Episode 119: What clients really buy from MSPs

In this week’s episode What do clients actually buy from you? Because it’s not “technology” or “solutions”. This week Paul explains that figuring out what business owners are actually buying, and understanding their true motivations, will make your sales so much easier Also on the show this week, if you haven’t yet got a one-page marketing plan, Paul is going to help you create one over the next few weeks, starting with today’s episode Plus listen for a lead generation expert’s advice on how to best combine LinkedIn and phone calls. And there’s a great book recommendation for the hungry entrepreneur Featured guest Thank you to John Montgomery from Hot Prospects, talking about how to generate more leads for your MSP. John is the Founder of Hot Prospects, an MSP lead generation specialist based in the City of London. John has worked for several leading MSPs and launched Hot Prospects to help MSPs grow. Calling on over 20 years new business experience in the MSP world, John works exclusively with MSPs, and provides quality, qualified new business appointments with right fit companies at the right time. Connect with John on LinkedIn. Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert Register for a free copy of Paul’s book Thank you to Stephen Rosenthal from Managed Services Platform for recommending the book BE 2.0 by Jim Collins In next week’s episode on March 1st, Paul will be joined by Miles Walker from Graphus, talking about how to sell more phishing protection to your clients Got a question from the show? Email Paul directly: [email protected] Episode transcription Voiceover: Fresh every Tuesday for MSPs around the world, this is Paul Green’s MSP Marketing podcast. Paul Green: Hey, you know what day it is today? It’s Twos-day. I don’t mean Tuesday, I don’t it’s Twos-day, it’s 22/2/22. Yeah, that impressed me more than it impressed anyone I think. Here’s what we’ve got coming up on this week’s podcast. John Montgomery: I use LinkedIn to great effect actually, by call activity, that data’s cleansed, you end up with a really keen list of target customers. Paul Green: That’s John Montgomery. He’s an MSP lead generation expert, and I caught up with him at a CompTIA event back in autumn of last year. Later on in the show he’s going to tell you how you can get more leads for your MSP. We’re also going to be talking today about a one page marketing plan. In fact I’m going to kick off a short series that’s going to run for the next couple of episodes of the podcast. We’re going to talk about all the different elements that you need in your plan, and I’m going to help you to pull it together, a simple one page document so you know exactly...