you reach your target audience. The weekly episodes discuss creating compelling marketing materials, using social media effectively, and optimizing your website for search engines. Every episode features special guests, including industry veterans and successful MSP owners, who share valuable insights and real-world experiences. These interviews provide inspiration and practical tips you can apply to your business. Paul Green often talks with successful MSPs about how they are growing their businesses, sharing actionable tips and strategies. The discussions cover finding new clients, increasing revenue, and building service consistency to give you a competitive edge. They also address day-to-day business aspects like recruitment, leadership, and financial management. The goal is to equip you with the knowledge and tools to run your business efficiently and profitably. Topics include attracting and retaining top talent, creating a positive workplace culture, and motivating your team. Business growth is a central theme. In the podcast you'll hear strategies for scaling your business, expanding services, and entering new markets. Paul and his guests discuss the challenges and opportunities of growth, providing practical advice to overcome obstacles and seize opportunities. Innovation is another key topic. Discuss the latest trends in the MSP industry and how to leverage them to your advantage. Topics include digital transformation, cybersecurity, and cloud computing, helping you stay competitive. Though based in the UK, Paul's content is relevant globally. MSP challenges are similar worldwide, and his advice addresses these common issues, regardless of your location. The MSP Marketing podcast offers in-depth discussions about the channel and MSP industry, providing actionable insights and practical advice. Listen each week for expert advice, practical strategies, and insights from industry leaders. Whether you're looking to boost your client base, optimize operations, or increase profitability, the MSP Marketing Podcast supports your journey to success. About Paul Green Paul encourages listener interaction and values your feedback and suggestions. Connect with him through the website, social media, and email to share your thoughts and ideas. Paul Green is a le
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Score global : 78%

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A mini masterclass on LinkedIn for MSPs

Season 1 · Episode 262

mardi 19 novembre 2024 • Duration 26:22

The podcast powered by the MSP Marketing Edge

Welcome to Episode 262 of the MSP Marketing Podcast with me, Paul Green. This week…

  • A mini masterclass on LinkedIn: Improve these three things on your LinkedIn profile to get people’s attention and encourage them to engage with you.
  • The 3 tests to apply to new initiatives: The fear test, the regret test, and the comfort zone test – will these push you into taking the next big leap for your MSP?
  • Should you start a podcast for your MSP?: Podcasts are a great way to grow relationships with an audience, but is it the right thing for your MSP?
  • Paul’s Personal Peer Group: Stuart from an MSP in Atlanta has asked how much he should be paying for a content writer. Find out more on this and whether AI is a good tool to use too.
A mini masterclass on LinkedIn

It’s very easy to become complacent about social media and believe that it’s just a waste of time to a busy business owner like you who’s trying to build their MSP.

But the reality is that social media is still incredibly important.

Not all the networks, of course. I really don’t think most MSPs will get much from TikTok for some time, at least not until the generation that’s growing up with TikTok are the decision makers.

For B2B marketing in 2024 and next year as well the social media network to go for is of course…

LinkedIn – this is still the very best platform for MSPs looking for new clients, and I do highly recommend that you put in time on it every single day.

Let’s spend a few minutes now on a mini masterclass on LinkedIn, and I’ve got three things for you to look at.

The first is to improve three things in your profile. So here’s an interesting question. Based on your current profile, if you were an ordinary business owner or manager, would you want to be a client of your MSP? If not, here are three areas to spend more time on: The headline – focus on the benefit to your prospects rather than what you do. “I do IT for town businesses”, becomes “Helping town businesses grow with technology”. Then look at your headshot and don’t be cheap – pay a professional who does headshots every day and can make you look beautiful. Your about us bit – write it for your prospects, not other IT professionals. You want them to read it and think, ah, this is exactly the kind of person I want looking after my business.

Next up then, is to build your personal brand. And your personal brand is what others think about you. It’s not something you control, but it is something that you can heavily influence. And it’s based on a number of factors: the number of connections you have, the recommendations that you have, what you post about, and how often you post, the value of your contributions, the speed of your responses, and whether you do something like a LinkedIn newsletter or a LinkedIn live. Because people who are perceived as experts, they do these things. Now, like much of marketing, getting better results is about doing a series of small actions on a regular basis, for years. I spend no more than about 15 to 20 minutes a day on LinkedIn. I have a virtual assistant who does functional stuff like accepting connection requests. I just do new content and commenting.

