Explorez tous les épisodes de Paul Green's MSP Marketing Podcast
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Date
Titre
Durée
05 Nov 2019
Episode 1: Free marketing money for MSPs
00:20:08
In this week’s episode
There’s a fine line between successful and poor performing MSPs and IT support companies. Paul offers some great insight into the mindset required to make your business fly.
Paul tells you about a fantastic tool to help increase your LinkedIn connections and how the platform can really help you as part of your ‘Connect, Content & Call’ strategy.
If you have little time for creating marketing content, Paul explains how this can be done for you.
Did you know there’s a whole load of free money to help with your marketing going unused? It’s called MDF and special guest Glenn Robertson explains how to apply for it.
There’s a brilliant question from the audience about the time it takes for MSPs to win new work.
Show notes
Out every Tuesday on your favourite podcast platform.
Voiceover: Made in the UK, for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green: Hello and welcome to this brand new podcast. Here’s what’s coming up in this week’s show.
Glenn Robertson: Everybody wins because if you’re selling more stuff, you make more money. That means a vendor makes more money, that means they’re going to be happier and the cycle continues.
Paul Green: Plus we’re going to look at an automated tool that will help you to grow your LinkedIn connections. I’m going to address why it takes so long for an MSP to win new clients.
Voiceover: Paul Green’s MSP Marketing Podcast.
Paul Green: Hello, this is Paul Green and welcome to the first ever MSP Marketing Podcast. Now my aim every single week is to give you 25, 30 minutes of a boost. I want to give you some motivation, some ideas, some clever stuff that you can take that other MSPs are doing around the world and you can bring it into your business and really make a difference to your business quite quickly and quite dramatically. Stuff that’s going to help you to get more new clients, stuff that is going to help you to grow your monthly recurring revenue and ultimately have an impact on your net profits.
Paul Green: Because when you add...
21 Jan 2020
Episode 10: Cyber security first is the future
00:21:43
In this week’s episode
Find out how MSPs are starting to make small changes to their business, but larger changes in their marketing, to be front-of-mind in a future where cyber security comes first
This week’s big interview is with business acquisition expert Jonathan Jay. Find out how it’s possible to grow your business via acquisition but without the off-putting costs
Also this week, Paul asks if now is the right time to out-source more of the ‘hassle’ work, plus there’s a great question from listener Olly about how to find time to improve a business
Show notes
Out every Tuesday on your favourite podcast platform
Here’s a link to Paul’s Facebook group for MSP Marketing
Episode transcription
Voiceover: Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing podcast.
Paul Green: Hello. Here’s what’s coming up in this week’s show.
Jonathan Jay: As soon as you realise that the amount of money that you have in your bank account is not going to influence your ability to make an acquisition, you realise that yes, you can grow via acquisition.
Paul Green: We’re also going to look at whether you should be outsourcing more from your business. Certainly something as simple as your NOC and we’re going to answer a question from an MSP on how to get more stuff done.
Voiceover: Paul Green’s MSP Marketing podcast.
Paul Green: If you look at the evolution of IT support over the last 10, 20 years or so, it’s very clear for us now to look back and see that break/fix, which is still a business model used by many people, but break/fix was not a great business model because you’re inherently sitting, waiting for work to come in. And I know there are many pu...
11 Oct 2021
Episode 100: Special: MSP owners answer your questions
00:44:46
In this week’s special episode
As a thank you for listening and supporting this podcast, Paul has pulled out all the stops to pack this milestone episode full of value
Previously a few MSPs have appeared on the show to reveal their secrets, but this week’s 100th episode features a panel-full of successful MSPs joining Paul. Justin, Will and Richard will be answering listeners’ questions and discussing how they grew their MSPs
Also on this week’s show, your chance to win a special prize. Thanks to Datto, you could get your hands on one of five $100 Amazon giftcards
Featured guests
Justin Esgar from the Virtua Consulting Group
With a bachelor’s degree in Business Administration from the University of Rhode Island and over 15 years of industry experience under his belt, Justin Esgar has combined his eclectic tech interests under the Virtua Consulting umbrella. Virtua specialises in helping small and medium-sized businesses and non-profit organisations analyse, design, and install technology solutions. The software development group Virtua XYZ brings together Justin’s various programming projects, including the Your Computer Inventory service for IT consultants. Finally, Justin organises and cheerleads for the business-focused ACES Conference and associated online community.
Richard grew up in a small town in Texas as the son of a general contractor and obtained a Bachelor’s degree in Architecture from the University of Texas in 1983. He entered the architecture industry at a time when computer technology was first coming of age and by the early 90’s he had become a computer expert in his field. With a penchant for systems and solutions and a love of design, he moved on to become a member of the first Apple Solution Professionals Network and later to work for Apple as a Business Development Executive.
As the owner at Envision Design, he has spent more than 25 years helping business owners integrate technology into their practices. As a father, business owner, and head geek at Envision, he is still a geek at heart and loves helping people and continually learning new things in this fast paced ever-changing world.
