Would you ever consider hitting the road every day to visit 7 leads, who weren't expecting you? This MSP is doing exactly that
I work very closely with 20 MSP owners who are part of my MSP Marketing Edge programme. We jump on a Zoom every other week to discuss growing their Monthly Recurring Revenue (MRR).
And one of them told me something TOTALLY SHOCKING this week...
You see, the simple but unbeatable 3 step marketing strategy I lay out for all MSPs is:
So you build up multiple audiences of people to listen to you (typically LinkedIn, your email database and your snail mail database).
Then you build a relationship with them through regular content marketing (daily post on LinkedIn, weekly send an email, and monthly mail a printed newsletter).
And finally you commercialize the relationship by phoning your audiences. These are not sales calls, they are relationship building calls. You get someone else to do this on your behalf (back to work Moms are great for this) and the outcome they're working towards is booking the prospect a 15 min Zoom with you. And then you do the hard work.
But the MSP I'm working with totally shocked me with his version of this strategy...
Instead of doing the third step (which IS the hardest one to do), every day he drives out to local businesses and cold calls them. Like, he literally goes in and introduces himself to the receptionist and asks to speak to the decision maker.
😱
But you know what... it's working for him. He's certainly more motivated to do it than pick up the phone.
He's targeting himself on visiting 7 businesses a day, which is taking a couple of hours. This time will increase as he has to travel further afield.
He's ingratiating himself to the receptionist and is speaking to a surprising number of decision makers. He takes printed materials, such as the IT Services Buyers Guide and monthly printed newsletters provided by the MSP Marketing Edge to leave behind.
And so far he has generated a couple of hot prospects that he's having further conversations with.
My thoughts on this...? It's VERY cool. If an activity generates leads and warms up prospects AND you enjoy doing it... then keep doing it 😃
The real beauty of this is that he's the only MSP in his area doing this. Everyone else is scared to. Never be afraid to do marketing activities that other MSPs don't... it can be a great way to stand out.
What marketing activities do you do in your MSP that few others do?
