Mar 21, 2022
As usual, Nate introduces and lets us know a little more about himself, who he is, what he does, and how he helps MSPs with Marketing.
Kicking off the episode, we then go straight-talking about one of the strategies from the whole marketing toolbox. I ask Nate how he came about with this whole concept of meeting prospects and customers where they’re at. Nate says this is something that he’s learned seven years ago from his sales coach and his mentor.
It’s something that he has seen being done by a lot of their MSP clients. When a prospect comes to you for a one-off need, meeting them where they’re at is all about seeing the bigger picture. It’s about bridging the gap between that one-off need to an ongoing strategy to scale and grow.
Nate and I then tackled how it connects to the sales process that follows where you continue to nurture, build relationships, and offer value. Nate then explains how it does connect, what to do on these next steps, and why they are important. He highlights that one of the best core values for an MSP business to have is ‘Help first’.
It's not about selling, it's about positioning.
We then talk about conversation around value alignment. Nate says that for an MSP to know whether their prospect is a break-fix client or not, it’s critical to dig into two things – the island of sad (pain points) and the island of happy (goals).
Having a proper and structured qualification mechanism is the key.
Nate and I then discuss the winning formula, client retention + relationships + results, and how this becomes a great thing for both parties. Get a head start on the first two factors before ever start working on a client. Nate thinks that a great way to win a customer and show results is to reduce the time of value as soon as possible. He then explains why.
Wrapping up the episode, we then talk about relationships. Nate and I agree that building better relationships is what helps build a better business. And it all starts with one simple question rather than giving them a strict call to action. Just ask, “How can we help?”
I hope you enjoyed this episode. It is a fresh perspective about a simple thing that you can do in your IT & MSP business that will help you meet your prospects and customers where they’re at, but there’s more to it than that.
You can connect with Nate Freedman in his LinkedIn by clicking here – https://www.linkedin.com/in/natefreedman/
Check out Nate’s website here – https://www.techpromarketing.com/
At IT Experts, we have years of experience helping IT & MSP businesses of all sizes to leverage their talents and take back control so they can scale confidently.
To connect with us and find out how we can possibly help, simply book an intro call straight into my diary here:- http://bit.ly/ite-introcall
Alternatively, you can drop me an email at info@innovatetosuccess.com
Until next time, you look after yourself and I’ll catch up with you soon!