Will was a born IT hobbyist, early on trading his window washing skills for time on the neighbour’s Atari 800 computer. Fast forward a few years and Will’s career saw him managing most of the Macs on Capitol Hill in various Congressional offices. For about 2 years, he was the CTO for a weekly newspaper called Legal Times, where he managed the technology for 60 writers, editors, and graphic artists. From there, Will learned software &am...
19 Oct 2021
Episode 101: Why your MSP’s marketing follow-up should never stop
00:25:51
In this week’s episode
Are you one of the wasteful 48 per cent? Stats show that 48 per cent of people waste valuable sales opportunities by not following up with a prospect. This week Paul explains how you can fix this and increase sales for your MSP
Also on this week’s show, how to help your team to solve their problems without getting bogged down in problem-solving. When someone presents you with an issue, there’s a great technique for dealing with them effectively
Plus there’s an extremely valuable conversation with Paul’s featured guest, all about improving your SEO and the changes that Google have been making (these might have impacted your MSP’s website search ranking)
Featured guest
Thank you to Alex Robinson from Novus Digital for joining Paul to talk about SEO and the changes Google have been making.
Launched in 2019, Novus Digital are a digital marketing agency dedicated to delivering commercially viable SEO to SMEs in the UK and US. We pride ourselves on being able to deliver value at almost any budget with open, tangible SEO methodology.
Thank you to Nick Moran from Powernet for recommending the book Legacy by James Kerr
In the next show on October 26th Paul will be joined by email marketing specialist Liz Wilcox, talking about how to get people to open and take action on an email newsletter
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hey, there. And welcome to episode 101 of the podcast. Here’s what we got coming up for you this week.
Alex Robinson:
Core Web Vitals are the core technical indicators that Google uses to determine where your website’s going to appear.
Paul Green:
We’re also going to be talking about why you need to have more follow up in your marketing and in your sales. Most sales are not made in the initial burst of contact. They’re made through follow up. And there’s lots of different follow-up you need, some of it before you even speak to the prospect and much of it after you do. We’ll talk about that later in the show. We’ve also got successful MSP owner, Nick Moran, back on the show this week. He’s got a great book recommendation for you later on.
Voiceover:
Paul Green’s MSP Marketing...
25 Oct 2021
Episode 102: From nothing to your MSP’s first 100 leads
00:33:56
In this week’s episode
Ever ruin something because you didn’t know, what you didn’t know about it? Recently Paul ruined a watch for this very reason. This week he explains how you can educate your users to avoid disasters and the resulting benefit to your MSP
Also on this week’s show, is your marketing pot empty with no new prospects in the pipeline? Paul has some great practical advice on how to generate leads quickly
Plus, how do you feel about writing marketing emails? If the idea of sitting down to create an email gives you the sweats, Paul’s featured guest will tell you how to take the sting out of email marketing
Featured guest
Thank you to email marketing specialist Liz Wilcox for joining Paul to talk about how to take the pain out of creating engaging and effective emails newsletters.
Liz Wilcox is an Email Strategist helping bloggers build online relationships, package up their “magic” and turn it into emails that people want to read and, most importantly, purchase from. In a span of three years, Liz founded, grew, and sold a successful blog. Since selling the blog, she has helped her clients master their sales by leveraging the power of strategic email. Offline, Liz lives in Florida, loves to run and is a walking 90s pop culture encyclopaedia.
In discussing how to educate your users with a CEX platform, Paul mentioned the conversation with Invarosoft’s CEO in Episode 88
Listen back to Paul’s special deep-dives into improving your marketing fundamentals. Episode 62 was all about your website and episode 63 was about your LinkedIn
In the next show on November 2nd Paul will be joined by Adam Walter from Managed Services Platform, talking about how to have better conversations with clients
Episode 103: Can your MSP use Messenger to generate leads?
00:38:10
In this week’s episode
Can Mr Zuckerberg actually help MSPs grow? More and more businesses are using Facebook Messenger to talk to potential customers. And this week Paul explores the opportunities for MSPs
Also on the show this week, we look at a better way than appraisals to improve your staff’s performance
Plus, do you find it hard to stop talking tech with potential clients? This week’s featured guest explains why MSPs should leave the tech at the door and just have better business conversations
Featured guest
Thank you to Adam Walter from Managed Services Platform for joining Paul to talk about how to have more effective non-technical conversations with clients and prospects.
Adam grew up in western Nebraska. When his parents bought a home computer in the 80s, this cemented his technical path and he graduated with a Bachelor of Science in Computer Science. A few years later Adam received an opportunity to work for a large company as a strategic technical lead. While working here Adam was able to shine by pulling many teams together to solve issues in high pressure situations. This is where he began shifting his career towards business and strategy.
