Note: Forget about all these other MSP sales and marketing coaches and consultants. Listen to your peers and how they are successful and reverse engineer their success.
Earl Foote Shares How His MSP Gets 40 Leads PER WEEK
Have you ever heard the saying, “throw spaghetti against the wall and see what sticks?” The process of lead generation seems to feel like that – you throw out your lead generation strategies and hope they will stick. Are you struggling to generate leads? Well, you are not alone, but the good news is that there are ways to help you get more leads on your MSP website.
Even the best MSPs who are attracting a high number of leads per week weren’t always lead-generating machines. You must develop and present an effective strategy to keep your MSP business and brand front and center.
So, how did one Salt Lake City MSP leverage its resources to generate 40 leads per week? Here are a few tips that will help MSPs can use to increase high-quality lead capture on your MSP site.
It Starts with Strategy
Every MSP business must have a lead generation strategy to generate the leads they need for their business. The best lead generation strategies combine the strengths of multiple channels. A content marketing strategy should be put in place so that you can grow your MSP business’s target audience by creating and distributing content that engages and educates. Why do you need a content marketing strategy? You need to have one so your marketing efforts will be more effective and more efficient. You can’t ignore the benefits of a content marketing strategy. So, what can you do to create a strategy that will work?
Set your goals
Know your target audience
Make sure you create content that will reach people
Understand the search intent
Create high-quality content
Optimize your content for both SEO and conversions
Distribute your content through your preferred channels
Optimize your old content for new conversions
If you’ve been trying to find your way around lead generation for a while, you know that patience is a virtue. If you stick to it, you will eventually learn from your mistakes. Over time, you will gain the skills and the knowledge to succeed. However, as with anything marketing-related, there’s no magic wand that you can use to make you a pro overnight.
Lead generation is a marathon, not a sprint. MSPs want results quickly, and there is often pressure to bring home the bacon. You feel people will judge your MSP business by the revenue and the profit that it generates. You have a business to run and need to evaluate the viability of your marketing approaches. Your financial resources dictate the investment you can make in lead generation and the path you will take to market your managed services. However, seeing success, such as gaining 40 leads per week, can take many months. While it’s possible to get lucky, it doesn’t happen too often.
Remember, that lead generation success doesn’t always happen overnight. Generating a positive ROI can often take 12-24 months. In many cases, especially for B2B companies, lead generation can take more than a year to deliver its value. Remember that lead generation and buying cycles are more of a marathon than a sprint.
Is your MSP business model anchored on unique solutions for your clients? If not, you might need to make some adjustments. You must learn how to differentiate yourself from competitors and get attention.
How do you stand out from competitors and get more leads?
How can you find a marketing hook that will attract the attention of prospective clients?
How can you find the right leads?
How can you find high-quality prospects?
The most successful MSPs have learned how to differentiate and innovate to become their clients’ long-term partners instead of a break-fix solution. These MSPs are now able to predict the needs of their clients before their clients have a chance to go into panic mode.
Find your niche. You can build your area of specialization in a variety of ways.
Partner with trusted vendors so that you can increase your service offerings. Your clients will be happy to have a one-stop solution provider, and you will be happy to see an increase in sales.
Make sure your target audience knows what makes you suited to serve their needs.
Indirect sales are the sale of your services by a third-party, such as a partner, rather than from a member of your team.
Indirect sales channels have turned small MSPs into major players in the industry. Share your content on channels where you can show your know-how and professionalism. You must find a clear channel sharing your advice, tactics, and techniques where your target audience spends time online, but, avoid being overly promotional. Client case studies provide potential clients with insight into how another company benefited from your managed services.
Mine Your Business for Content
MSPs should take time to highlight the ways their tools help other businesses shine. By sharing your existing clients’ stories, you can build major trust through your content. You can also solidify your place as one of the top providers of managed IT services in the industry. When you share client testimonials, ideas, and projects, you encourage others to follow your lead.
When it comes to marketing your MSP business, it’s no secret that content matters. Whether you’re managing a small MSP business or a leading business, sharing content with your target audience allows you not only to demonstrate your expertise in the industry but also to answer their questions. Even if you don’t consider your website content to be an example of thought leadership, you can still educate your target audience and build trust as they become clients.
There are no hard and fast rules for lead generation. Don’t take yourself too seriously. Be patient. Don’t overdo it. Think outside the box. Don’t be afraid. You need to do everything you can to differentiate your MSP business in today’s crowded industry.
You can even create a checklist that will help you determine if you’re doing enough to make your MSP business stand out from the competition. Contact Ulistic today and find out what you can start doing to differentiate your MSP business and generate more leads and clients.
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Stuart Crawford serves as Creative Director and CEO with Sebring, FL Ulistic, a specialty MSP Marketing firm focused on information technology marketing and business development. He brings a wealth of knowledge and experience pertaining to how technology business owners and IT firms can use marketing as a vehicle to obtain success.
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