Webinars are insanely powerful ways for MSPs to engage with prospects. But what if you're scared of presenting them?
One of the MSPs I work closely with has made the smart decision to aggressively pursue a vertical (in their case, lawyers).
They've changed their website and social media to be more relevant to the owners of law practices in their city. They've built up a database. They're sending emails, LinkedIn messages and direct mail. They have someone making follow-up phone calls.
This is great! All the correct things to get the right message in front of the right person, at the right time (as people only buy when they are ready to buy).
This week I suggested they start to put on regular webinars about cyber security for lawyers. And that's when we hit a wall.
The owner - who would present these webinars - is reluctant to do them.
Why?
Because of one word.
FEAR
Or, put another way...
What if...
- No-one turns up...
- They're bored by my content...
- They ask a question I can't answer...
- I make a mistake and every lawyer in my city laughs at me forever and ever
- etc etc etc
The reality is here that none of these things will happen. And if they do, no-one will really remember or care.
Just this week the UK prime minister in a massive live televised speech called for the return of the sausages from Gaza... before correcting himself to say "hostages".
Of course everyone in the entire world laughed at him for 30 seconds. And then forgot about it. Because... It. Doesn't. Matter.
But I do understand where my client's mental block is coming from. Fear is a horrible emotion, and it can push otherwise highly competent people into inaction.
The reality is...
- If you've been an MSP for three years or more, you know more about cyber security than any ordinary person like a lawyer or business owner
- Meaning there's almost no question they could ask you that you couldn't handle
- And they'll turn up and be engaged so long as the content seems relevant to them
- And the only way to get better at presenting is to... present webinars!
So you should just do the cyber security webinar.
Because - big picture - it's an insane way to show you are THE local technology expert, while engaging with hot prospects.
Never forget that FEAR is an acronym...