In the next show on November 9th Paul will be joined by Lucas Meadowcroft from tribu, talking about how to automating IT support using artificial intelligence
Voiceover:
Fresh every Tuesday for MSPs around the world, this is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, and welcome to the podcast. Here’s what we got coming up...
09 Nov 2021
Episode 104: What’s the Average Lifetime Value (ALV) of an MSP client?
00:25:59
In this week’s episode
Are you prepared to out-spend your competitors to attract new clients? You will be when you calculate the Average Lifetime Value (ALV) of a client to your business! This week Paul takes a deep dive into how you can link your marketing to the ALV of a potential new client
It can be hard for a prospect to jump straight into a monthly recurring revenue relationship. Paul explains more about the special low-cost purchases that can help convert prospects into regular clients
And, is the future of IT support in the hands of artificial intelligence? This week’s featured guest is working on a system to help your MSP shoulder some of the heavy lifting
Featured guest
Thank you to Lucas Meadowcroft from Tribu for joining Paul to talk about how artificial intelligence could be help you deliver IT support in the future.
Pushing the boundaries when it comes to tech & innovation, his mission is to change the MSP industry forever. For more than 17 years he has served a diverse range of businesses, from start-ups to scale-ups, with the highest calibre in helping businesses leverage the latest technology trends, digitally transforms organisations and drive competitive advantage.
Thank you to Stormie Andrews from the Yokel Local marketing agency for recommending the book Post Corona by Scott Galloway
In the next show on November 16th Paul will be joined by Todd Kane from Evolve Management Consulting, talking about how to run your business instead of your business running you
Voiceover:
Fresh every Tuesday, for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, and welcome to the show. We only recently celebrated our 100th episode, but this week is the two year anniversary. Can’t believe it’s only been two years the podcast has been going. It started on the 5th of November, 2019. This is Episode 104, and here’s what we’ve got coming up for you this week.
Lucas Meadowcroft:
Well, the end goal over the next three to six m...
16 Nov 2021
Episode 105: Fun productivity notepads for MSPs
00:27:17
In this week’s episode
There’s a 99.74% chance that if you run an MSP, you love a good gadget. This week, Paul takes a look at some productivity toys, aimed at helping you take better notes
Also on the show this week, do you and your team have a ‘growth mindset’? If you have one, you’re more likely to do what you want to do with your life. Paul takes a look at what a growth mindset is, and how you can introduce it to your staff.
Plus, how do you truly run your business, rather than your business running you? Paul’s featured guest this week is an expert with unmissable advice
Featured guest
Thank you to Todd Kane from Evolve Management Consulting for joining Paul to talk about how to run your business instead of your business running you.
ToddKane worked as VP of Operations for the award winning MSP Fully Managed. Todd has led technology teams for several of largest and high growth companies in western Canada.
Todd‘s record includes doubling the revenue of several companies and leading double digit increases in margins.
Here’s a link to the book Paul mentioned Mindset by Carol Dweck
In discussing interesting notepad solutions, Paul mentioned ReMarkable 2, Rocketbook and Desk Board Buddy
Thank you to Jonno White from Clarity for recommending the book The Advantage by Patrick Lencione
In the next show on November 23rd Paul will be joined by inspirational storyteller Roger Jones, talking about how to turn difficult sales conversations into effective stories
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing podcast.
Paul Green:
Hello, and you are very welcome to episode 105 of the podcast. Here’s what we got coming up for you this week.
Todd Kane:
If you’re struggling to get a handle in your business and you feel like it’s running you instead of you running your business, then we’re going to dig in to some aspects that might be able to help you grow more profitably and reduce your stress.
Paul Green:
We’re also going to be talking about some cool toys, productivity toys, and notepads in particular, which are worth you having a look at because they’re not just good for productivity, they’re good fun to have around as well. We need a bit of fun in...
23 Nov 2021
Episode 106: MSPs: 3 quick wins to increase revenue
00:25:24
In this week’s episode
You want more revenue? Paul’s got 3 ideas for you
Also this week, do you obsess over the right things? Making your clients’ lives easier is something worth sweating over. Paul explains what it could mean for your MSP
Plus, can you tell your prospects good stories about tech, rather than the dry facts? This week’s guest describes the benefits of becoming a great story teller
All that on this week’s show, plus your chance to win a copy of one of the best video editors – Camtasia
Featured guest
Thank you to the inspirational storyteller Roger E Jones for joining Paul to talk about how to turn difficult sales conversations into effective stories.
Roger E Jones is the expert tech firms go to, to become master storytellers to accelerate sales growth, differentiate themselves in their market and inspire investors. His passion is working with smaller growth-focused firms to help them secure their growth ambitions. A former tech CMO, Roger works worldwide.
In the next show on November 30th Paul will be joined by Phylip Morgan from Pax8 talking about how to sell cyber security without using fear, uncertainty, and doubt
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hi. Hello, and welcome back to the show. Here’s what we’ve got coming up for you this week.
