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Explore every episode of the podcast Paul Green's MSP Marketing Podcast

Dive into the complete episode list for Paul Green's MSP Marketing Podcast. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.

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TitlePub. DateDuration
A mini masterclass on LinkedIn for MSPs 19 Nov 202400:26:22
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 12 Nov 202400:27:19
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 09 Sep 202400:25:16
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? 20 Dec 202200:39:11
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 13 Dec 202200:33:43
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 06 Dec 202200:28:51
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 29 Nov 202200:26:49
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 22 Nov 202200:36:35
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? 15 Nov 202200:37:36
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 08 Nov 202200:37:37
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:
Episode 155: Your MSP exists to fund your future lifestyle 01 Nov 202200:29:42
Episode 155 includes:
  • 00:00 How to shape your business with your future lifestyle
  • 07:39 Why you should charge an 'idiot tax'
  • 12:45 The right mindset to grow your MSP
  • 27:57 A great book recommendation about breaking through the ceiling to the next level
Featured guest: Thank you to Chuck Canton from Sourcepass for joining Paul to discuss the right mindset to grow your MSP. Chuck is a seasoned and dynamic technology executive with more than a decade of experience at hyper-growth companies, with experience in launching and growing startups, securing growth funding, acquisitions, and sales. Chuck attributes his past successes to two key areas of focus: building healthy and collaborative company cultures and always listening to his customers. Connect with Chuck on LinkedIn: https://www.linkedin.com/in/chuck-canton-a0152a13 Extra show notes:
Episode 154: Could a WFH setup be the ultimate MSP marketing tool? 24 Oct 202200:26:38
Episode 154 includes:
  • 00:00 How best to persuade your prospects in advance
  • 08:28 A 'Work From Home' setup that could be a great sales tool
  • 15:14 How to create a new revenue stream from compliance
  • 24:26 A great book recommendation about changing the way you work forever
Featured guest: Thank you to Shay Cohen from Kamanja for joining Paul to discuss a potential new automated Pen Test revenue stream. Shay's career began as a technical support engineer for Windows desktop and server systems, and then moved to become a junior Linux engineer. Kamanja have developed a solution that involves the most experienced compliance consultants and MSPs in the market. This has resulted in a product designed to help to SMBs. Connect with Shay on LinkedIn: https://il.linkedin.com/in/shay-cohen-1749055a Extra show notes:
Episode 153: LinkedIn messages: A smart MSP marketing tool 17 Oct 202200:28:19
Episode 153 includes:
  • 00:00 The 2% mindset for successful people
  • 07:19 How to grab anyone's attention on LinkedIn
  • 14:43 A potential new automated Pen Test revenue stream
  • 26:37 A great book recommendation about realising any goal
Featured guest: Thank you to Alton Johnson from Vonahi Security for joining Paul to discuss a potential new automated Pen Test revenue stream. Prior to Vonahi Security, Alton has worked at several large and small cybersecurity consulting firms as a Principal Security Consultant. Throughout his professional career, he has performed hundreds of security assessments for organisations ranging from small businesses to Fortune 10. He also regularly attends information security conferences and have spoken at DerbyCon as well as local communities. Connect with Alton on LinkedIn: https://www.linkedin.com/in/altonjx Extra show notes:
Successful MSPs simplify EVERYTHING 02 Sep 202400:29:36
The podcast powered by the MSP Marketing Edge

Welcome to Episode 251 of the MSP Marketing Podcast with me, Paul Green. This week…

  • Successful MSPs simplify EVERYTHING: Focus on simplifying and removing things you don’t really need to do. This can increase profitability and ease of management while reducing unnecessary complexity.
  • The link between what you do each day, and achieving goals: If you have a clear vision for where you want your life to go, you can use that to affect the actions that you take within your MSP every day.
  • Why PR is a valid marketing tool for MSPs in 2024: Mickie Kennedy, founder of eReleases, shares insights on how MSPs can effectively generate free publicity through strategic press releases, offering tips on how to capture the attention of journalists and boost credibility and visibility in the media.
  • Paul’s Personal Peer Group: Martin, who runs an MSP in Arizona, wants to know the best way to hold a team meeting when you have some staff who are a little disruptive.
Successful MSPs simplify EVERYTHING

The business that you chose to be in, Managed Services, is already one of the most complex kinds of businesses on the planet. Just stop and think about everything that you have to support – all the different clients, the different setups, the different technologies. And yet I see loads of MSPs making their lives even harder by overcomplicating things in their business that could and should be simple. So let’s talk about how you can make your business easier to run and more profitable by simplifying everything.

I’m on a bit of a simplification mission right now. We’ve had some fairly major development projects in our business over the last 12 months, and while I was focusing on those and constantly reducing complication within those projects and just making everything simpler, I realised we could do this across the business. Because we’ve been going for eight years and what happens is when you’ve been going that long, you kind of hold onto legacy stuff. Things that we’re just doing because, or something that worked really well six years ago but there’s now a better way of doing it. And for me, it’s a really exciting thing to just go through the business like a tornado and just simplify everything. So I’ve given myself a new job title. I am Head of Simplification, and I’m using this as an opportunity to review everything we do in the business asking this big question, how can we make this simpler? Because that’s actually a very powerful question to ask. Is this a question you ask yourself in your MSP regularly?

Just because you can handle high levels of complication doesn’t mean that you should put up with high levels of complication.

