MSPs: Set up your phone person for success

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Welcome to Episode 279 of the MSP Marketing Podcast with me, Paul Green. This week…

• MSPs: Set up your phone person for success: Phoning leads and prospects to find out if they’re almost ready to switch from their incumbent MSP is the golden nugget opportunity. Here’s how to get the most from your phone person.
• How the Compound Effect helps MSPs do better marketing: If you want to have great marketing that delivers one new client a month, then you need to make some sacrifices and have LOTS of discipline.
• Why MSPs must build a personal brand on LinkedIn: My special guest explains how to build a personal brand on LinkedIn. He can help you to get over your fears and show you why your leads and prospects will see you and your MSP differently.
• Paul’s Personal Peer Group: Do you capture success stories from clients that your MSP has really helped? Find out the best format for doing so in this episode.

MSPs: Set up your phone person for success

This is the hardest role to recruit for in your MSP, but when you get it right, it can lead to an explosion in sales. Now you thought it was hard finding a decent level three technician or a service desk manager. Well, no, this role is even harder. And even though thousands of people can do it, you wouldn’t want to hire the vast majority of them.

Let me tell you what this role is, why it’s so important in your MSP and how to find the perfect person for you, someone who’s going to help you win new clients and grow your profit.

Now, this might be controversial to some, but I believe that every MSP should have an in-house person making outbound phone calls. Phoning leads and prospects and trying to find the golden nugget opportunity. That’s when an ordinary business owner or manager is kind of almost ready to switch from their incumbent MSP, and it’s the best time to start talking to someone.

Having a phone person, well, they can find them purely through doing the hard work and that’s doing something that you personally would never want to do, which is of course, picking up the phone repeatedly day after day after day, just calling these people. And these aren’t sales calls, by the way, this is not some kind of Wolf of Wall Street boiler room.

These are relationship building calls, to find out who is nearly ready, willing, and able to have a conversation about switching MSPs.

And then book in a 15 minute video discovery call with whoever does the selling in your business, which of course might be you or you might have a salesperson. And then you or the salesperson does the heavy lifting of booking the actual face-to-face sales appointment and of course closing the client. I know that you can do that. If I can get you in front of the right people, you can do that, right? Well, this is one of the best ways to get those 15 minute zooms. As I said, it’s an in-house person role rather than using a telemarketing agency. And there are some telemarketing agencies out there, some great ones out there, but there are also many rotten ones. And I always like to take a long-term view with any kind of marketing infrastructure that you’re putting in place. So honestly, I do believe you’ll be better off hiring someone to work within your MSP doing this. They may actually be based at home, but they’re just doing it for you. They’re not doing it for anyone else.

A back to work mom is great for this. You are looking for someone who has had a career break but who was previously in a professiona