Roger Jones:
If you want to differentiate yourself in your marketplace, you’d use storytelling, and I find those with a tech technical background, a bit like a duck to water when it comes to storytelling. So it’s a very natural thing for us to use.
Paul Green:
I’ve also got for you three quick wins to increase your MSPs revenue, and we have another...
30 Nov 2021
Episode 107: The MSP business model makes cash flow easy
00:25:04
In this week’s episode
Does cash flow keep you awake at night? If it does, this is definitely the episode for you. Paul explains how certain aspects of the MSP business model can improve your cash flow and your sleeping habits!
Also, what’s the connection between a successful MSP and that 90s Keanu Reeves film about a runaway bus? Speed! This week Paul dives into the business benefits of being a fast-moving MSP
Plus on the show this week, there’s a recommendation for an excellent book about bitesize growth. And Paul’s featured guest introduces you to a new way to sell cyber security
Featured guest
Thank you to Phylip Morgan from Pax8 for joining Paul to talk about how to sell cyber security without using fear, uncertainty, and doubt.
As Chief Channel Officer of Pax8 UK, Phylip provides leadership, guidance, and support to successfully extend the company’s key channel and marketing objectives to UK markets.
Phylip holds an M.A. in Missional Leadership from Bangor University, is the Pastor and Co-Founder of Calon Church, and sits on the board for several companies and non-profits. He enjoys working with small business owners and spending time with his wife and three daughters.
In the next show on December 7th Paul will be joined by Stephen Rosenthal from Managed Services Platform talking about how MSPs can best implement technology roadmaps for clients
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hi, there and welcome back to the show. Here’s what we got coming up for you this week.
Phylip Morgan:
Fear, uncertainty, and doubt was the way to sell those products, right? A new way that we could maybe be so a cybersecurity.
Paul Green:
That’s Phylip Morgan from Pax8. He’s going to be here later on in the show. We’re also going to be talking about cashflow. If your cash flow isn’t quite as positive as you’d like it to be, maybe it’s because you haven’t fully embraced the MSP business model. I believe your business model should make your cash flow so beautiful that you’re literally licking the screen of your computer when you’re looking at your bank accounts.
Paul Green:
If you’re not, I’ll tell you later on in the show how you can make your cash flow so much better.
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
In th...
07 Dec 2021
Episode 108: How MSPs can control the chaos in the business
00:31:11
In this week’s episode
We know it’s not good, but why do we allow chaos to run riot in our businesses? This week Paul explains how to banish chaos and put your MSP on a new growth path
Also on the show this week, the difference between your clients’ “real” and “perceived” problems. How to identify which is which and get to the core of the real problem
And this week’s featured guest joins Paul to explain how MSPs can really get the most out of technology roadmaps
Featured guest
Thank you to Stephen Rosenthal from Managed Services Platform for joining Paul to talk about how MSPs can best implement technology roadmaps for clients.
Stephen is a multipreneur with ventures in sales, marketing, real estate, and retail. He leads Aurra Media, a scrappy omni-channel marketing team with a special focus on podcast marketing. As a friendly “sales guy”, Stephen genuinely enjoys serving and connecting with people. By day, Stephen builds positive customer experiences. And by night he enjoys hanging with his family and nerding out about NFTs.
In the next show on December 14th Paul will be joined by filmmaker Jude Charles talking about how you can leverage the power of video storytelling in your MSP
Voiceover:
Fresh, every Tuesday, for MSPs around the world, this is Paul Green’s MSP Marketing Podcast.
Paul Green:
Oh my goodness, we are here in December already? This year is going so fast. Here’s what we’ve got coming up for you in this week’s show.
Stephen Rosenthal:
Excited to be a part of the podcast, to help you as an MSP utilise strategic conversations with clients to grow your relationships with them.
Paul Green:
That’s Stephen Rosenthal from Managed Services Platform. He’s going to be here, later on in the show. We’re...
14 Dec 2021
Episode 109: The perfect prospect journey for an MSP
00:26:36
In this week’s episode
Do you think like prospects think? If you can put yourself in the shoes of the prospect and think through what kind of journey you’d like them to have with your MSP, that will be a huge marketing advantage. This week Paul explains how to design the perfect prospect journey
Also on the show this week, how you can improve the business by using data points to make positive changes every single day
Plus find out from Paul’s featured guest what video storytelling is, and shy you should do it
Featured guest
Thank you to filmmaker and brand strategist Jude Charles for joining Paul to talk about how you leverage the power of video storytelling in your MSP.
After starting his video production business at 17 years old, he found his specialty in helping entrepreneurs bring their stories to life through documentaries. For over 15 years, Jude has been producing documentary series for major brands such as Google, Coldwell Banker, and Steve Harvey but he is fuelled by working closely with purpose-driven entrepreneurs and leaders.
In the next show on December 21st Paul will be joined by Jimmy Armitage from Wavelength to talk about how you can improve on the recent issues with recruitment
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hey, don’t tell anyone that I told you, but today, it’s 11 days to Christmas. Here’s what we’ve got coming up in this week’s show.