In fact, I truly believe that the simpler business is, the more fun it is to run and the more profitable it can be. And I guess there are two main places where you can simplify your business. The first is your operations and what you do now. At the risk of starting you down the road of looking at your tech stack, because I’m always hesitant to suggest an MSP reviews their tech stack in case it becomes a bad case of tech stack fiddling where you’re attracted to the shiny thing. Maybe you should just be asking yourself, does my PSA allow me to run the business as simply as possible? Is my RMM easy to use but also powerful enough to do all the things we need it to do? Look at your standard operating procedures, these are the manuals for how you run your business. So what kind of business are they encouraging you to run in their complexity? Now, I’m sure you are all over automation, which surely must be the ultimate way of simplifying something because you are removing th...

Episode 152: Stack fiddling stops MSPs from buying a Ferrari 10 Oct 202200:34:07
Episode 152 includes:
  • 00:00 Why stack fiddling could be wasting your MSP time and money
  • 07:04 How to cement your new client relationships during the 'honeymoon' period
  • 15:12 How MSPs can stop 'revenue leakage' and reduce risk
  • 32:14 A great book recommendation about increasing your value and growing your business
Featured guests: Thank you to Anne Hall from ITagree for joining Paul to discuss how MSPs can stop 'revenue leakage' and reduce risk. ITagree was founded by Anne Hall who has 25 years of experience as a specialist IT lawyer in New Zealand.  She is a thought leader in the MSP and Technology agreements space. Connect with Anne on LinkedIn: https://nz.linkedin.com/in/annehall-itagree Extra show notes:
Episode 151: Why cause-related marketing works for MSPs 03 Oct 202200:32:39
Episode 151 includes:
  • 00:00 Why you should always question every process within your MSP
  • 06:14 What is 'cause-related marketing'... and how could it work for your MSP?
  • 14:15 How MSPs can better manage 'software as a service'
  • 30:55 A great book recommendation about using the right words in sales conversations
Featured guests: Thank you to George Smith from Augmentt for joining Paul to discuss how MSPs can tackle managing their SaaS solutions. George is a dynamic and results-focused senior sales and marketing leader. He's recognised for strong communication and the ability to lead the professional development of individuals and support teams. He's also a certified canoe and climbing instructor with a passion for rugby. Connect with George on LinkedIn: https://www.linkedin.com/in/george-smith-augmentt/ Extra show notes:
The Ultimate MSP Podcast Crossover: Big Quiz 29 Sep 202200:26:05
The Big Quiz: In addition to the normal podcast schedule, we bring you this special show to mark the end of a month-long MSP podcast collaboration. Throughout September 2022, six leading MSP podcasters joined forces to share their combined knowledge and to highlight the other podcasts on offer. The Ultimate MSP podcast crossover event culminates with a special show on Friday September 30th 2022, in which our hosts come together to tackle a fun tech quiz. Listen / watch to see how the MSP podcasters get on, plus find out if you could do any better! PLUS to celebrate the event, you could win $1000. Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize: https://www.paulgreensmspmarketing.com/MSPpodcastcrossover The Big Quiz host: Paul Green is the host of The MSP Marketing Podcast. Listen every Tuesday for powerful marketing and business growth advice to get more new clients, grow monthly recurring revenue and increase net profit. The show is about 30 minutes long and you can either watch it on YouTube or your normal podcast platform (full subscribe links further below). Check out The MSP Marketing Podcast: https://www.paulgreensmspmarketing.com/podcast-intro/ Connect with Paul on LinkedIn: https://www.linkedin.com/in/paul-green-msp-marketing/ Contestants: Richard Tubb is the host of TubbTalk. Richard provides expert advice to help IT businesses grow. Richard has worked with the owners of hundreds of MSPs to free up their time, concentrate on doing what is important and make more money. Check out TubbTalk: https://www.tubblog.co.uk/podcast/ Connect with Richard on LinkedIn: https://www.linkedin.com/in/richardtubb/   Ian Luckett is the host of The IT Experts Podcast. Ian is a Business Growth Consultant and specialises in helping business owners in the IT & MSP space. Ian has always been a big fan of Personal Development and his passion has spread over the years into the business world. Check out The IT Experts Podcast: https://innovatetosuccess.com/itega-podcast/ Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianluckett/   Skip Ziegler is the co-host of The Humanize IT Podcast. In each episode of their show, hosts Adam Walter, Skip Ziegler and other industry experts, show business owners, technology professionals and problem-solvers how to excel their careers with a new, more conversation-based approach to IT. Check out the Humanize IT Podcast: https://anchor.fm/humanize-it Connect with Skip on LinkedIn: https://www.linkedin.com/in/skipziegler   Todd Kane is the host of the Evolved Radio Podcast. Todd is an accomplished business leader with 20+ years of experience and runs Evolved Management Consulting, helping managed IT companies increase profit and decrease stress. Check out the Evolved Radio Podcast: https://www.evolvedmgmt.com/podcast Connect with Todd on LinkedIn: #
Episode 150: This is how to influence your MSP's prospects 26 Sep 202200:39:06
Episode 150 includes:
  • 00:00 Three more powerful marketing weapons to influence your prospects
  • 08:47 How to best help your staff during the cost of living crisis
  • 19:00 Some great advice about collaboration and time management, as part of the Ultimate MSP podcast crossover event
  • 22:06 A new vCIO revenue stream for your MSP
  • 37:31 A great book recommendation about getting the most out of your day
Featured guests: As part of this month's Ultimate MSP podcast crossover event, thank you to Richard Tubb, the host of TubbTalk, for joining Paul to share the best piece of business advice he's ever been given. Richard provides expert advice to help IT businesses grow. Richard has worked with the owners of hundreds of MSPs to free up their time, concentrate on doing what is important and make more money. Connect with Richard on LinkedIn: https://www.linkedin.com/in/richardtubb/   Thanks also goes to Praveen Ramesh from SuperOps.ai and the host of SuperPod, for also joining Paul to share the best piece of business advice he's ever been given. Praveen handles all things growth and product marketing at SuperOps.ai. He’s super passionate about helping MSPs overcome their go-to-market challenges, and achieve sustainable growth – that’s the reason you will see him sharing everything he knows about marketing and growth throughout many MSP communities. When not thinking about marketing, you will see him binging videos on productivity and cricket! Connect with Praveen on LinkedIn: https://in.linkedin.com/in/rameshpraveen Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize: https://www.paulgreensmspmarketing.com/MSPpodcastcrossover   Thank you to Stuart Holtby from GetInSync Strategic Management for joining Paul to discuss a potential new vCIO revenue stream for your MSP. MSPs turn to Stuart when they are fed up with being treated as a faceless vendor caught in the MSP commodity trap. Stuart works closely with MSP owners to differentiate their firms by offering an exceptional vCIO service.  Using the GetInSync framework, MSPs gain a clear line-of-sight to their clients’ business drivers and are empowered to craft a game-changing Business-IT strategy for their clients. Connect with Stuart on LinkedIn: https://www.linkedin.com/in/stuartholtby/ Extra show notes:
Episode 149: Claim your share of this $5,000 MSP giveaway 19 Sep 202200:30:12
Episode 149 includes:
  • 00:00 Create amazing marketing with these 3 influential weapons
  • 09:20 Find out about the $5,000 MSP giveaway
  • 12:45 MSP failure advice from the MSP Podcast Crossover
  • 14:40 What is 'scrappy marketing' and how you can use it
  • 27:49 A great book recommendation all about knowing your audience
