Paul Green's MSP Marketing Podcast

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 encourage you to assess your prospects to ensure they are the right fit for your MSP. Assess their value appreciation, willingness to follow advice and pay fairly, dependence on technology, and timely payment habits. (jump to) I also explain why effectively converting leads into loyal clients requires persistent follow-up, strategic long-term engagement, and thoughtful touches. Follow up until they buy, die, or say bye-bye. (jump to) I’m joined by Damien Harrison, Director of Operations at Bondgate IT. We discuss how hiring an operations director and prioritising relationship-building over immediate sales can significantly elevate your MSP’s growth and client satisfaction. (jump to) Lastly, I answer a question from Alex who runs an MSP in Georgia. He wants to know how to maintain client trust and growth when outsourcing his MSP’s help desk overseas. (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 You sure that prospect’s a great fit for your MSP? Turning a lead into a prospect is exciting, but how do you know if they’re truly a great fit for your MSP? Here are five ways to measure their potential: Value Appreciation: top prospects understand the value of your services. They see you as an investment in their business, not just a fixer of problems. They know you’re essential for their growth. Willingness to Follow Advice: good clients follow your strategic advice. If they see your value, they’ll be more inclined to trust and implement your recommendations. Willingness to Pay: quality clients are happy to pay a fair price for your services. They understand that good service costs money and they don’t haggle. This reflects their understanding of the value you provide. Dependence on Technology: ideal clients rely heavily on technology. They recognise it as a growth lever and are willing to invest in IT to enhance their business. Timely Payments: reliable clients pay their bills on time. This shows respect for your services and a commitment to maintaining a strong relationship. Assess prospects using these criteria to ensure a strong, productive partnership. Watch on YouTube A new lead has tons of value until one of these 3 things happens Lead generation can be challenging for MSPs, but treating leads as disposable is a mistake. Understanding the journey from suspects to leads, then prospects, opportunities, and finally, clients, helps tailor your approach. Follow-up. Follow-up. Follow up. A robust sales system ensures you reconnect, especially when prospects aren’t ready immediately. Long-term engagement ensures leads don’t expire quickly. Persistence pays off, sometimes after many years. Follow up until 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 urge MSPs to collect social proof promptly when clients are most satisfied, as its impact diminishes over time. (jump to) I also explain how you can generate endless marketing content ideas by engaging in relevant conversations – jotting down quick, digestible topics, and spreading them out over the year for varied and engaging material. (jump to) My guest, Ryan Robinett, shares his innovative sales approach for MSPs, which involves presenting your business first to build credibility and differentiate yourself before asking questions, ensuring a structured and engaging conversation with prospects. (jump to) Lastly, I answer a question from Seb, an MSP owner in Colorado, who struggles to find the time to do marketing. Prioritising marketing is essential for business growth and achieving the lifestyle benefits that inspired you to start your business. (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 The 3 perfect times to ask for a review Social proof, in the form of case studies, testimonials, and reviews, is one of your most potent marketing tools. Nothing sways leads and prospects quite like the experiences of people similar to them. Therefore, consistently gathering social proof is crucial. This process needs urgency because social proof loses its effectiveness over time. Here’s a real-life example: over the past 18 months, I experienced a major house refurbishment, culminating just before last Christmas. This period was filled with frustrations, especially with the builders who left small but essential details unfinished. Recently, I had to hire handymen to address these lingering issues. One significant task was ensuring the safety of our log burner, which the builders had reinstalled. I had an expert assess and correct the installation, making it safe and more energy-efficient. The work was excellent, and I offered to leave a positive review. However, the contractor never sent the review link, and my enthusiasm waned over four weeks. Minor issues, like a mark on the rug and a tiny scratch on the fireplace, further diminished my satisfaction. This highlights why you must collect testimonials or reviews when clients are happiest. For MSPs, optimal times include immediately after solving a longstanding issue, completing a major project, or during the honeymoon phase with a new client. Systemising this process ensures you capture fresh and powerful social proof, maximising its impact before it degrades. Watch on YouTube How to generate more marketing content ideas than you could ever use Marketing content ideas can sometimes feel elusive, especially for MSPs new to serious marketing efforts. I’ve got a straightforward method to generate a limitless supply of ideas, perfect for blog articles, social media posts, or short videos.