Jude Charles :
Video is powerful and it’s much easier than you’d imagine to be able to tell a story, to be able to do video so that people will connect with you.
Paul Green:
That’s Jude’s Charles, he’s actually a filmmaker, and he’s going to be here later on in the show telling you how you can use a good story, how you can use better storytelling to attract more clients to your MSP. We’re also going to be talking about data points. Do you have KPIs, key performance indicators, or some kind of dashboard within your business? You’re bound to in some way but how do you use that information to make the business just a little bit better every single day? We’re going to explore that later on in today’s show.
<...
28 Jan 2020
Episode 11: The price of leadership is criticism
00:27:03
In this week’s episode
As your MSP grows and you take on more staff, there’s an increased chance you’ll be criticised by those that work for you. Paul explains how this can actually be a good thing for your business and leadership
Also in this week’s episode, how a simple paperclip can keep your business on track; details of a monthly pack of marketing material; and James Newell joins Paul to share some amazing advice about improving sales techniques
This podcast is fully interactive and listener Sam has a great question about how an MSP owner can force clients to stop bothering them with historic technical support!
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover: Made in the UK for MSPs around the world. This is Paul Green’s MSP marketing podcast.
Paul Green: Hello, I’ve got a great one for you today. Here’s what’s coming up.
James Newell: You might be too embarrassed to question me on what that actually means, and I’ll lose the sale because I’ve assumed that you know what I’m talking about.
Paul Green: We’re also going to explore a very simple but very powerful idea that will help you and your team to do the things that grow the business every single day, even when they’re jobs that no one really likes doing. And I’m going to answer a question from an MSP about how you stop your clients coming to you personally for tech support when there’s actually a team that they should be going to.
Voiceover: Paul Green’s MSP marketing podcast.
Paul Green: I was catching up over the weekend with a really good friend of mine, John, who is a business owner as well. He has some kind of engineering business. I don’t quite understand what they do, but we were talking about the burden of staff and they’ve all worked together for a long time. And something happened to him a couple of weeks ago, which really has bothered him at quite a deep emotional level, which was he became aware that two members of his team were discussing him on WhatsApp. And I can’t reme...
21 Dec 2021
Episode 110: Can prospects live chat your MSP?
00:26:20
In this week’s episode
Does the idea of introducing ‘live chat’ on your website give you the shivers and feel like a massive burden? This week Paul explains how this feature, when used correctly, can help to generate more leads for your MSP
Also on the show this week, did you know you that you are unconsciously setting the ‘warmth’ factor of everyone working in your business? Warmth is critical to keep both staff and clients happy. And increasing it should be a key focus in 2022
Plus, in the final show before Christmas, a recruitment specialist joins Paul to predict what MSP recruitment is going to be like next year. And there’s an awesome inspirational prize to be won
Featured guest
Thank you to recruitment specialist Jimmy Armitage from Wavelength for joining Paul to talk about the state of recruitment for MSPs and how to get the most out of the process.
Jimmy has been helping businesses grow since 2005. Jimmy represented England Rugby at U18 level, which opened his eyes to the difference the right team can make. Combining his business insight and experience with his passion for high-performing teams, Jimmy is dedicated to helping business leaders recruit the right people for their team.
Away from work Jimmy is still a passionate England Rugby supporter, trying to work out how to be a good parent, enjoys a craft beer (or 4) and loves relaxing by walking his trusty dog, Reggie.
Producer James Lett detailed a competition to win Paul’s top 5 books and a year’s subscription to Audible, enter here before midnight UK time Sunday January 2022
In next week’s special episode on December 28th, Paul will be joined by a panel of growth experts to talk about what successful MSP owners do to...
28 Dec 2021
Episode 111: Special: What successful MSPs do to grow
00:18:09
In this week’s special episode
As 2021 draws to a close, now’s a great time to position your MSP for growth next year. This is the first of two podcast special episodes aimed at helping you
A panel of industry experts join Paul to look at the recipe for successful MSPs
They look at everything from ambition to delegation and processes to mindset. As one guest says “businesses grow to the size of thinking of the owner”
Featured guests
Ian Luckett from ‘IT Experts’. Ian is a multi-talented IT & MSP business growth expert with over 20 years’ experience as a mentor, coach and ebusiness strategist. Over the years of working at various blue-chip companies holding a variety of senior positions, no one fits the profile better than Ian to help you build a profitable IT & MSP business by increasing your sales, productivity and profits.
Stuart Warwick from Scale With Confidence and the MSP mastery. Stuart is an MSP specific business coach, creator of the Scale With Confidence Model and founder of the MSP Mastery programme designed to help MSP’s scale with confidence to £1million or, if already there, to go faster.