Featured guests: As part of this month's Ultimate MSP podcast crossover event, thank you to Adam Walter, co-host of The Humanize IT Podcast, for joining Paul to share the best piece of business advice he's ever been given. In each episode of their show, hosts Adam Walter, Skip Ziegler and other industry experts, show business owners, technology professionals and problem-solvers how to excel their careers with a new, more conversation-based approach to IT. Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize: https://www.paulgreensmspmarketing.com/MSPpodcastcrossover Check out the Humanize IT Podcast: https://anchor.fm/humanize-it Connect with Adam on LinkedIn: https://www.linkedin.com/in/adamswalter/ Thank you to Colt Briner from Scrappy AF Marketing for joining Paul to discuss how smart marketing on a low budget can have huge impact. Colt helps mid-stage organisations apply creativity and strategy to capture market share from industry incumbents and build pathways into new markets. Colt combines rich strategy with deeply practical application - and a bit of humour - to ensure his listeners come away equipped to succeed as better marketers and better leaders. Connect with Colt on LinkedIn: https://www.linkedin.com/in/colt-briner Extra show notes:
Episode 148: MSP marketing lessons from this direct mail 12 Sep 202200:31:24
Episode 148 includes:
  • 00:00 A great example of modern direct mail
  • 14:03 Clever automation with calendar bookings
  • 16:47 MSP planning advice from the MSP Podcast Crossover
  • 19:15 Improve sales with 'relationship signal intelligence'
  • 29:37 A great book recommendation filled with MSP inspiration
Featured guests: As part of this month's Ultimate MSP podcast crossover event, thank you to Ian Luckett, the host of The IT Experts Podcast, for joining Paul to share the best piece of business advice he's ever been given. Ian is a Business Growth Consultant and specialises in helping business owners in the IT & MSP space. Ian has always been a big fan of Personal Development and his passion has spread over the years into the business world. Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize: https://www.paulgreensmspmarketing.com/MSPpodcastcrossover Check out The IT Experts Podcast: https://innovatetosuccess.com/itega-podcast/ Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianluckett/ Thank you to Jamie Shanks from Pipeline Signals for joining Paul to discuss how to improve sales with 'relationship signal intelligence'. Jamie is the CEO of Pipeline Signals, a startup SaaS firm that helps businesses scale their pipeline through Relationship Signal Intelligence Monitoring by addressing the most common yet unanswered challenges that most sellers have. For the past ten years, Jamie ran Sales for Life, the world's most extensive Social Selling training program for mid-market and enterprise companies. Jamie has delivered workshops across six continents for Microsoft, Thomson Reuters, Oracle, American Airlines & Intel. Connect with Jamie on LinkedIn: https://ca.linkedin.com/in/jamestshanks Extra show notes:
Episode 147: MSPs - be an adult when a client fires you 05 Sep 202200:33:24
Episode 147 includes:
  • 00:00 The benefit to your MSP of identifying a 'loss leader' within your service
  • 05:51 The importance of being an adult when a client leaves you
  • 12:54 Great advice about creating measuring objectives, as part of the Ultimate MSP podcast crossover event
  • 15:48 A process expert joins Paul to explain how to easily document the procedures within your MSP
  • 31:38 A book recommendation to help you transition from being a manager to a true leader
Featured guests:   As part of this month's Ultimate MSP podcast crossover event, thank you to Todd Kane, the host of the Evolved Radio Podcast, for joining Paul to share the best piece of business advice he's ever been given. Todd is an accomplished business leader with 20+ years of experience and runs Evolved Management Consulting, helping managed IT companies increase profit and decrease stress. Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize: https://www.paulgreensmspmarketing.com/MSPpodcastcrossover Check out the Evolved Radio Podcast: https://www.evolvedmgmt.com/podcast Connect with Todd on LinkedIn: https://ca.linkedin.com/in/toddakane Thank you to Owen McGab Enaohwo from SweetProcess for joining Paul to discuss how sales can be turned into a series of small simple steps. Owen's easy-to-use software enables company executives and their employees to collaborate together to quickly document and/or improve their standard operating procedures, processes, and policies. Owen was previously the CEO of Hire Your Virtual Assistant (H.Y.V.A.), a virtual assistant service for small business owners. His specialties include business development, negotiation, operations management, and more. Connect with Owen on LinkedIn: https://www.linkedin.com/in/owenmcgabenaohwo Extra show notes:
Episode 146: Should you buy a client out of a contract? 29 Aug 202200:29:38
Episode 146 includes:
  • 00:00 When MSPs should buy clients out of contracts
  • 06:47 The financial numbers that are important to your MSP
  • 18:12 An MSP sales expert joins Paul to break sales down into simple steps
  • 27:42 A book recommendation to help you combine your life skills and business experience to boost your success
  Featured guest:   Thank you to MSP sales expert Fiona Challis for joining Paul to discuss how sales can be turned into a series of small simple steps. Fiona helps MSP's to overcome one of the greatest challenges they face which is filling top of funnel, winning new clients and having a structured sales process to grow and retain those clients. Find out about Fiona's course 'How to win, grow and retain new clients for your MSP' on Paul's affiliate link: https://www.mspsalesmastery.com/a/2147515389/iJJozk7q Or use Fiona's regular course link: https://www.mspsalesmastery.com/onlinecourse Connect with Fiona on LinkedIn: https://uk.linkedin.com/in/fionachallis Extra show notes:
Episode 145: MSPs - the easy way to build SOPs 22 Aug 202200:30:38
Episode 145 includes:
  • 00:00 How to become an expert at standard operating procedures
  • 08:20 Why your MSP could benefit from creating an 'authority site'
  • 15:45 A backup expert predicts what the future could look like
  • 28:41 A book recommendation to help you tackle the most constrained part of your business
Featured guest:   Thank you to Mike Andrews from NovaBACKUP for joining Paul to discuss the future of cloud back-up as solution for MSPs. Mike is a data protection industry veteran and Software as a Service pioneer.   As CEO at NovaStor Corporation, he helped introduce the first windows-based cloud backup solution and has since worked with thousands of Managed Service Provider (MSP) partners to launch successful recurring incremental revenue generating businesses.  Mike holds several industry awards and is credited with inventing patents on file restoration.  Prior to NovaStor Corporation, Mike founded a Managed Service Provider business and held various executive roles in the data protection and security software space. Connect with Mike on LinkedIn: https://www.linkedin.com/in/mikeandrews Show notes:
Episode 144: Your MSP needs a Dream 100 prospect list 15 Aug 202200:48:08
Episode 144 includes:
  • 00:00 Why speed is of the essence for dealing with prospects
  • 10:59 Identify a Dream 100 prospect list to accelerate your MSP's growth
  • 19:40 A productivity expert explains how to do 1 hour of work in 30 minutes
  • 46:26 A book recommendation to help you earn an MBA without the associated cost
Featured guest:   Thank you to Blaine Oelkers, the only Chief Results Officer®, for joining Paul to explain how you can do 1 hour of work in 30 minutes. Blaine is a high level performer with a wealth of knowledge who is committed to helping people achieve results quickly. He brings high energy and ultra focus which is critical to quickly generate amazing results and build momentum in any business. If you are a business owner or entrepreneur in need of a Chief Results Officer, Blaine comes highly recommended. Connect with Blaine on LinkedIn: https://www.linkedin.com/in/blaineoelkers Show notes:
SPECIAL: Transform from MSP owner to entrepreneur 26 Aug 202400:30:02
The podcast powered by the MSP Marketing Edge

