Happy customers are great lead generators

Posted by Marie Rourke on Jun 1, 2016 11:21:04 AM

As a successful MSP, you look to your peers for validation of a vendor, specific technology, or a new service model. Your customers do the same, and when they’re happy, business is good—and your marketing should be even better!

There are a number of best practices for integrating happy customers into your marketing program and using their voices and experience to more effectively market and sell your services. Here are a handful of our clients’ top picks:

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Topics: Lead Generation

How to do event marketing right - instead of trying to trap customers

Posted by Robin Robins on Feb 23, 2016 1:58:55 PM

“Keep your eyes wide open before marriage, half shut afterwards.”   —Benjamin Franklin

On CNN recently: Women selling their positive home pregnancy tests to other women on Craigslist for the purpose of trapping their boyfriends into marriage, most popular around military bases. Now, there’s a good way to start a long life of suffering! Another news report from the New York Times: Companies are now selling social media “support” services where you can pay to have them bolster your Twitter followers and Facebook friends. The reporter shared how $5 brought him 4,000 new “friends.” Had he splurged for $3,700, he could have had a million on his Instagram photo account.

This isn’t new. I know of many marketing “gurus” who have paid someone in India to fluff up their social media followers, jamming these channels with a whole lot of people that they don’t want, in an attempt to look popular. In my opinion, it’s a bad idea. But how many of YOU use the same type of lame tactics and metrics to trap new customers?

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Topics: Lead Generation

4 Simple ways for MSPs to improve their cold-calling skills

Posted by Anne Campbell on Dec 16, 2015 11:47:16 AM

Cold calling gets a bad rap sometimes, and I think it’s mostly because it forces MSPs to go outside their comfort zone. After all, it’s a different skill set, and it takes patience to see results. Making excuses is much easier

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Topics: Lead Generation

Free stuff you can do with a free hour to grow your MSP business

Posted by Carrie Simpson on Oct 28, 2015 9:30:00 AM

Have you somehow magically ended up with an hour on your hands that you don’t know what to do with? That doesn’t happen to me very often, but sometimes a meeting gets cancelled or a flight gets delayed and you have an hour —or maybe even two hours —that you now have earmarked for nothing. You’re reading this, so you must have at least a little free time on your hands today.

If you are wondering whether you should spend that newly found free time drinking coffee at Starbucks or chatting on Facebook or just catching up on email … stop right there! I’m going to help you turn that spare hour into more MRR. Here are five things you can do with your spare hour to grow your managed services business:

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Topics: Lead Generation

3 Keys for supercharging your MSP lead generation results

Posted by Gary Pica on Oct 14, 2015 3:02:21 PM

Lead generation is an area that many MSPs struggle in. You need a repeatable process for building a lead generation engine that will drive your company’s sales and profits. When I speak about this topic at live events, I always begin by asking the audience a basic question.

“How many people would consider adding new recurring revenue as their top goal?” Every hand in the audience fires into the air.

I then qualify this question with a follow-up. “How many people can consistently add at least $2,000 or $3,000 in new monthly recurring revenue each month?” Very few hands are raised. How can an entire group of people agree that something is their top goal, yet hardly anyone is achieving it on a consistent basis?

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Topics: Lead Generation

How to ask for referrals for your managed services business

Posted by Carrie Simpson on Sep 23, 2015 7:30:00 AM

Most of our clients come to us when their well of word-of-mouth referrals has dried up. That’s a reactive approach to business development. As a managed services provider, you need a consistent flow of new leads to build a strong sales pipeline. Think about what you’re telling your prospects every day: Proactive support activities are necessary to maintain a healthy network. In the same way, proactive business development is a mandatory part of a healthy sales-focused organization.

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Topics: Lead Generation

How to buy a good prospecting list as an MSP — and what it should cost

Posted by Carrie Simpson on Aug 19, 2015 9:30:00 AM

One of the questions we are asked most often here at Managed Sales Pros is, "Where can I buy a GOOD prospecting list at a reasonable price?"

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Topics: Lead Generation

Hot tips for effective cold calling during slow summer months

Posted by Carrie Simpson on Jul 22, 2015 7:00:00 AM

Cold calling is a numbers game. It gets a whole lot harder in the summer months for a few reasons — one of them is plain old prospect unavailability. You can’t control the fact that all of your prospects are golfing and going to the lake, but here are some things that you CAN control to keep your pipeline full of hot leads this summer.

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Topics: MSP Marketing, Sales Process, Lead Generation

Why MSPs need to combine inbound and outbound marketing to get results

Posted by Terry Hedden on Jul 20, 2015 11:30:00 AM

One of the trickiest aspects of running a managed IT services business is effectively combining inbound and outbound marketing strategies for maximum results. To neglect either inbound or outbound marketing in favor of the other is a costly mistake. By pairing the two, you can quickly multiply your results.

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Topics: MSP Marketing, Lead Generation

3 reasons a hot lead goes cold (and how to keep it from happening)

Posted by Carrie Simpson on Jul 15, 2015 6:30:00 AM

You had a great first call. It led to a great first meeting, and you’ve written the best managed services proposal ever. You’re ready to present it, but when you call your prospect to arrange a time, they aren’t responding. Not the first, second, or even third time that you call. Nothing. Crickets. Politely worded emails aren’t getting you anywhere either.

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Topics: Sales Process, Lead Generation

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