Extensive MSP marketing is essential if you want to reignite your declining business or advance your operation. In general, there are numerous companies in the modern commercial market which have set up great hubs for managed IT services. Therefore, you cannot compete efficiently with the top providers in the sector if you only rely on good tech and talent. You must be willing to expend a lot of effort and resources in marketing your value to potential customers. If you are uncertain about where to start, consider using these simple and practical guidelines to augment your efforts:
Choose Your Target Market
When marketing your managed services, you should decide on the right target or audience. Oftentimes, young and growing MSPs create generalized marketing and sales campaigns for all businesses. The expectation is that more companies that require IT services will be captured in the wider net. Unfortunately, if you do not target a specific audience, then you will waste too much effort. Therefore, you should have some focus— this will reduce the resources required while yielding better results. For example, if your MSP is young, you can choose to primarily target small businesses in your marketing plan. You will be more appealing to them than larger operations because of the closeness in size.
Create an Edge
If you want to draw in more customers to your managed services, you must have an edge over alternative options. For example, you should be able to resolve common problems that they experience with other MSPs or come up with a unique IT solution. Typically, business clients will choose a service provider who has an added benefit, even when the advantage does not seem earth-changing. If your business is an ordinary IT operation, then you are at the same level as multiple other MSPs in your area. There is no way for you to convince the target that you are better. Therefore, examine your business, talk to your existing clients and find out what makes you the most attractive service provider.
Build Your Online Presence
When allocating your MSP marketing resources, you should think about building or improving your online presence. All businesses will research potential service providers online before making a decision. If your business does not have a strong presence or the information on your website is out of date, they will be wary. You should also note that you can get new clients through your online marketing efforts. The best way to build your credibility is to optimize your commercial website. This does not mean that you should only make the website ‘likable’ by Google and other search engines.
Optimization means that you should build content and other website elements around your customer’s needs, behaviors, goals, and general pain points. For example, if you have content that focuses on solving common IT problems or informing visitors about the latest in the industry, the potential customers will view your business as a reliable authority. Therefore, they will be more willing to learn about what your MSP can do for them.
Ask for Referrals
Referrals are valuable in signing up new clients for your managed IT services. While cold leads might periodically yield a customer, the success rate attached to an actual referral by other reliable businesses is much higher. When looking for a recommendation, you should not only rely on your customers’ good will and wait for them to take initiative. Instead, make the request for a referral, especially when the client is happy with your work. If you have a new client, you can make an agreement for a referral. For example, if you deliver great results within the predetermined time, they will recommend you to three viable businesses. Remember to always follow up and take action if you want more assistance in the future.
Finally, you should remember to be consistent in your MSP marketing plans and efforts. Marketing is a long-term strategy, so the best results will be yielded through patience and steady work.