Welcome to this SPECIAL EDITION marking 250 episodes of the MSP Marketing Podcast with me, Paul Green.

This week I have a very special guest – Brad Martineau. Brad helps people transform from being a business owner to truly being an entrepreneur. And as you can imagine, it’s about the way that you think and the action that you take. I think you are going to find him a huge inspiration.  

Here are three big ideas from him:

  • Make it easy: Business is easy but we make it hard for ourselves. Brad uses the acronym, ELF – Easy, Lucrative, Fun.
  • Remember the business is there to feed your life (not the other way round): Don’t let the business dictate how you live your life.
  • We have 3 currencies in life: Time, energy and money. Be careful where you invest these. A great business returns these currencies to you.

Meet Brad Martineau.  Brad helps entrepreneurs build Smooth Scaling businesses through coaching and software tools.

Brad has been married for 23 years, has 5 kids, 1 son-in-law and a granddaughter on the way. He loves fitted hats and playing and coaching basketball.

 

Hi, I’m Brad Martineau and I help entrepreneurs build businesses that they actually want rather than the ones that they just wake up one day and accidentally have.

And what a great positioning statement that is. Brad, thank you so much for joining us, not just on the podcast, but on this very special episode as well. 250 episodes has taken quite a long time to get here, nearly five years, and I’m going to admit I’m a little bit of a fanboy of yours. You’ve been in my marketing journey and my entrepreneurial journey for getting on for about 18 years or so, and we’re going to talk a little bit about that in this podcast. When the opportunity came up to have you on, I had to jump on it and get you on and with this amazing episode coming up, this seemed the right thing to do. So what we’re going to do over the next 20 minutes or so is we’re going to explore what you’ve done in your entrepreneurial journey. You were involved really heavily with a popular CRM, which is still around today, which is actually the one that I use.

