What to know how to win more business in such difficult times as these?
Of course, you do - however, there are some hard facts and realities you need to consider.
In this post, I'll be outlining the exact process you can use to win more business for your MSP.
I'll also let you in on a little secret (point 4) that will allow you to beat out your competitors every time you come up against them when quoting IT services.
Point 1: Dream & Vision
Who do you actually want to do business with and attract with your marketing efforts? That's a big question that you have to answer before you plan to grow.
The easiest way to form this list of ideal customers is to look at your existing client base and pick the top 20%. Look at them closely and ask the question - what type of business are they, what's their culture and what size are they.
Armed with these ideal customer profiles, you can then use tools like LinkedIn sales navigator to find similar businesses locally to add to your prospect list.
Point 2: Qualification
The next steps are to qualify these prospects. Once you've listed out 150-250 prospects (not an easy task but something we help with) it's time to ask 3 questions to qualify them:
1) How many users (endpoints do they have to support?)
2) When is their current MSP contract up?
3) Who is the IT buying decision-maker.
How do you ask these questions? Pick up the phone.
Point 3: The IT Rockstar AKA God Mode
Omnipresence - "being everywhere" that's what you want your marketing to do for your business. A multitouch point process that you can apply to this qualified prospect list.
Appearing everywhere can be done using offline and online marketing - we show you how and provide the marketing material as part of our membership at IT Rockstars.
Point 4: Connection
The "connection" is your secret weapon in a world of social distancing. Simply put it's marketing your business using video and posting out one or two videos per week to places like LinkedIn where your prospects will be able to see and hear you, even before you've met.
The process of video marketing allows you not only to educate your prospects on your technology solutions but also allow then to get an idea of the type of person you are. This is powerful.
Point 5: Conversation
Point 5 is a hard fact of life. No matter how good your marketing is, you'll need to pick up the phone. IT services are an afterthought and seen as a business expense. If you want to move your prospects into a position of potentially doing business with you, then a conversation is required.
The only way you are going to achieve this is by calling them multiple times.
Do not despair - if you have followed along with points 1-4, they will know who you are and how you can help them. When you speak, you won't be perceived as some pushy salesman. Instead, they'll be in a position of wanting to know that little bit more about you and how you might be able to help them in their business.
If you want to learn more and grow your IT business with this plan, become a member of IT Rockstars today.
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Bear Attack SEO for Managed Service Providers
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Video Marketing for MSPs
This book has been written for IT business owners. It outlines the practical steps to marketing your business using video - we dive deep into how to make your videos fresh, effective and engage your audience. Become the local technology authority using the strategy and tactics outlined in this book.