It’s not easy… acquiring new MSPs clients. You have a million and one things to do from handling customer issues to crafting new offers. Coming up with and testing strategies to bring in new clients seems like an impossible task with your time constraints.
You see people getting incredible results from digital marketing, but you just don’t have the time to learn all of thie stuff on your own. You need someone who has a proven system. A digital sales process that consistently attracts new customers who have a need for your services.
The type of clients who value what you do – not demanding ones who question everything and pay pittance for your services. In this “Digital Marketing For MSPs” guide, I will share with you 5 actionable tips that you can start implementing this week to attract new customers.
TIP #1 – Prospecting… Fanatically!
Prospecting is an excellent way to open new sales conversations and fill the pipeline with quality leads.
From personal experience working with IT service providers, some of the most impressive companies from an annual growth perspective, dedicated at least a few hours every week prospecting for new accounts.
Consistency is king with prospecting. Those who dedicate their time and energy every single week to go through the often cumbersome process of prospecting are the ones who reap the rewards in terms of a full pipeline of quality leads who are in need of your services.
The problem that most MSPs and IT service providers face is that they do not prospect consistently week after week. It takes time to fill a pipeline.
If you haven’t read it, I’d advise you to take a look at the book “Fanatical Prospecting” by Jeb Blount. He really drives home the importance of prospecting to open sales conversations and fill the pipeline with good quality leads.
And to share a personal favorite quote of mine that really resonated –
“The brutal fact is the number one reason for failure in sales is an empty pipe, and, the root cause of an empty pipeline is the failure to prospect.” – Jeb Blount, Fanatical Prospecting
TIP #2 – Building You Email List
It might sound trivial, but an email list with people you have already done business or potential customers who have given you their consent to receive your marketing messages is a powerful asset.
“Email/Email campaigns and educational content are the top two ways technology content marketers nurture their audience” – Technology Content Marketing 2019: Benchmarks, Budgets, and Trends report
To truly understand the power of your email list, look at it like traffic that you own. You see, you can generate instant traffic with your email list, through sending an email broadcast to this list about a new offer or content.
The same cannot be said for third-party platforms like Google or Facebook. On these platforms, you have to spend time and energy to rank on the first page through tireless SEO efforts or through paid advertising.
So if you not actively build your email list – start today! Leverage email marketing automation software to plan a sequence of value-adding emails to send potential customers that builds authority (through quality content), trust by being consistent and reliable and likability by demonstrating gratitude, generosity and honesty.
Give away useful resources without an “ask” and build reciprocity…
If there comes a time when their current IT service provider isn’t living up to their expectations or they are in need of additional support for a new project, your follow-up will put you back on the radar and one step closer to a secured contract.
TIP #3 – LinkedIn Direct Outreach
The LinkedIn platform is an exceptional way for B2B IT service providers to find and strike-up conversations with people who have a need for their specialist technology services.
With over 575+ million users (LinkedIn 2019 Statistics), of which 260 million are active users, there is an unprecedented opportunity for you and your company to generate new business by leveraging the platform correctly.
LinkedIn allows you to gain direct access to your ideal customer – whether it be the Owner of an SMB or the Head of IT within a large blue-chip.
If used correctly, it can provide you with a continuous stream of high-quality leads without spending money on advertising or other forms of marketing.
As LinkedIn continues to evolve the platform and make it more-and-more engaging, that only means one thing… your customers are spending more-and-more of their time on LinkedIn, giving you an excellent opportunity to connect, engage and setup highly qualified sales appointments with them.
The market and your competitors have not caught on or understand how to leverage the platform to full effect.
Not only that, they are not aware of all of the sophisticated automation tools and CRM systems for LinkedIn that make the process of finding and engaging key decision makers almost automatic.
If you haven’t already, grab a free copy of “The LinkedIn Guide For IT Service Providers: How to Leverage the Power of LinkedIn to Generate Inbound Leads and Acquire New Clients for your IT Services Company.”
This guide includes: – A proven 5-step process, specifically to help B2B IT service providers and consultancies, start generating more inbound leads and customers who have a need for their specialist IT services. – A 7 item checklist that will allow you to develop a high-converting LinkedIn profile and enable you stand-out from the competition.
TIP #4 – A Referral Strategy
Let’s face it, the best referral strategy is the one where you deliver exceptional results for clients and they singing your praises referring you to others in their network. So the real strategy here isn’t some marketing ‘hack’ to help you to generate new customers from existing ones but instead, to be an honest professional and deliver outstanding work to your clients.
In this modern age of slick social marketing, in the end all that matters is what you do and not what to proclaim you do. Let you work speak and then people will shout your name from the rooftops to everyone they know. That’s the best referral strategy you can have.
TIP #5 – SEO & Keyword Ranking
SEO can serve to be an excellent, consistent way to generate inbound leads, especially if you are targeting the local business community like many small to medium-sized MSPs and IT consultancies do.
With some good keyword research and a sound content marketing plan you could start ranking better for specific keywords that your potential customers are searching for and consequently, begin to attract new inbound leads and clients.
With some clever lead-magnets embedded on your website, this would also help you to build your email list – an essential asset for any small business.
My name is Kieran Moloney and I help small to medium sized IT service providers, MSPs and IT consultancies acquire clients through proven sales and lead generation strategies. If you are struggling to get new customers and need someone with a proven digital sales process then fill out the free evaluation to see if I can help.