We’re going to talk about that. We’re going to talk about different business things you’ve done, but where we’re getting to and the bulk of the interview is exactly as you just said, is about helping people have the business and the life that they really want because far too many MSPs, as we know, are completely driven by the business rather than the other way around. And obviously I know that as well that the MSP market very well. You’ve worked with quite a lot of the big players in this market and I’m sure you’re going to deliver a ton of value and drop some value bombs within this. Could I sound any more American as I’m doing this podcast? I don’t think I could. So Brad, tell us about your early career and what you got into it and the thing that got you onto this amazing entrepreneurial journey in the first place.

Oh, that’s a really interesting question. So I was what I would call either an unwilling or an unknowing entrepreneur. So my working career started, I went and got a job, got married, got a job, and I was working as an admissions counsellor for an online university. And I didn’t recognise that I had entrepreneurial blood in me. And anyway, I was there. Everyone should have a job they hate, right? That’s like one of the best things you can do because you realise what you don’t want. I was there for two and a half years, it was two and a half years, two long, and then my brothers and my brother-in-law were like,...

Episode 143: Admit what your MSP CAN'T do, to win trust 08 Aug 202200:41:00
Episode 143 includes:
  • 00:00 The marketing power of admitting your limitations
  • 08:00 Understand the Pros and Cons of using MSP jargon
  • 17:36 A marketing expert explains why email marketing isn't dead
  • 39:44 A book recommendation to help you create better customer service
Featured guest:   Thank you to Nate Freedman from Tech Pro Marketing for joining Paul to explain why email marketing for MSPs isn't dead. Nate is the founder of Tech Pro Marketing, a marketing company specifically dedicated to serving the MSP community. He has been featured throughout the channel in publications such as Channel Marketer Report, Channel Executive Magazine and Channel Futures. He lives in Rhode Island with his wife and two young daughters. In his spare time, he loves watching wrestling (yes, he's that guy) and his favourite wrestler is the Macho Man Randy Savage. Connect with Nate on LinkedIn: https://www.linkedin.com/in/natefreedman Show notes:
Episode 142: Your MSP's marketing advantage: Showing empathy 01 Aug 202200:26:38
Episode 142 includes:
  • 00:00 Why empathy is the core marketing skill to develop
  • 07:33 Paul's real life example of why 'before & after' case studies matter
  • 12:59 The MSP owner who thinks the tech on-site visit is dead
  • 25:11 A book recommendation to help you build trust within internal teams
Featured guest:   Thank you to Harold Mann from Mann Consulting for joining Paul to explain why the MSP on-site tech visit is dead. Harold Mann is co-founder of Mann Consulting, an IT consultancy based in San Francisco. Started in 1991, the firm supports hundreds of businesses around the U.S. each year with an emphasis in Mac device management for fast-growing startups. Connect with Harold on LinkedIn: https://www.linkedin.com/in/hmann Show notes:
Episode 141: How this MSP is achieving "crazy growth" 25 Jul 202200:29:36
Episode 141 includes:
  • How one MSP has driven huge growth over the last couple of years - what they did and why
  • Which business cards have a place in your wallet in 2022?
  • Plus on the show this week, a sales expert with advice to make selling much easier for you
Featured guest: Thank you to Adam Wootton from Impact Sales Coaching for joining Paul to talk about how MSPs can make selling easier. Adam has 20 years sales experience ranging from telesales, field sales, key account sales, key account management and leading high performance teams. He launched Impact Sales Coaching five years ago and has delivered results for large corporates and SME's spanning sectors such as telecommunications, IT infrastructure, finance, logistics, education, manufacturing, recruitment and events. Connect with Adam on LinkedIn: https://uk.linkedin.com/in/adam-wootton-b4607015 Show notes:
Episode 140: Use LinkedIn to build a recruitment pipeline 18 Jul 202200:30:10
Episode 140 includes:
  • Why you should be constantly recruiting on LinkedIn - even if you don't have a vacancy
  • How you can use marketing momentum to grow your MSP
  • Plus on the show this week a branding expert explains the power of a single message
Featured guest: Thank you to Mike Verret from Verret and Associates for joining Paul to talk about how MSPs can be better at talking about themselves. Mike has spent over 25 years in the brand marketing business and the hallmark of his career is his ability to understand an audience. Now he shows businesses how to talk about themselves To THEIR audience. Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-verret-7027211 Show notes:
Episode 139: A genius idea to free your technicians' time 11 Jul 202200:37:55
Episode 139 includes:
  • How to get the most out of your techs' time
  • The importance of thinking like a prospect, not like an MSP
  • Plus on the show this week why you should write your own book and how to do it