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 share how you can boost your hardware sales by offering a free second monitor to a visible employee, sparking office-wide interest and demand for upgrades. (jump to) I also question whether your MSP’s marketing machine generates leads effectively. It’s helpful to track key metrics like LinkedIn connections, email CRM additions, open rates, follow-up calls, and sales appointments to identify and fix any issues in the process. (jump to) My guest this week is search engine optimisation (SEO) expert, Raj Khera. He explains that mastering SEO for MSPs involves focusing on local search terms, leveraging AI tools for content creation, and staying updated with trends to boost visibility and attract targeted traffic. (jump to) Lastly, I answer a question from Adam, who runs an MSP in London. He wants to know how to define his MSP’s target audience. My advice is to define your current client base, consider who you don’t want to work with, and trust your instincts to attract clients that align with your expertise and business goals. (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 Sacrifice one monitor to sell more hardware I’ve discovered a clever sales tactic that can have your existing clients clamouring for new hardware. All it takes is a spare monitor and a little ingenuity. Credit for this idea goes to an ingenious MSP I work with, who has seen a significant increase in hardware sales using this method. Here’s how it works: When visiting a client site, bring a spare monitor along. Identify a highly visible employee, like the receptionist, who everyone in the office interacts with daily. Engage them in conversation, inquire about any tech issues (without fixing them yourself), and then introduce the concept of dual monitors. Highlight the productivity benefits and offer to set up the second monitor for free. Once the receptionist starts using two monitors, it won’t take long for other employees to notice and envy the setup. The sight of the receptionist’s dual monitors will spark conversations and interest across the office. Soon, the decision-makers will be calling, eager to equip their team with the same setup. This free trial not only promotes the benefits of dual monitors but also opens the door for selling additional hardware like docking stations, keyboards, and new laptops. Remember, people are more likely to buy when they want something, not just when they need it. Give it a try and watch your hardware sales soar. Watch on YouTube How to fix a marketing machine that’s not producing leads One major theme of my MSP marketing podcast and YouTube videos is the importance of building a marketing machine that consistently generates leads. But what do you do if your machine isn’t delivering the leads you need? Le

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 explain why MSPs should focus on strategic marketing – building long-term relationships with potential clients through consistent, valuable content, rather than relying on ineffective, one-off tactical efforts. (jump to) I also address the need to look at your marketing from a prospect’s point of view. Focus on understanding and addressing their specific fears, as fear of pain often outweighs the pursuit of gain in their decision-making process. (jump to) I chat with marketing strategist Ruthie Sterrett, who emphasises the critical role of strategic content marketing for MSPs in building trust and driving sales by addressing audience needs at every stage of the lead-to-client process. (jump to) Lastly, I tackle a question from Gary, who runs a well-established MSP in South Carolina. He wants to know when and how to raise prices without losing clients. I explain the importance of testing and adjusting prices for new clients regularly, and being transparent with existing clients when raising prices. (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 MSPs who do this kind of marketing will ALWAYS struggle Many MSPs fall into the trap of tactical marketing, which rarely brings the desired results. Let me explain what this is, help you recognise if you’re doing it, and suggest a better approach. Recently, an MSP owner reached out to me – he’d posted a three-minute video on LinkedIn expecting great engagement but was disappointed with the results. He’d also started sending cold emails to prospective clients. Here’s the problem: tactical marketing like this often fails because it lacks strategy. A single video or cold email is unlikely to engage or convince potential clients, especially when the service you’re offering is complex and critical to their business. Instead, what I recommend is strategic marketing. This involves building a relationship with your audience over time. Engage with them through consistent, valuable content – be that social media posts, educational emails, or direct mail. Your goal is to stay on their radar until they are ready to buy. Ask yourself, are you just copying what others do, or do you have a strategic plan? A solid strategy will help you build a lasting relationship with your audience, ensuring you’re the first MSP they think of when they’re ready to make a switch. Watch on YouTube Look at what you sell from the prospect’s point of view One of the most powerful marketing superpowers you can develop is seeing your services from the prospect’s point of view. Fear is a surprisingly strong driver for your prospects. They’re more motivated by avoiding pain than seeking gains. Always keep this in mind when talking to potential clients. Their fears vary based on their ro

