The podcast powered by the MSP Marketing Edge
Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.
In this episode I advise where to focus your MSP’s social media efforts to make the biggest impact. LinkedIn and Facebook will help you reach key decision-makers, while platforms like Instagram and Twitter may only be useful if you’re targeting a niche. (jump to)
I also explain why MSPs should focus on strategic, long-term hiring, and seek short-term solutions for immediate needs. This helps to ensure sustained growth and efficiency. (jump to)
I’m joined by Michael Crean, Senior Vice President of Managed Security Services at SonicWall. We discuss how MSPs can authentically sell more cyber security by educating clients with relatable analogies, emphasising proactive measures, and fostering a partnership focused on long-term protection. (jump to)
Lastly, I answer a question from Graham, an MSP owner in Canada, who wants to know the best website contact option for optimal client engagement. (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.
Which are the best social platforms for MSPs?
Should your MSP have a presence on TikTok, Instagram, Threads, Twitter (X), and other social platforms? My advice is simple: for most, it’s a big fat no. Stay focused on LinkedIn instead.
Why LinkedIn? It’s where you’ll find business owners and managers – the decision-makers you want to reach. LinkedIn should be your MSP’s primary social media platform. Use your personal profile rather than a business page, aim for at least ten new connection requests daily, post content daily, and engage with others’ posts. And don’t forget your weekly LinkedIn newsletter.
Facebook is a good secondary platform, especially for reaching decision-makers during their downtime and for remarketing ads. Use a personal profile and keep your content more personal than business-focused.
Instagram is useful if you’re targeting consumer-focused businesses like retail or hospitality, as the decision-makers are likely using this platform for their marketing. Other platforms like Twitter (X), TikTok, Threads, Reddit, Discord, Pinterest, and Tumblr have limited value for MSPs, unless you’re targeting a specific niche that uses them heavily.
In essence, don’t spread yourself too thin. Focus your efforts where it counts: LinkedIn and maybe Facebook. Have questions or think I missed something? Drop me an email!
Why you can’t fly with average staff
One of the biggest challenges for MSPs is finding and retaining the right staff. Hiring the wrong people can significantly limit your business’s growth. It’s essential to focus on finding and keeping the right people to build a thriving business.
Many MSPs make the mistake of hiring quickly to solve immediate problems, only to face long-term issues. You might feel the pressure to fill a position fast, but hasty hiring often leads to bringing on average or subpar team members. This approach limits your business’s potential and adds to your workload.
Instead, slow down your hiring process. Use short-term solutions like freelancers or contractors for immediate needs, allowing you to focus on strategic, long-term hires. This method ensures you hire A-team players who align with your long-term goals and can drive your business forward.
Strategic hiring requires thinking ahead. Consider where you want your business to be in a few years and hire based on those future needs. This approach not only frees up your time but also leads to a more efficient, profitable, and client-satisfying business.
How to make more money selling security in the most authentic way
MSPs often fear coming across as salesy when offering cyber security services. The challenge is to be seen as a genuine expert rather than just another salesperson. While we understand the critical need for top-tier cyber security, most business owners and managers do not.
My guest today, Michael Crean, shares how to authentically sell more cyber security without resorting to fear, uncertainty, and doubt. He emphasises the importance of educating clients using relatable analogies, like comparing cyber security to proactive safety measures in cars.
Michael suggests viewing cyber security as insurance – not just a purchase, but an essential investment for when things go wrong. The key is to make clients active participants in their own security, much like a doctor advises a patient to take steps for better health.
Michael advises against letting clients opt out of essential security measures. Instead, inspire confidence and trust by demonstrating commitment to their safety. Ultimately, it’s about creating a partnership where both parties work together towards a secure, thriving business environment. By focusing on long-term security and continuous education, MSPs can effectively protect their clients and grow their business authentically.
FEATURED GUEST:
Michael Crean is Senior Vice President Managed Security Services at SonicWall.
As a results-driven technology leader with a successful background in Networking, infrastructure architecture, design, technical support and cyber resilience, Michael specialises in the development of innovative solutions and services through deep technical understanding and customer empathy.
Michael focuses on building strong relationships to drive success across an organisation and deliver business results for all stakeholders.
Connect with Michael on LinkedIn
Optimising your MSP website contact options
Got a question about your MSP’s marketing? Submit one here for Paul’s Personal Peer Group.
Graham, an MSP owner in Canada, has posed a vital question: should you use a contact form or provide an email address on your website?
Both options have their drawbacks. Contact forms can leave potential clients wondering if their message was received, while emails can also cause uncertainty about response times.
In 2024, while some clients will call for urgent issues, many prefer other methods like live chat or video calls. The best approach is to offer multiple contact options. Ensure your website includes a contact form, email address, and phone number prominently displayed.
The top recommendation is to integrate a live calendar on your site. This allows potential clients to book an appointment at their convenience, ensuring they know when you’re available. Offering various contact methods ensures clients can choose the one that suits them best, improving their experience and increasing your chances of securing their business.