Featured guest: Thank you to Cassandra Morgan from White Whisker Publications for joining Paul to talk about how MSPs can write their own book. Cassandra Morgan is an award-winning author, writing coach and speaker residing in Toledo, Ohio. Her works span several genres including Fantasy, Paranormal Cozy Mystery, Sweet Romance, and Gothic Fairytale Horror. She lives with her husband, six cats, and any number of foster kittens where she thrives on coffee, courage, and kitten cuddles. Connect with Cassandra on LinkedIn: https://www.linkedin.com/in/cassandra-morgan-09b7b9126 Show notes:
Episode 138: Why your MSP needs a Business Mom 04 Jul 202200:38:11
Episode 138 includes:
  • Why every MSP needs someone in a "motherly" role
  • Who should your phone person be calling and what should they be talking about
  • Plus on the show this week, an international MSP expert shares the global differences between MSPs
Featured guest Thank you to Shoaib Laher from As.a.Service for joining Paul to talk about the challenges facing MSPs around the world. Shoaib founded As.a.Service after spotting a niche in the MSP market with a particular focus on the US based MSPs. When he’s not making clients happy during the week, Shoaib is a “borderline obsessive” golfer and a Dad to twins. Show notes
Episode 137: How to start an MSP YouTube channel 27 Jun 202200:35:27
Episode 137 includes:
  • How (and why) your MSP should dominate YouTube
  • The technical set-up to give your phone person
  • Plus on the show this week, which tools do MSPs always get wrong
Featured guest Thank you to Ben Spector, Zomentum's Product Manager and MSP consultant, for joining Paul to talk about how to choose the right tools to run your MSP. Ben is a former MSP owner who sold and exited his business in late 2020. Since then, he's been working in two capacities. First as Product Manager with Zomentum, leveraging his previous experience running an MSP to shape Zomentum's development roadmap. Second as a mentor to other MSP owners, delivering tactical support to help solve their operational challenges, focussing mostly on their tools, systems, and processes..  Connect with Ben on LinkedIn: https://www.linkedin.com/in/benspector1/ Show notes
Episode 136: How to find a phone person for your MSP 20 Jun 202200:44:43
Episode 136 includes:
  • Why every MSP needs a phone person, and the best way to recruit yours
  • 3 rules to maximise your personal time
  • Plus on the show this week, what it really means to be a serial entrepreneur
Featured guest Thank you to Al Alper from CyberGuard360 for joining Paul to talk about the new ways to sell cyber security and what it means to be a serial entrepreneur. Al Alper is Founder and CEO of Absolute Logic, Inc. and CyberGuard360. He is a serial entrepreneur, having founded several successful companies where he saw exits through acquisitions by companies such as CIT. Absolute Logic and CyberGuard360 are his 5th and 6th ventures. Al lives in Wilton, CT with his wife, Janice, where they raised three children, Kaitlin, AJ and Alexandra. In his spare time, he volunteers on several local community Boards and Commissions, and many non-profits. He enjoys a myriad of sports including skiing, windsurfing, boating, racquetball and more.  Connect with Al on LinkedIn: https://www.linkedin.com/in/alperal Show notes
Episode 135: Mop up old prospects with a sales week 13 Jun 202200:33:10
Episode 135 includes:
  • How to earn an extra 100k by running a sales week
  • Why repeating yourself in sales conversations is a good thing
  • Plus in the show this week, how will mergers & acquisitions change over the next year
Featured guest Thank you to Harry Brelsford from SMB Nation for joining Paul to talk about what mergers and acquisitions might mean for MSPs in 2022. Entrepreneur Harry is the founder of SMB Nation (www.smbnation.com) from Austin, Texas. He oversees the popular SMB Nation workflow including marketing analytics, content and events (webinars, workshops and multi-day conferences). He holds an MBA in Project Management from the University of Denver (and numerous certifications such as MCSE, MCT, CNE, et al) and is the author of 23 books on technology and business topics. His 20 years of SMB technology experience were supplemented by teaching 12+ years at night as an adjunct professor at Seattle Pacific University and other higher-learning institutions. Harry is a board member at Moonshot Equity Partners and an in-demand speaker at industry events. An active entrepreneur, Harry is the force behind the Pocket MBA, Telephonation, Cloud Nation and XPmigrations.com. His latest startup The CannaTech Group. Connect with Harry on LinkedIn: https://www.linkedin.com/in/harryb Show notes
Episode 134: The 2022 marketing power of the 1922 marketing tactic 06 Jun 202200:37:49
Episode 134 includes:
  • Why you should start using this 100 year old marketing tool
  • How to create 'evergreen' content for your website
  • Plus on the show this week, the benefit of being a vigilant MSP owner
Featured guest https://lenherstein.com/meet-len-2/ Thank you to Len Herstein, author of Be Vigilant!, for joining Paul to talk about what complacency is, why it's so dangerous and what MSPs can do to identify and fight it. Len has over 30 years of experience in business and brand marketing. Prior to founding his marketing and events company (ManageCamp Inc.), Len innovated, managed and grew brands for major consumer packaged goods marketers, including Campbell Soup Company, Coca-Cola, and Nabisco. Since 2015, Len has served as a reserve deputy sheriff with the Douglas County Sheriff’s Office in Colorado. Connect with Len on LinkedIn: https://www.linkedin.com/in/lenherstein Show notes
How to grade the quality of your MSP's leads 19 Aug 202400:30:06
The podcast powered by the MSP Marketing Edge