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 advise where to focus your MSP’s social media efforts to make the biggest impact. LinkedIn and Facebook will help you reach key decision-makers, while platforms like Instagram and Twitter may only be useful if you’re targeting a niche. (jump to) I also explain why MSPs should focus on strategic, long-term hiring, and seek short-term solutions for immediate needs. This helps to ensure sustained growth and efficiency. (jump to) I’m joined by Michael Crean, Senior Vice President of Managed Security Services at SonicWall. We discuss how MSPs can authentically sell more cyber security by educating clients with relatable analogies, emphasising proactive measures, and fostering a partnership focused on long-term protection. (jump to) Lastly, I answer a question from Graham, an MSP owner in Canada, who wants to know the best website contact option for optimal client engagement. (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 Which are the best social platforms for MSPs? Should your MSP have a presence on TikTok, Instagram, Threads, Twitter (X), and other social platforms? My advice is simple: for most, it’s a big fat no. Stay focused on LinkedIn instead. Why LinkedIn? It’s where you’ll find business owners and managers – the decision-makers you want to reach. LinkedIn should be your MSP’s primary social media platform. Use your personal profile rather than a business page, aim for at least ten new connection requests daily, post content daily, and engage with others’ posts. And don’t forget your weekly LinkedIn newsletter. Facebook is a good secondary platform, especially for reaching decision-makers during their downtime and for remarketing ads. Use a personal profile and keep your content more personal than business-focused. Instagram is useful if you’re targeting consumer-focused businesses like retail or hospitality, as the decision-makers are likely using this platform for their marketing. Other platforms like Twitter (X), TikTok, Threads, Reddit, Discord, Pinterest, and Tumblr have limited value for MSPs, unless you’re targeting a specific niche that uses them heavily. In essence, don’t spread yourself too thin. Focus your efforts where it counts: LinkedIn and maybe Facebook. Have questions or think I missed something? Drop me an email! Watch on YouTube Why you can’t fly with average staff One of the biggest challenges for MSPs is finding and retaining the right staff. Hiring the wrong people can significantly limit your business’s growth. It’s essential to focus on finding and keeping the right people to build a thriving business. Many MSPs ma

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

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 explain why LinkedIn Newsletters are an essential tool for MSPs to effortlessly engage with a wide audience, build lasting relationships, and keep your services top of mind for potential clients. (jump to) Balancing urgent client issues with important business growth tasks is crucial for MSPs, and I encourage the use of the Eisenhower Matrix to help prioritise effectively to ensure long-term success. (jump to) My guest this week, Jon Wright, runs a successful MSP where he has systemised the hiring and managing of Sales Development Reps, to effectively drive new business – click here to find out more. (jump to) Lastly, I tackle a question from Chloe in Sydney, Australia – she asks whether she should be using the “good, better, best” pricing strategy? This model effectively attracts clients by offering tiered options, making the middle choice seem like the safest and most appealing decision. What are your thoughts? (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 Why you must do a weekly LinkedIn Newsletter LinkedIn is the premier platform for MSPs, and LinkedIn Newsletters are a powerful tool to reach a vast audience with minimal effort. Over the past two years, I’ve found newsletters to be an excellent way to build an audience, engage with people, and drive new business. LinkedIn heavily promotes newsletters, giving them significant algorithmic attention. When you publish an article, it appears in your subscribers’ newsfeeds and their email inboxes. To start, navigate to the publishing menu in LinkedIn’s article view, write your article, and once published, it automatically becomes part of your newsletter. This isn’t a traditional newsletter with multiple pieces of content; it’s essentially your article distributed more broadly. Regularly sending out a newsletter helps keep your MSP top of mind. It won’t instantly land new clients, but it builds a relationship with your audience, so when they’re ready to switch MSPs, your name will be the first they consider. Though setup might seem complex initially, a quick Google search can guide you through the steps. Start leveraging LinkedIn newsletters today to enhance your outreach and engagement. Watch on YouTube Here’s how to stop the tech work interrupting growing the business MSPs are frequently overwhelmed by urgent tasks, more so than any other business owners I’ve encountered. The nature of your work demands immediate attention to clients’ problems, but how do you balance these urgencies with the important tasks needed to grow your business? I have the answer. In 1954, U.S. President Dwight D. Eisenhower highlighted a common dilemma: “I have two kinds of problems, the urgent and the important. The urgent are not important, and the important are never urgent.” This

