Jul 21, 2023
Marketing is often described as the ‘holy grail’ of being able to scale your MSP effectively. Deep down you know you need a Sales & Marketing engine in your business, one that will provide a steady flow of leads so that the business can grow consistently...but you’ve tried several different tactics, and nothing seems to work. If this sounds familiar, you’ll want to give this episode a listen!
We kick off by discussing the shift in customer behaviour, brought about by our digital-first world. Stuart highlights the importance of consistent touchpoints with potential clients, explaining that it now takes up to 37 points of contact for a prospect to feel comfortable making a purchasing decision, up from 6 or 7 in the pre-internet era.
We also discuss the complexity of selling technology services due to the lengthy sales cycle, acknowledging that the lag between initial interest and purchase readiness, can extend from weeks to years. The key to keeping potential customers interested during this period is through a consistent nurture strategy. Stuart emphasises the importance of guiding potential customers through the sales funnel, from initial awareness to active consideration, which requires relevant and engaging content.
Creating this compelling content, we understand, can be challenging. Your messaging needs to align with the pain point your ideal customer has,and give them a reason to believe that your business can solve their problems. Your business only becomes relevant when potential customers are convinced that you can help them. Therefore, the content should focus less on what your products and services are and more on the problems they can solve or the solutions they enable.
To wrap up, Stuart and I talk about measuring performance and understanding what good and bad results look like, summing up that you need to know your audience, understand their problems, package your services accordingly, and measure your success based on these factors.
As a special resource for our listeners, we're offering the New Business Advantage Blueprint. This tool guides you through the steps needed to create a simple but effective funnel that will generate the right leads for your business.
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Until next time, look after yourself and I’ll catch up with you soon!