Daniel Welling from WellingMSP. Daniel started his career in IT in 1995, following a sales track, working for a number of VARs and quickly developing a consultative approach to new business and account management, leading to Sales Management within a few years. In 2019, Daniel co-rebooted the London SBSC monthly meet up for MSPs whilst continuing participation in groups such as CompTIA. In 2020 Daniel was elected to the CompTIA Executive Council for the UK Business Technology Community.
Fiona Challis from the Next Generation Sales Academy. Fiona is a global MSP sales expert and a highly sought after speaker and trainer on sales transformation, shifting from transactional selling to selling business outcomes, increasing recurring revenue streams and driving predictable and profitable growth.
Jason Kemsley mentioned personality tests, including DISC assessment and Myers-Briggs
Next week, in Episode 113 on the 11th of January, Paul will be joined by Kevin Lancaster and Matt Solomon from Channel Program, talking about their mission to revolutionise the way channel partners and vendors communicate and interact
Voiceover:
Fresh every Tuesday for MSPs around the world. This is an MSP Marketing Podcast Special.
Paul Green:
Hello, and welcome to the show, and Happy New Year. I want 2022 to be the year you get everything you want and need out of your MSP. Maybe it’s more leads, it’s certainly more clients I’d have thought and you definitely want to increase the net profit that you’re getting from your business. All of these things can be done, and throughout the whole of this year, we are committed to bringing you the best guests, the best information and clever ways that you can get more out of your MSP, generate more leads, get more new clients and make more net profit. Now, to get us off to a great start to the year, it’s not going to be much of me in this show. Instead, I contacted a whole load of friends, ex...
11 Jan 2022
Episode 113: How to achieve total MSP market domination
00:41:44
In this week’s episode
Are you ready for total market domination in 2022? Now THAT’S something big to aim for this year 😃 In this week’s podcast Paul talks about how to totally dominate your area through systematic, persistent marketing. It’s easier than it sounds because most of the MSPs you’re up against will be doing very little marketing
Also on the show this week, the best things to talk about when doing a job interview. There are a few key questions that can make the whole recruitment process 1,000% more effective
Plus listen for a great new way of dealing with vendors. This week’s featured guests are attempting to revolutionise the channel and remove a lot of the ‘friction’ between MSPs and vendors
Featured guests
Thank you to this week’s featured guests, Matt Solomon and Kevin Lancaster from Channel Program, a platform designed to bring together the most innovative technologies in front of Channel Partners and give them a voice in how companies present, enter and succeed in the channel.
Matt Solomon has worked in sales & business development for 16+ years. Matt has spoken at more than 150 industry events in six countries and received 40 awards in recognition. Matt started a consulting company, Channel Halo, working with vendors and MSPs on their go-to-market strategies. After having many of the same conversations, Matt and his former CEO Kevin Lancaster decided to team up again and launched Channel Program.
Kevin Lancaster started ID Agent in 2015. The company took off quickly and was acquired by Kaseya in 2019. He would later go on to start a consulting company, The Venture Mentor, working with high-growth companies looking to scale and raise funding. At this point, after hearing many of the same conversations, Kevin decided to team back up with his former VP of Business Development, Matt Solomon and launch Channel Program.
In next week’s episode on January 18th, Paul will be joined by Mark Copeman from Wisecurve, talking about experts to talk about how MSPs can improve their websites
Got a question from the sho...
18 Jan 2022
Episode 114: How to figure out a USP for your MSP
00:23:48
In this week’s episode
You know your MSP is different to your competitors, but how can your prospects tell you apart (and therefore decide they must choose you?). It all comes down to having a USP – a Unique Selling Proposition. And this week Paul explains precisely what yours should be
Also on the show this week, did you know your MSP-branded polo shirt could lose the sale… as could your nicely ironed shirt. So what DO you wear in sales meetings with prospective clients? Paul describes exactly how you should be dressing for success
Plus listen for some great ideas on how to improve your MSP’s website thanks to Paul’s featured guest. And there’s a book recommendation all about the power of integrators and visionaries
Featured guest
Thank you to Mark Copeman from Wisecurve for joining Paul to talk about how MSPs can improve their websites.
Mark is the founder of Wisecurve, which brings together a number of his ventures including TechTestimonials – the only video / written testimonial service dedicated to the tech industry. He is the author of the books, MSP Secrets Revealed and Helpdesk Habits. Mark is married with 2 children and lives in the village of Bray, the home of 50% of the UK’s 3-starred Michelin restaurants. He loves to cook and run, but not necessarily at the same time.
Thank you to Lucas Meadowcroft from Tribu for recommending the book Rocket Fuel by Gino Wickman and Mark C. Winters
In next week’s episode on January 25th, Paul will be joined by Sam Sheridan from Sheridan Computers, talking about how you can use YouTube to win new clients
Voiceover:
Fresh every Tuesday for MSPs around the world, this is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, and welcome back to the show. Here’s what we got coming up for you this week.
Mark Copeman:
I’m here today with Paul to talk about the art of website creation and design for MSPs.
