Episode 240: MSPs: How to reach hot prospects other MSPs can't

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 suggest that instead of cold calling, you could approach hot prospects by offering to interview them, creating an easier, more engaging conversation that can lead to valuable business opportunities.  (jump to) I also explain how identifying website visitors allows you to target marketing efforts more effectively and maximise every lead’s potential.  (jump to) My guest this week, Kyle Mealy, helped an MSP achieve a 500% increase in sales efficiency with significantly reduced expenses by focusing on streamlined systems, customer-centric messaging, and optimised resource allocation. (jump to) Lastly, I tackle a question from Mark in Dallas, who wants to know if SEO (search engine optimisation) is worthwhile for his MSP.  (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. READ FULL TRANSCRIPT How to reach hot prospects other MSPs can’t Are you struggling to reach your hot prospects? Stop trying as an MSP salesperson and use this technique instead. Back in 2005 when I started my first business, I was cold calling and quickly discovered something disheartening… no one wanted to take my call. Is this your experience with outbound calls? The constant stream of “no” was nightmarish. Just months earlier, as a radio presenter, people were eager to hear from me. What changed? The context. As a radio presenter, calling people was exciting – they welcomed my calls because I could help them. But as a business owner looking for clients, the reception was cold. This led to a genius idea for reaching dream prospects, which several members of my MSP Marketing Edge program have successfully implemented. Instead of approaching as a salesperson, ask if you can interview them. This makes the conversation easier. Gatekeepers are less suspicious, decision-makers more willing, and you get quality time talking to your dream prospect about their favourite subject – themselves and their business. You might wonder, “What am I interviewing them for?” Today, anyone can create content. You could interview them for a LinkedIn newsletter, a blog, a podcast, or a YouTube channel about local business leaders. The audience size doesn’t matter, the showbiz of being interviewed is often exciting enough. The goal isn’t a great interview but spending quality time with a hot prospect. Afterward, they might say, “That was fun. Let’s talk about our technology needs,” opening the door to engagement. Pretty clever, right? Are you going to try this in your MSP? Watch on YouTube  How to know the names of prospects visiting your website If you knew who was visiting your website, you could target marketing efforts more effectively, right? Many services promise to identify site visitors, but my experience over the years has been underwhelming… until recently. About a decade ago