Stop Marketing your Stack... Do this instead.

So you feel like your sales are low and you don't know why. Maybe you are spending too much time talking about your tech stack and not enough time talking about the actual benefits your clients will get from working with you. In this video, I am walking you through how to market your MSP the right way. Instead of relying on your technology, which most potential clients don't actually care about. When it comes to marketing, let's go back to the basics and talk about the desires of of your ideal client. Number one, we want to make sure that we are solving an actual problem for our clients. This means what is the thing that may be keeping them up at night? What is the thing that they are spending time or resources in their business actually trying to solve? Let's say you are targeting an industry that has certain compliance or regulatory features and rules they have to abide by. For example, defense contractors have CMMC that is actually coming down the pipeline and is actually going live. Now, these are rules and regulations that apply directly to their industry. So the problem that you may solve for this industry is helping them comply and helping them set up their compliance features as quickly and effectively as possible. Are you educating them on that or are you still trying to sell them your tech stack? When's the last time you went in and you said, hey, I see that you have this problem, here's what we could do to help you with that. Or again, are we offering how to videos, how to set up your firewall, and how to set up mfa? Are you doing that in your marketing, in your content? Are you actually talking about the problems that you solve for your ideal clients? Number two, we want to make sure that we are raising their risk awareness. Okay? So remember, if they don't know what the risk is, they're not going to see the importance in investing in cybersecurity services and in these bigger solutions that are going to help you increase your MRR and help you actually scale? Okay, we love project clients and yes, we like these large sums of money at one time, but we want to make sure that we're focusing on a business model that will give us monthly recurring revenue, which is where our entire sales process of running all clients through a cybersecurity risk assessment really comes into play. So we want to make sure that in our content and in our education that we're offering, we are problem solving, we're solving a problem. But number two, that we are increasing their risk awareness. So making sure that they know it's not if they are breached, if this happens to you oh, this doesn't happen in your industry. But just so you know, xyz instead, we're going straight into when this happens. Here's what we need to do to be prepared. Here's something that you can do today to implement to ensure that you have the right cybersecurity posture in your, your business. Okay? And number three, story selling. What I mean by this is ensuring that you're telling stories, you're celebrating your clients, you are talking about how you helped mitigate a breach. How did you help your client respond to an incident? How did you help them get their email back or handle a ransomware attack? Or maybe you're getting these phone calls, you know, in the middle of the night that they've just got this crazy email. Now they're locked out of their computers. And maybe none of these things have ever happened to you personally, but it happens every single day. So are you telling these stories? And this really goes back into raising their risk awareness as well as solving a problem for them. Okay, so make sure that we're sharing client testimonials, we're sharing reviews, you can even offer interviews. So going live on your LinkedIn, going live on your Facebook accounts, going onto the news and talking about these stories and interviewing folks and sharing these real deal things that are going on in the world and with your clients and emotion sales. So when folks can see themselves, they can mirror themselves in another person's and another small business owner's world and what's going on with their world, they're going to say, oh, this could actually happen to me too. So quick recap. Number one, make sure that you are solving problems. You're actually offering things of real value. And it's not just what you think is fun or you think is sexy, you think is cool to talk about, but you're actually solving problems for them. Number two, you're increasing their risk awareness. You're showing them this is the thing that could be happening. This is going on in the world. We have to understand the importance of this. And number three, you're telling stories. And this isn't fear and dread and, you know, fear, uncertainty and doubt, the FUD factor. It's being real and saying these things are happening. Here's how we help our clients. If you want to see how we have actually incorporated client testimonials and story selling with our own clients for our own internal marketing, I'll actually link a video below that we did with one of our seven figure MSP clients, Melanie Pedrome. Melanie is a salesperson inside of an msp and we talk with her how she's actually incorporated these sales models and this type of marketing and sales to help them go and close really big deals. Okay, so you can check that out below for more educational content, more trainings, exclusive sessions. You can actually join our school community below. You can even see webinars in there where we have implemented this ourselves, where we offer educational content to help increase awareness, solve problems, et cetera, for our community, as well as.