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 explain why a level of boredom in your MSP business indicates success, and allows you to focus on growth and improvement. (jump to) I also tell you why email remains the powerhouse communication tool for MSPs, essential for owning client data and building strong relationships through consistent, engaging content. (jump to) Megan Killian joins me to discuss why MSPs must view marketing from the prospects’ perspective. She highlights the importance of a strong online presence, transparent pricing, and aligning services with their needs and values to build trust and attract more clients. (jump to) Lastly, I answer a question from Gordan, who owns and runs an MSP in the UK. He wants to know whether Instagram is a worthwhile marketing platform or is he running the risk of marketing overload. (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 Growing your MSP should be… boring??? Believe it or not, the key indicator that your MSP business is on the right track might just be boredom. Yes, you read that right. If your business bores you, it’s a sign that you’ve achieved a level of stability and efficiency most entrepreneurs only dream of. Reflect on your business journey. Are you in the hectic start-up phase, managing your first employees, or at the enviable stage where your business runs smoothly without your constant oversight? Over my 19 years in entrepreneurship, I’ve experienced all these stages with various ventures. Reflecting on those early days, I don’t miss the chaos of creating systems from scratch and firefighting daily crises. The start-up phase is stressful because every aspect of the business needs to be invented and refined – from customer experience to marketing strategies. What’s alarming is how many business owners get stuck here. Here’s some wisdom… if you’re slightly bored with your business, it means you’ve built robust systems that run smoothly without constant intervention. No crises to manage, no fires to put out – just seamless operations. This boredom isn’t a negative, it’s a testament to your success. Achieving this level of systemisation frees up your time, allowing you to focus on growth and improvement. Each step towards eliminating daily problems brings you closer to a well-oiled, self-sufficient business. When you reach that point, you’ll find the luxury of a little boredom incredibly liberating – a true sign that you’re on the path to long-term success. Watch on YouTube – How to grow your MSP in your SLEEP! What’s your email marketing spam rate? Email marketing has transformed significantly in recent years, yet it remains one of the most effective tools for MSPs. Recent changes in B2B email rules, shouldn’t deter you from utilising email market

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 reflect on what it really means when a prospect says “no”. Often it actually means “not yet”. Building trust over time through multiple touchpoints can transform rejections into future opportunities. (jump to) I also face the truth that I’ve lived over half my life – this has sparked an urgency in my business practices. What if you had just one year to achieve your goals? This motivates me to act decisively, how about you? (jump to) In my chat with Brian Gillette, we explore how lunch and learn events effectively turn attendees into clients by focusing on relationship building over direct sales. Have you tried these events for your MSP? They’re challenging but worth it. (jump to) Lastly, I tackle a question from Ryan, who owns a fairly new and fairly small MSP in Chicago, about valuing employees when budgets are tight. I suggest non-monetary ways to value employees, like recognising efforts, providing personalised rewards, and offering growth opportunities – enhancing team morale and loyalty. (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 What it really means when a prospect says no In the competitive world of business, especially in sales, a “no” from a prospect often stings, feeling like a personal rejection. This reaction isn’t just common among entrepreneurs – it’s practically universal, and understandably so. Many of us see our businesses as extensions of ourselves, so a refusal can feel deeply personal. However, in my experience, a “no” often means “not now – I don’t trust you yet,” rather than a flat-out rejection. Trust is the linchpin in the relationship between clients and MSPs. Prospective clients are acutely aware that a wrong choice in MSP can lead to catastrophic outcomes for their business, which makes them extremely cautious. They often stick with underperforming MSPs simply because of familiarity, which feels safer than venturing into unknown territory. To turn a “no” into a future “yes,” it’s essential to build trust long before the sales pitch. This means engaging with potential clients through multiple touchpoints – social media, newsletters, emails, and more. Each interaction is a step towards building a relationship that fosters trust. Consider a prospect who has interacted with your brand 30 to 40 times before seriously considering your services. They’ve consumed your content and know your ethos. By the time they’re ready to switch MSPs, you’re not just another option; you’re a familiar, trusted entity. This doesn’t guarantee conversion, but it significantly enhances your chances. Ultimately, every decline – whether due to concerns about cost, service suitability, or company size – boils down to a lack of trust. Effective MSPs must focus on becoming known and reliable long before the decision