In the early days, this felt like a waste of time, but today I have two sizable and engaged audiences – my connections and my LinkedIn newsletter subscribers. And these have only come from doing the work day in, day out for years whether I wanted to or no...

Stop clients calling you personally for first line support

Season 1 · Episode 261

mardi 12 novembre 2024 • Duration 27:19

The podcast powered by the MSP Marketing Edge

Welcome to Episode 261 of the MSP Marketing Podcast with me, Paul Green. This week…

  • Stop clients calling you personally for first line support: You can’t grow your business while you’re delivering first line support. Find out how you can free yourself from these burdens whilst retaining great relationships with your clients.
  • Why victory loves preparation: Planning small actions regularly will make the biggest difference to your business.
  • How introverts can communicate more confidently – and feel better about it: Learn how to tap into your passion using this confidence formula, whatever your “vertness”.
  • Paul’s Personal Peer Group: Greg from South Carolina wants to know what the Parthenon principle of marketing is and how to apply it to his MSP.
Stop clients calling you personally for first line support

When you are the person who started the MSP, one of the hardest transitions for you is to get away from delivering first line support to that very first set of clients that you won in your first few years. But it’s something that you absolutely have to do or otherwise you get trapped in doing technical work forever.

Now, don’t get me wrong, there’s nothing wrong with technical work, but you can’t grow your business while you’re doing password resets and setting up new users, right? This problem happens to most MSP owners and the reason it’s so hard is because you used to look after these clients yourself, you personally. So they feel that they have some kind of special bond with you. And even when you’ve employed first line technicians whose very job it is to sit there and help your clients, they will still email you directly or call your mobile directly rather than speak to the help desk.

Now, this steals your time when you should be working on the business, but also reduces your ability to sell more to them during a strategic review.

You can’t be the technology strategist and first line support at the same time. Clients’ minds will only let you sit in one of those boxes.

There are a number of different ways to tackle this problem without annoying your clients, and you’ll probably put a couple of the things I’m about to talk about together into a blended solution. In fact, here are nine things that I recommend.

The first is to set clear expectations. Now, this is really easy with new clients, but hard with longer standing clients. So just remember you have to educate them, constantly. What’s top of mind for you is item 1,058 in their mind’s list of priorities.

Number two, make it easy. Put stickers with the help desk number on every single device. Put them on their hands so they can’t help but see them.

Number three, have a standard operating procedure to roll out each time a client contacts you directly. Make a plan in advance so you don’t have the emotional trauma of wondering, how am I going to deal with this?

Number four, play dumb. Tell them you don’t know how to fix that as you focus on strategy these days, but you’ll ask someone on the help desk to call them immediately.

Number five, change your voicemail to say that you’re not working today and for any support, please call the help desk on this number. You can then let client calls go to voicemail forever. Perhaps just follow up with them the first couple of times it happens or when their issue is being resolved just so that they know you are there, but you are not the one doing the work.

Number six, set up an email auto reply exactly at the same principle as the voicemail.

...

MSPs: How to influence what John Smith buys

Season 1 · Episode 252

lundi 9 septembre 2024 • Duration 25:16

The podcast powered by the MSP Marketing Edge

Welcome to Episode 252 of the MSP Marketing Podcast with me, Paul Green. This week…

  • Get the right message in front of the right person at the right time: To attract new clients you need consistent, well-timed marketing to ensure they choose your MSP when they’re ready to switch.
  • Do you employ any Sales Prevention Officers?: That’s anyone who avoids suggesting beneficial services to clients so they don’t appear salesy, but they’re unintentionally hurting your business by missing opportunities to improve client satisfaction and increase revenue.
  • The common service mistakes that can damage client retention: My guest this week, Michelle Coombs, highlights the common service mistakes that can damage long-term client retention and how to stop them from happening in your MSP.
  • Paul’s Personal Peer Group: Alec, who has an MSP in Nashville, would like to hire a virtual assistant to take on his admin tasks but doesn’t know how to hire one that he can trust.
Get the right message in front of the right person at the right time

There’s a reason that getting new clients for your MSP takes so long. It’s because of what’s happening to the ordinary business are owners and managers that you are trying to reach. And when you understand what’s going on in their heads and their hearts, you can figure out why they’re so slow switching from one MSP to another. Let’s talk about the importance of getting the right message in front of the right person at the right time.

