Persuasion Drivers #12 : Energy and Momentum Transfer

In this episode, we explore Energy and Momentum Transfer, the idea that clients don’t just assess an MSP’s technical capability, they also absorb its confidence, calm, and sense of direction. Drawing on research into emotional contagion and leadership, the episode explains why people often mirror the emotional state of those advising them. For MSPs working in uncertain, high-stakes situations like cybersecurity incidents, migrations, or major IT decisions, this means confidence and clarity can build trust even before any technical work begins.We also look at why momentum matters just as much as energy. Many opportunities stall not because prospects say no, but because progress slows and urgency fades. This episode shows how calm conviction, structured next steps, and steady progress help clients feel reassured and keep decisions moving forward. The key takeaway is simple but powerful: when genuine confidence is rooted in real competence, MSPs don’t just deliver solutions, they create reassurance, build trust, and turn momentum into a lasting competitive advantage.Mike Knight MBA FCIM  Director, MKLINK Ltd