Welcome to Episode 249 of the MSP Marketing Podcast with me, Paul Green. This week…

How to grade the quality of your MSP’s leads: I encourage you to prioritise leads to focus on prospects truly worth your time. (jump to)

If I suggested you spent 80% of your time marketing your MSP, would you think I was nuts?  I believe that to grow your MSP and secure its future, you need to shift your focus from operations to marketing, making it your top priority to attract and convert new clients.  (jump to)

Pay per click CAN work for MSPs if it’s part of an overall marketing strategy: My guest this week, Corey Zieman – owner of Guaranteed PPC, explains how effective pay per click advertising can turn your MSP into a powerful client magnet in an evolving digital landscape. (jump to)

The perfect heading for your MSPs website:  Lastly, I answer a question from Greg in Melbourne, Australia. He wants advice on what headline to use on his website for maximum impact. (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 grade the quality of your MSP’s leads

When it comes to generating leads for your MSP, not all leads are created equal. It’s easy to get excited about a new prospect, but before you dive in, take a moment to assess whether they’re truly a good fit for your business. Here are three crucial criteria to grade every lead.

1. Opportunity and Urgency: A prospect’s urgency can be a game-changer. Are they locked into a contract with another MSP, or are they desperate for a solution right now? The more urgent their needs, the higher quality the lead. Always ask about their current IT situation and pressing issues – they’ll tell you if they’re ready to move.

2. Fit: Evaluate whether they’re your ideal client. This isn’t just about budget, it’s about working with businesses that align with your strengths and preferences. If you’ve learned anything from experience, it’s that compromising on this leads to regret.

3. Engagement: A prospect who actively engages with you is far more likely to become a valuable client. If you’re doing all the chasing, it’s a red flag. A genuine partnership starts with mutual interest – don’t hesitate to walk away if that’s missing.

Prioritise these factors, and you’ll focus your energy on leads that are truly worth your time.

#If I suggested you spent 80% of your time marketing your MSP, would you think I was nuts?

Many MSP owners share a common origin story: leaving an unsatisfying job to start their own business, driven by a desire for control over their work, time, and income.

In the early days, you likely faced the struggle of balancing quality with growth, hiring staff, and dealing with the inevitable drop in standards and the relentless demands on your time. As your business matured, the leads that once flowed naturally began to dry up, leaving you wondering where the next client will come from.

The solution? Transform yourself o...

Episode 133: MSPs: Overcome common sales objections 30 May 202200:39:22
Episode 133 includes:
  • How to combat most of the reasons prospects give for not buying
  • The importance of understanding your prospect's emotional motivation
  • Plus on the show this week, the MSP sales expert who thinks you can actually enjoy cold calling
Featured guest Thank you to RevOps specialist (and the creator of the Feel-Good MSP) Brian Gillette, for joining Paul to talk about how you can actually feel-good about cold calling and selling. "I work with clients ranging from solopreneurs to multi-million dollar companies, and I love my job. As a former actor, I’ve had tons of different jobs—I’ve sold TVs, burritos, houses, business loans, managed services, and plenty more. I live in Pasadena, CA with my wife Sam. When I’m not working as a consultant, I am a freelance voice actor for audiobooks, corporate training, and commercials." Connect with Brian on LinkedIn: https://www.linkedin.com/in/brian-gillette-27884b128 Show notes
Episode 132: Clever cash flow tricks for MSPs 23 May 202200:33:53
Episode 132 includes:
  • Valuable advice for keeping on top of cash flow
  • The benefit to your MSP of doing a 'ticket frenzy'
  • Plus on the show this week an industry expert joins Paul to explain why now is the time to get things done and move your MSP forward
Featured guest Thank you to Luis Giraldo, Chief Experience Officer at ScalePad and CEO of Ook Enterprises, for joining Paul to talk about why MSP should focus on growth in the second half of 2022. Luis has founded, scaled and sold various successful IT businesses since 2006. He created SaaS documentation platform Monkey Box in 2013, which was acquired by IT Glue in 2017. He has since held key executive roles with vendors such as IT Glue, Kaseya, and N-able, and is an influential leader in the global MSP space. Luis helms the Partner Success and IT organisations, and brings deep MSP experience, thought leadership, and long-term strategic focus to ScalePad. Connect with Luis on LinkedIn: https://ca.linkedin.com/in/luisgiraldo Show notes
Episode 131: MSPs: Make sure you're charging properly 16 May 202200:30:31
Episode 131 includes:
  • Why MSPs aren't charging properly - and why this is CRAZY
  • The pros and cons of making follow-up phone calls to clients after support
  • Plus there's an opportunity for extra monthly recurring revenue
Featured guest Thank you to Max Pruger, Compliance Manager at Kaseya, for joining Paul to talk about a brand new 'compliance as a service' revenue opportunity. This interview with Max was recorded back in February 2022, a few weeks before Kaseya announced the acquisition of Datto. Max has been a pioneer in the managed services industry since the late 1990s. He currently serves as SVP and GM of Compliance Manager, VulScan and MyITProcess and is responsible for Kaseya’s go to market strategy for his respective business units. Max began his MSP career at USWeb as a founding member of that company’s managed service division. He has also held the position of Senior Architect at IBM. Max holds a BS in Computer Science from American University and an MBA from the University of Maryland - Robert H. Smith School of Business. Connect with Max on LinkedIn: https://www.linkedin.com/in/maxpruger Show notes
Episode 130: Do MSPs get imposter syndrome? 09 May 202200:34:13
Episode 130 includes:
  • To hell with imposter syndrome! Here's how to become the truly confident MSP you really are
  • The importance of taking your team out for a walk
  • Plus this week, former MSP and number one LinkedIn expert Andrew Moon shares his advice on the platform
Featured guest Thank you to Andrew Moon from Orange Nomad for joining Paul to share some great LinkedIn lead generation tips. Andrew is serial entrepreneur who has launched and run several successful businesses since the age of 8! After running a successful MSP for 10 years, Andrew founded Orange Nomad to help MSPs, small businesses and entrepreneurs bridge the gap between strategy and execution. Andrew helps his clients to learn how to build a "calm company". Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrewmoonorangenomad Show notes
Episode 129: A clever SEO idea for MSPs 02 May 202200:28:41
Episode 129 includes:
  • A simple Search Engine Optimisation (SEO) technique to rank better for local searches in Google
  • The importance of NOT jumping on a new idea too quickly
  • What your clients really feel when you increase prices
Featured guest

Thank you to SEO expert Nick Rubright from New Reach Marketing for joining Paul to talk about how to improve your local Google ranking.

Nick is the founder & CEO of an SEO-focused marketing agency. Nick and his team have worked with large brands like Webex, smaller ones like Finance-able, and local ones like Willis Lawn Services to build and run scalable SEO campaigns that drive revenue.

Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-rubright-29225047/ Show notes
Episode 128: Every MSP needs this strategic referral deal 25 Apr 202200:31:42
Episode 128 includes:
  • Why you need to buddy up with a particular type of business to share referrals
  • Understand the special tool from LinkedIn that can boost your profile
  • Plus our guest is an MSP sales expert explaining how to win more business by focusing on people not technology
Featured guest

Thank you to Heather Harlos, Head of MSP and Channel Marketing at JumpCloud, for joining Paul to talk about the power of making your business more 'human'.

Heather has been helping companies optimise their business operations and go-to-market strategies for over 15 years. Before joining JumpCloud, she served in multiple global roles for Fortune 500 companies, helping them create live experiences, leverage modern digital platforms, and empower their customers to thrive. In her free time, she trains hunter/jumper horses and actually could ride before she could walk.

Connect with Heather on LinkedIn: https://www.linkedin.com/in/heatherharlos Show notes
Episode 127: SPECIAL: What marketing is working for MSPs right now 18 Apr 202200:42:40
This special episode includes:
  • Paul talks to the owner of a technology marketing agency about the areas where MSPs should focus their marketing efforts
  • In their extended conversation they also touch on how MSP business owners can adopt a growth mindset
  • Plus listen for insight into how this agency enjoyed considerable growth within their own business over a two year period
Featured guest

Thank you to Andra Hedden from Marketopia for joining Paul for an extended conversation to talk about the big MSP marketing opportunities in 2022.

Andra radiates positivity and has a love for helping others. She has a passion for the channel and loves helping others MSPs, VARs and Vendors become more successful. She knowledge and expertise of the industry, combined with her people skills, make her a true leader in the channel.

Connect with Andra on LinkedIn: https://www.linkedin.com/in/andra-hedden-baaa4636 Show notes
Episode 126: Clever: How MSPs can reuse marketing content 11 Apr 202200:32:24
Episode 126 includes how to make the absolute most of every piece of marketing content, the leadership benefit of really getting to know your team and the MSP that grew to 100 staff within 18 years
Episode 125: How to gamify your MSP's website 04 Apr 202200:31:39
Episode 125 includes how to make your website more fun to use, the MSP owner that created a tool for other MSPs and a solution to your business growth distractions
Episode 124: The power of LinkedIn Creator Mode for MSPs 28 Mar 202200:37:17
Episode 124 includes some powerful LinkedIn tools, how to sell cyber security and making the best long-term decisions
3 smart ways to recruit technicians 12 Aug 202400:27:19
The podcast powered by the MSP Marketing Edge

Welcome to episode 248 of the MSP Marketing Podcast with me, Paul Green. This week…

  • 3 smart ways to recruit techs: Recruiting top-notch technicians for your MSP can be achieved through building long-term relationships on LinkedIn, creating standout job adverts, and using bold mobile billboard advertising. (jump to)
  • Worrying kills business owners: Overcome business-related worry by adopting an action-oriented mindset, eliminating negative influences, embracing recurring revenue, systemising marketing, and maintaining work-life balance. (jump to)
  • The client retention opportunity around email deliverability: My guest, Ben Fielding, and I discuss the significant changes in email deliverability this year and the opportunities for MSPs to enhance client retention and service quality. (jump to)
  • Plus Paul’s Personal Peer group: There’s a question from Brian from Montreal, who wants to know whether he should take on an apprentice for his MSP. The answer is a resounding yes – find out why… (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

#3 smart ways to recruit techs

Recruiting top-notch technicians is a common challenge for MSPs, especially in the early stages. The quality of your technicians directly impacts the service you deliver, but finding and hiring them can be daunting. Here are three smart strategies to help you recruit the best talent:

  1. Leverage LinkedIn for long-term recruitment. Spend 10-20 minutes weekly connecting with potential technicians from local companies. Instead of outright job offers, build relationships by sending simple connection requests like, “I run a local MSP and I’m always looking to connect with great technicians in the area.” Over time, nurture these connections through casual conversations, building a network of potential hires.
  1. Stand out with creative job adverts. In a sea of similar postings, making your ad unique is crucial. An unconventional approach like reverse psychology can be effective. Craft a headline such as “You don’t want to work for us,” and list reasons someone might not want the job. This intriguing approach can attract candidates who appreciate your company’s culture and challenges.
  1. Lastly, go bold with mobile billboard advertising. Hire a truck with a giant poster targeting technicians at a big local company. A message like, “If you’re not happy working at [Company], we are hiring technicians right now,” can catch the eye of a dissatisfied employee looking for a change.

These strategies, though unconventional, can help you build a pipeline of talented technicians, ensuring your MSP continues to grow and provide top-tier service.

#Worrying kills business owners

Lying awake at night worrying about your business is a familiar scenario for many MSP owners. Whether it’s concerns about clients, cash flow, or staff, worry can be a silent killer. I know this first-hand. Back in 2005, when I ran a healthcare marketing agency, worry dominated my nights.

Every client complaint...

Episode 123: The marketing advantage of an IT dispatcher 22 Mar 202200:33:06
Episode 123 includes why ticket triage can help your marketing, the final stage of your one page marketing plan and how to use LinkedIn advertising
Episode 122: What a potential acquirer wants from your MSP 15 Mar 202200:37:22
Episode 122 includes how to prepare your MSP for sale, the importance of being a leader and the next part of your one-page marketing plan
Episode 121: Bond with a new client when you onboard them 08 Mar 202200:33:07
Episode 121 includes how to bond with clients during onboarding, the niche in your marketing plan and another Microsoft revenue stream
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