Now, one of the most critical marketing skills that you can develop is the ability to look at your MSP and what you sell from the point of view of the people that you are trying to sell it to or put another way. If you can get in their heads and their hearts, you can better understand what’s driving them to make a decision. Or maybe more importantly, what’s holding them back from making a decision. The best phrase that I ever heard to describe this is…

To influence what John Smith buys, you must see through John Smith’s eyes.

When you really look at why a business owner or manager switches from one MSP to another, you suddenly get a startling insight into why switching MSPs is a distress activity for most people. You see, they don’t really understand technology at all. In fact, compared to you, they are literally the other end of the scale. You have such in-depth technology and abilities and that makes you an incredibly talented technology person, but the client you’re selling to, well, they’re more like me. I’m not a tech I never have been. That by the way means it’s easy for me to represent the ordinary people that you sell to. And sure, I understand a bit about technology and I love it. And actually I probably know a lot more about technology these days because of course I’ve been working with MSPs for eight years, but I can’t set up a server, I can’t configure a cloud service and I bet you a rather large amount of money that I’d be the guy that would get the setting wrong and I would take down the entire business. So please, no one ever give me the settings of anything important, I beg you.

Anyway, because they don’t understand technology, but they do know it’s incredibly important. They are less willing to muck about with it. So something major has to change at their incumbent MSP for them to want to switch to someone new. And we do see this, don’t we. We see small businesses being sold and kind of merged into super MSPs and maybe customer service goes down and maybe prices go up and the dissatisfaction creeps in very, very slowly for the c...

Episode 162: Can you beat my MSP productivity stack?

Season 1 · Episode 162

mardi 20 décembre 2022 • Duration 39:11

Episode 162 Welcome to the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP. This week's show includes:
  • THIS is your MSP's 2023 goal
  • Can you beat my MSP productivity stack?
  • A $10m MSP owner's 2023 forecast
Featured guest: Thank you to Jamie Warner from E-Nerds and Invarosoft for joining me to share how he grew his MSP to $10m and predictions for 2023.

Jamie is passionate about the IT support industry and previously founded an award winning MSP business in 2000 which he grew and was honoured 7 times in the MSPmentor 501 list from 2011 to 2018. Jamie was also honoured twice in the MSPmentor 250 list recognising the world’s leading MSP entrepreneurs and executives.

Connect with Jamie on LinkedIn: https://au.linkedin.com/in/jamie-warner-75769a16 Extra show notes:

Episode 161: Three types of MSP sales people

Season 1 · Episode 161

mardi 13 décembre 2022 • Duration 33:43

Episode 161 Welcome to the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP. This week's show includes:
  • 00:00 Fix your MSP's website navigation
  • 07:42 Three types of MSP sales people
  • 17:32 The MSP who turned a potato into $30,000
Featured guest: Thank you to MSP owner Zach Kitchen for joining me to talk about how he turned a potato into a new client for his MSP.

Over 20 years ago, in middle school, Zach got caught hacking into the school computer system. The incident made him extremely popular with the students, but it sat negatively with the school administration. Students went home and told their parents about the incident, which is how he landed his first IT job in cybersecurity forensics at only 17 years old. In running his successful MSP business, Digital Crisis, Zach has discovered a love for experimental marketing.

Connect with Zach on LinkedIn: https://www.linkedin.com/in/digitalcrisis Extra show notes:Listen or watch every Tuesday on your favourite podcast platform, hosted by me, Paul Green, an MSP marketing expert:

Episode 160: The MSP with bad techs

Season 1 · Episode 160

mardi 6 décembre 2022 • Duration 28:51

Episode 160 Welcome to the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP. This week's show includes:
  • 00:00 Why it's time for your MSP to fire a tech
  • 06:44 How to make tech news relevant to your clients and prospects
  • 13:54 A pricing expert on how to accelerate your growth
  • 27:02 A great book recommendation about transforming your leadership skills
Featured guest: Thank you to Per Sjöfors, the Price Whisperer, for joining me to talk about how to accelerate your MSP's growth.