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 weigh up the relevance of the traditional break/fix model versus managed services. Is break/fix just an outdated concept, or can it still serve as a valuable marketing tool in our contract-driven market? (jump to) I also investigate what truly measures success for business owners. Drawing from my 19 years of experience, we’ll explore how consistent marketing actions can transform ambitious plans into tangible achievements. (jump to) Jeff Newton from REDiTECH joins me as this week’s guest and shares his unique experience of overwhelming marketing success. Jeff’s insights highlight the importance of robust processes and the need for perseverance and adaptability in marketing strategies after setbacks. (jump to) Lastly, I’ve introduced a brand new element to the Podcast – Paul’s Personal Peer Group – where I endeavour to answer your personal MSP marketing questions. This week we hear from Scott in Florida who is considering the viability of Facebook advertising but is concerned about the return on investment. Find out whether this could be right for you. (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 Is break/fix outdated… or a valid marketing tactic? Once the go-to strategy, the break/fix business model, where MSPs fix tech issues as they arise, now shares the stage with the managed services model, which emphasises ongoing support and monthly recurring revenue (MRR). Despite its old-school vibe, some MSPs still cling to break/fix as a crucial marketing tactic. They argue it’s a way to introduce their services, offering a taste that could potentially convert to more stable, contractual relationships. But how does this strategy hold up in the modern MSP landscape? I reached out to the 2,300 members of my MSP Marketing Facebook group to get their take, and the responses were eye-opening. For some, offering small break/fix services is a proven method to win clients over in the early growth stages, to a tipping point where only MRR makes sense. Others have moved away from break/fix unless it’s part of a broader security audit or leads directly to an MRR contract. This diverse range of strategies highlights a critical decision point for MSPs: is break/fix a smart business lever to pull for sampling services, or is it a relic best left in the past? Your strategy might just shape the future of your business in the ever-evolving MSP market. Is break/fix outdated… or an MSP marketing tactic? You’re measured by what you get done, not by what you say you’re doing We often dream big about our business ambitions but it’s not the plans that impress people—it’s the results. In the world of MSPs, like in all business, actions speak louder than words. Whether you’re chasing new clients or aiming to hit ambitious revenue target

Episode 235 Featured guest: Lyle was always involved in the technology arena as he began his career in digital print production. He found his interests lay more in the hardware side of technology though and quickly turned his sights in that direction. Originally, Lyle focused on whole home theatre systems but again saw his interests lay elsewhere. It was for this reason, that in 2001, Lyle became what is commonly known as a trunk slammer; helping and supporting clients as he traveled from site to site. Over the years, Lyle developed, fostered, and maintained these initial connections and grew Wired for the Future to the success it is today. Lyle is no longer found traveling from site to site in his car but can be found behind his desk ensuring that the same support with the same personal connection he always prided himself on remains intact. No matter how large Wired for the Future becomes it is Lyle’s dream this level of service remains. He devotes his days to just that. Connect with Lyle on LinkedIn: https://www.linkedin.com/in/wired-lylekirshenbaum/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.facebook.com/groups/mspmarketing/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sa

Episode 234 Featured guest: Thank you to Dr. Kevin Gazzara, leadership coach and Senior Partner of Magna Leadership Solutions, for joining me to talk about how MSP owners can keep their staff happy, make them feel valued, and increase their productivity – without spending a penny. Dr. Kevin Gazzara is the Senior Partner of Magna Leadership Solutions established in 2007, and the coauthor of the acclaimed books “The Leader of OZ” and “Ready, Set, Get Hired”. He is an ICF certified coach, and a certified Positive Intelligence (PQ) Mental Fitness coach and founder of CoachSultants.com. Kevin has taught and developed Management and Leadership career-changing programs in the corporate world during his 18 years at Intel Corporation and as a University professor at 6 Universities over the last 28 years. Dr. Gazzara’s work has been recognized for his international leadership development programs by Workforce Magazine, https://magnaleader.co/LTP. Kevin’s passion is in helping individuals find the leader within themselves. Connect with Kevin on LinkedIn: https://www.linkedin.com/in/kevingazzara/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sa