Paul Green:
That’s Mark Copeman. You’ll know him from Helpdesk Habits, and he’ll be here later on in th...
25 Jan 2022
Episode 115: How to make cyber security relevant to prospects
00:28:49
In this week’s episode
If the limit of your prospect’s technical knowledge is them taking a screenshot on an iPhone, how can they understand the technology solutions you’re trying to sell to them? It’s all about making your services feel relevant to them. And this week Paul talks about how you can do this
Also on the show this week, how do you feel about attending physical networking meetings? If it’s Covid-safe for you to attend, Paul explains how to get the most out of them
And there’s some great advice from Paul’s featured guest about using YouTube as part of your marketing mix. Plus there’s a great book recommendation all about virtual selling
Featured guest
Thank you to Sam Sheridan from Sheridan Computers for joining Paul to talk about how you can use YouTube to win new clients.
Sam grew up in Bolton, UK and has always had a passion for computers. Before the internet was made publicly available in 1993, he was brought up around the world of dial-up connections, modems, and bulletin boards. Sheridan Computers has been providing IT support and consultancy to small and medium businesses for twenty years.
Voiceover:
Fresh every Tuesday for MSPs around the world, this is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, and welcome back to the show. Here’s what we’ve got coming up for you this week.
Sam Sheridan:
So I’m currently standing at about 2000 subscribers. I use YouTube to get new clients and I’m here to tell you how you can do the same.
Paul Green:
That’s Sam Sheridan. He’s an MSP owner, just like you, and he’s been using YouTube to win himself new clients. Later in the show, Sam’s going to join us to tell us how he uses YouTube and give you an idea of how you could do the same thing. Plus, we’re going to be talking about networking. No, I don’t mean making all the computers talk to each other. I mean, going out and physically meeting people. Should you be doing networking right now, and if you are doing it, how do you max it out to make sure you get the best return on investment?
Voiceover:<...
01 Feb 2022
Episode 116: When staff NOT taking holidays disrupts your MSP
00:29:14
In this week’s episode
Surely you should be celebrating when your staff don’t take their holidays? Actually no… apart from it increasing the chances of them burning out, it can be a huge pain when everyone tries to take their time off, at the same time, at the end of the year. In today’s show Paul explores something you could put in place today to make this go away
Also on the show this week, there may be something wrong with your marketing and you don’t even know about it. Paul explains where these errors may exist and why you should fix them
Plus there’s a valuable conversation with Paul’s guest about how to improve your lead generation. And a book to read to help you be more effective
Featured guest
Thank you to Jeff Pugel from Ignition for joining Paul to talk about how to start selling based on value, not price.
Waking up in a cold sweat at 3AM in the spring of 2019, Jeff knew he was done with corporate life. After 20+ years in advertising and media sales, Jeff realised small business owners have been misled on what they need to know about growing their business. Jeff’s mission is to accelerate profits and guarantee a quantifiable Return on Investment from his hybrid marketing coaching/consulting services.
Thank you to Todd Kane from Evolve Management Consulting for recommending the book Effective Executive by Peter Drucker
In next week’s episode on February 8th, Paul will be joined by Aaron Nihat from Cornwall IT, talking about how you can improve your website’s Google rank with some SEO tips
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP marketing Podcast.
Paul Green:
Okay. I cannot believe that today is February. How fast is this year going? Here’s what we got coming up for you in this week’s show.
Jeff Pugel:
Talking about the three common lead generation mistakes that most MSPs make and how to overcome them. So you are now selling based on value, not price.
Paul Green:
That’s Jeff Pugel, he’s a lead generation expert, and he’s going to be here later on in the show to tell you the three classic mistakes that you might be making while trying to generate more leads for your MSP. Plus, we’re going to be talking about testing your marketing, and I don’t mean anything clever, like split testing. You may have heard of AB split testing in the past. I mean actuall...
08 Feb 2022
Episode 117: Your 6 month reminder to raise prices
00:21:43
Episode 117 includes why you need to be the most expensive MSP in your market, the business owners that don't buy technology and awesome tips from an SEO and MSP expert
15 Feb 2022
Episode 118: Can your MSP generate leads with webinars?
00:33:08
Episode 118 includes how your MSP can use webinars to generate leads, tips for doubling your marketing and to build trust with your clients
22 Feb 2022
Episode 119: What clients really buy from MSPs
00:21:05
Episode 119 includes why it's important to understand what a client buys, how to start a marketing plan and great tips from a lead gen expert
04 Feb 2020
Episode 12: The Impact Box
00:24:52
In this week’s episode
Not many people have heard about the Impact Box, but Paul talks about some MSPs are using them to tip prospects over the edge and turn them into happy clients
Also in this week’s episode; you may not realise it but you have a Hassle Bucket in your brain. And Paul explains how to stop it overflowing
Plus special guests join Paul to discuss selling more hardware to customers and finding time to get the important stuff done
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover: Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green: Got another cracker for you this week. Here’s what’s coming up.