Per is a thought-leader in everything pricing and how companies can use pricing to drive higher growth, sales volume, and profits. He is a sought-after speaker for various conferences, appears regularly on podcasts and business radio shows, and gets routinely quoted in the financial and business press. His new book, “The Price Whisperer - A Holistic Approach to Pricing Power” is available at booksellers nationwide and online.

Connect with Per on LinkedIn: https://www.linkedin.com/in/persjofors Extra show notes:

Episode 159: Google your MSP again

Season 1 · Episode 159

mardi 29 novembre 2022 • Duration 26:49

Episode 159 Welcome to the MSP Marketing Podcast with me, Paul Green. This week's show includes:
  • 00:00 Is 'data capture' dead?
  • 07:02 Why you need to keep Googling your MSP
  • 11:27 Monthly recurring revenue from selling marketing services
  • 25:00 A great book recommendation about discovering the best plan for your MSP
Featured guest: Thank you to Andrew Down, IT Channel Leader at Vendasta, for joining me to talk about how to generate monthly recurring revenue from selling marketing services.

Andrew's role includes consulting and influencing various segments of the business with a core focus on the Go-to-market strategy and sales efforts for new and existing channel partners in the tech space.  An avid runner, Andrew has run over 25 half marathons and recently completed the New York City Marathon.

Connect with Andrew on LinkedIn: http://linkedin.com/in/andrewdown Extra show notes:

Episode 158: MSP's LinkedIn automation

Season 1 · Episode 158

mardi 22 novembre 2022 • Duration 36:35

Episode 158 Welcome to the MSP Marketing Podcast with me, Paul Green. This week's show includes:
  • 00:00 Does automation still have a role to play in dealing with your LinkedIn
  • 08:30 Why a 'buyer persona' needs to be central to your MSP's marketing
  • 15:52 A recruitment expert explains how to find the best new people for your team
  • 35:18 A great book recommendation about coming up with creative solutions
Featured guest: Thank you to Lori-Ann Duguay 'the people person' for joining me to talk about how to find the best new people for your team. After working 21 years in government, Lori-Ann Duguay decided to take a leap and launch her own consulting venture helping organisations with a growth mindset. She helps them build the culture, experience and leadership required to attract and retain the talent that they need to thrive in the new world of work. Connect with Lori-Ann on LinkedIn: https://www.linkedin.com/in/loriannduguay/ Extra show notes:

Episode 157: Should your prices be on your MSP's website?

Season 1 · Episode 157

mardi 15 novembre 2022 • Duration 37:36

Episode 157 Welcome to the MSP Marketing Podcast with me, Paul Green. This week's show includes:
  • 00:00 I answer 3 of the most common MSP marketing questions
  • 12:09 This is what I think about having a Pricing Calculator on your MSP's website
  • 19:22 An ex-MSP's journey to create a tool to give you time back
  • 36:07 A great book recommendation about creating great processing within your MSP
Featured guest: Thank you to Brian Brammeier from ZeroTouch MSP for joining me to talk about his journey from MSP owner, to the creator of a time-saving tool. Brian is an experienced business operator, crisis IT and cybersecurity professional, as well as an investor.  Currently, Brian advises several companies, either as a board member or in a consulting capacity, helping them craft and define their company strategy and cyber security postures.  Brian is also an active investor in various technology, fintech, and pharma/biotechnology ventures. Connect with Brian on LinkedIn: https://www.linkedin.com/in/brianbrammeier Extra show notes:

Episode 156: How to check if your techs are genuinely too busy

Season 1 · Episode 156

mardi 8 novembre 2022 • Duration 37:37

Episode 156 includes:
  • 00:00 How to create a 'moonshot' goal for your MSP
  • 08:05 Why your techs are NOT too busy for new clients
  • 17:58 A social media expert explains how your business can stand out online
  • 35:31 A great book recommendation about creating great processes within your MSP
Featured guest: Thank you to Brendan Kane from Hook Point for joining Paul to discuss how an MSP can stand out on social media. Since 2005, Brendan  has helped the largest brands and celebrities in the world reverse engineer how to make content go viral. Brendan and his team at Hook Point have generated 60 billion views and 100+ million followers for the content they have worked on. Connect with Brendan on LinkedIn: https://www.linkedin.com/in/brendanjkane Extra show notes:

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