Episode 233 Featured guest: Thank you to MSP Coach Brian Hoppe, for joining me to talk about his experience of scaling MSP businesses, and how he uses that experience to coach other MSPs in how to scale their own businesses. Brian has been part of the Managed Services industry since the early 2000s. He earned both his Bachelor’s and MBA from Baylor University. For over 20 years, Brian has worked in multiple MSPs and has bought and sold multiple MSPs. He’s been everything from a technician to Ops Manager to CFO to CEO. He has grown multiple MSPs to over $5 million in revenue and managed MSPs in excess of $15 million in revenue. Brian has a thorough understanding of all the ins and outs of running a highly successful MSP. But more importantly, he understands how to help MSP leaders get the most from their business. His expertise in leadership and coaching can help any MSP owner or CEO achieve the results they want in both business and life. He is passionate about finding the right clients for his coaching practice to help take their business and leadership to the next level. Connect with Brian on LinkedIn: https://www.linkedin.com/in/brianhoppe/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.linkedin.com/in/paul-green-msp-marketing/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sa

Episode 232 Featured guest: Thank you to Paul Franklin, founder of Koala B2B, for joining me to talk about ‘intent data’, and how MSPs can track and use intent data to identify and engage warm leads at the point that they’re already interested in your services. Paul Franklin is founder of Koala B2B, an intent data lead gen company. Paul has overseen millions of pounds worth of lead generation campaigns across the Tech B2B division he ran as Publisher for Dennis Publishing. The division included IT end user, cloud , and MSP/CSP/Reseller audiences specifically. He also ran the UK Cloud Awards for 6 years, a recognition and celebration of all cloud innovation in the country. Connect with Paul on LinkedIn: https://www.linkedin.com/in/paul-franklin-8922236/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sahttps://music.amazon.co.uk/podcasts/b03a9638-adf4-4491-93f1-569183e079d7/Paul-Greens-MSP-Marketing-Podcasthttp

Episode 231 Featured guest: Thank you to Michael Nelson, Co-founder of Scaled, for joining me to talk about why MSP owners should embrace remote working, how he was able to successfully integrate remote staff into his team within his own MSP business, and how he found himself perfectly positioned to help other MSPs do the same. Michael Nelson is a founder of Scaled, a staff-augmentation firm that deploys L2 & L3 Technical Talent for MSPs from South Africa and the owner of a successful & growth-oriented MSP in California He started TLC Tech, a Sacramento based MSP in 2004 serving all types of clients. In 2008 the company made the transition to fully managed services. Averaging 20-30% year over year growth, the company consistently maintains best in class EBITDA. Currently with a staff of 28, the company has transitioned to being a fully remote MSP, with 30% of the staff working remotely from South Africa. After recognizing the benefits and the market need, Michael started Scaled with Jason Knight (also a former MSP owner) to place L2 & L3 techs with MSPs Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaelnelsonca/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.mspmarketingedge.comhttps://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG

Episode 230 Featured guest: Thank you to Kristi Mitchell, Founder of Marketing Uncomplicated, for joining me to talk about how MSPs can use content marketing to target and attract, nurture and convert their ideal clients. Kristi Mitchell is a Marketing Strategist specializing in helping service-based small business owners who have relied on referrals and word-of-mouth to build their businesses. They know in order to reach more clients with their services, they need to finally think more strategically about their marketing. Kristi brings an MBA, over ten years of corporate marketing experience, and a drive for continual learning to the work she does with her clients. Kristi offers 1:1 strategic consulting, fractional CMO services, workshops, and group implementation support. Connect with Kristi on LinkedIn: https://www.linkedin.com/in/kristimitchell/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.facebook.com/groups/mspmarketing/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sahttps://music.amazon.co.uk/podcasts/b03a9638-adf4-4491-93f1-569183e079d7/Paul-Greens-MSP-M

Episode 229 Featured guest: Kevin Clune is the Founder of MSP Growth Hacks, Co-Founder of Zest, and a Growth Advisor for MSPs. After growing and exiting an MSP business in 2018, he went on to publish his first book “The MSP Growth Funnel” to help others do the same. This spawned his career as a serial entrepreneur and vocal figure in the IT industry, as he continues to deliver valuable research and actionable advice to MSPs of all sizes. Connect with Kevin on LinkedIn: https://www.linkedin.com/in/kevin-clune/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.facebook.com/groups/mspmarketing/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sahttps://music.amazon.co.uk/podcasts/b03a9638-adf4-4491-93f1-569183e079d7/Paul-Greens-MSP-Marketing-Podcasthttps://open.spotify.com/show/1Hw52ScOg5WvGaBUkaOrI7https://tunein.com/radio/Paul-Gre

Episode 228 Featured guest: Thank you to Joel Klettke, Founder of Case Study Buddy, for joining me to talk about how MSPs can use customer success stories to generate more leads and convert more prospects into clients, and how to repurpose a single case study story into a range of assets to serve different functions across the whole of your sales cycle. Joel Klettke is the Founder of Case Study Buddy, a boutique agency that helps clients like HubSpot and Loom capture, share, and drive ROI from customer stories. He’s also a sought-after conversion copywriter, Dad of three, and proud Canadian. Connect with Joel on LinkedIn: https://www.linkedin.com/in/joelklettke/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.linkedin.com/in/paul-green-msp-marketing/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcasthttps://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sahttps://music.amazon.co.uk/podcasts/b03a9638-adf4-4491-93f1-569183e079d7/Paul-Greens-MSP-Marketing-Podcasthttps://open.spotify.com/show/1Hw52ScOg5WvGaBUkaOrI7

Episode 227 Featured guest: Thank you to Fractional CTO & CPO Mark Herschberg, for joining me to talk about his experience of being on the receiving end of spammy, untargeted ‘cold’ marketing, and for offering alternatives to MSPs to engage with their leads and prospects in a more meaningful way. Mark Herschberg is the author of The Career Toolkit: Essential Skills for Success That No One Taught You and creator of the Brain Bump app. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia, with over a dozen patents to his name. He helped to start the Undergraduate Practice Opportunities Program, dubbed MIT’s “career success accelerator,” where he teaches annually. At MIT, he received a B.S. in physics, a B.S. in electrical engineering & computer science, and a M.Eng. in electrical engineering & computer science, focusing on cryptography. At Harvard Business School, Mark helped create a platform used to teach finance at prominent business schools. He also works with many non-profits, currently serving on the board of Plant A Million Corals. He was one of the top-ranked ballroom dancers in the country and now lives in New York City, where he is known for his social gatherings, including his annual Halloween party, as well as his diverse cufflink collection. Connect with Mark on LinkedIn: https://www.linkedin.com/in/hershey/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/http://mspmarketingedge.com/about/https://www.mspmarketingedge.comhttps://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podca

Episode 226 Featured guest: Thank you to Joe Burns, co-founder and CEO of Reformed IT, for joining me to talk about how he achieved over a million pounds in turnover in 11 years for his MSP business… then co-founded another MSP and did it all over again, this time hitting the million pound mark in just three years. Joe Burns, a prominent figure in the Managed IT Services (MSP) industry, is the co-founder and CEO of Reformed IT, a company renowned for providing top-tier Managed IT and Cyber Security services to businesses in the East Midlands, UK. With an impressive track record, Reformed IT, under Joe’s leadership, has grown to achieve over £1.3m in annual revenue with a dedicated team of 12 professionals since its inception in October 2019. Prior to establishing Reformed IT, Joe co-founded Pyranet in 2005, where he began his journey in the IT services sector. Through this venture, he gained invaluable experience and insights, learning from the challenges and triumphs of scaling and eventually exiting a successful MSP business through acquisition. This journey was not just about business growth but also about personal development and understanding the intricacies of the MSP world. Having gained a comprehensive experience within the MSP industry, Joe now shares many of the mistakes he made, and lessons learned with the wider community. Connect with Joe on LinkedIn: https://www.linkedin.com/in/cyber-security-speaker-joe/ Extra show notes: https://www.linkedin.com/in/paul-green-msp-marketing/https://www.paulgreensmspmarketing.com/about/https://www.youtube.com/mspmarketinghttps://www.facebook.com/groups/mspmarketing/https://www.mspmarketingedge.comhttps://www.linkedin.com/in/paul-green-msp-marketing/https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4Vhttps://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351https://