James Cust: And we’ll be able to see real live data about their estate, and see an overview of devices which are in warranty, get the idea of the proportion of their estate, which ultimately is unprotected.
Paul Green: We’re also going to be talking about something called an impact box. It’s a bunch of stuff that you send to them in the post to push them over the edge. And I’ll be answering your question about how to prioritise what’s most important every day.
Voiceover: Paul Green’s MSP Marketing Podcast.
Paul Green: I want to start today by talking about hassle buckets. I believe that every single one of us has a hassle bucket inside our head. So what’s a hassle bucket? Well, it’s a measure for how much hassle, how much grief and stress we can deal with at any one time.
Paul Green: And some people’s buckets are very deep. They can take enormous amounts of hassle before their bucket overflows and they run into problems. Other people’s buckets are more shallow. I don’t believe tha...
01 Mar 2022
Episode 120: Your MSP’s one page marketing plan
00:30:43
Episode 120 includes the next stage in creating your 1 page marketing plan, how to check if your marketing will work and a phishing expert shares the latest industry news
08 Mar 2022
Episode 121: Bond with a new client when you onboard them
00:33:07
Episode 121 includes how to bond with clients during onboarding, the niche in your marketing plan and another Microsoft revenue stream
15 Mar 2022
Episode 122: What a potential acquirer wants from your MSP
00:37:22
Episode 122 includes how to prepare your MSP for sale, the importance of being a leader and the next part of your one-page marketing plan
22 Mar 2022
Episode 123: The marketing advantage of an IT dispatcher
00:33:06
Episode 123 includes why ticket triage can help your marketing, the final stage of your one page marketing plan and how to use LinkedIn advertising
28 Mar 2022
Episode 124: The power of LinkedIn Creator Mode for MSPs
00:37:17
Episode 124 includes some powerful LinkedIn tools, how to sell cyber security and making the best long-term decisions
04 Apr 2022
Episode 125: How to gamify your MSP's website
00:31:39
Episode 125 includes how to make your website more fun to use, the MSP owner that created a tool for other MSPs and a solution to your business growth distractions
11 Apr 2022
Episode 126: Clever: How MSPs can reuse marketing content
00:32:24
Episode 126 includes how to make the absolute most of every piece of marketing content, the leadership benefit of really getting to know your team and the MSP that grew to 100 staff within 18 years
18 Apr 2022
Episode 127: SPECIAL: What marketing is working for MSPs right now
00:42:40
This special episode includes:
Paul talks to the owner of a technology marketing agency about the areas where MSPs should focus their marketing efforts
In their extended conversation they also touch on how MSP business owners can adopt a growth mindset
Plus listen for insight into how this agency enjoyed considerable growth within their own business over a two year period
Featured guest
Thank you to Andra Hedden from Marketopia for joining Paul for an extended conversation to talk about the big MSP marketing opportunities in 2022.
Andra radiates positivity and has a love for helping others. She has a passion for the channel and loves helping others MSPs, VARs and Vendors become more successful. She knowledge and expertise of the industry, combined with her people skills, make her a true leader in the channel.
Episode 128: Every MSP needs this strategic referral deal
00:31:42
Episode 128 includes:
Why you need to buddy up with a particular type of business to share referrals
Understand the special tool from LinkedIn that can boost your profile
Plus our guest is an MSP sales expert explaining how to win more business by focusing on people not technology
Featured guest
Thank you to Heather Harlos, Head of MSP and Channel Marketing at JumpCloud, for joining Paul to talk about the power of making your business more 'human'.
Heather has been helping companies optimise their business operations and go-to-market strategies for over 15 years. Before joining JumpCloud, she served in multiple global roles for Fortune 500 companies, helping them create live experiences, leverage modern digital platforms, and empower their customers to thrive. In her free time, she trains hunter/jumper horses and actually could ride before she could walk.
Subscribe to this podcast using your favourite podcast provider:
02 May 2022
Episode 129: A clever SEO idea for MSPs
00:28:41
Episode 129 includes:
A simple Search Engine Optimisation (SEO) technique to rank better for local searches in Google
The importance of NOT jumping on a new idea too quickly
What your clients really feel when you increase prices
Featured guest
Thank you to SEO expert Nick Rubright from New Reach Marketing for joining Paul to talk about how to improve your local Google ranking.
Nick is the founder & CEO of an SEO-focused marketing agency. Nick and his team have worked with large brands like Webex, smaller ones like Finance-able, and local ones like Willis Lawn Services to build and run scalable SEO campaigns that drive revenue.
Subscribe to this podcast using your favourite podcast provider:
11 Feb 2020
Episode 13: Don't kill your technician... give them a checklist instead
00:28:17
In this week’s episode
MSPs thrive or dive on the successful completion of small technical tasks. Paul suggests an easy solution for those times when a simple small mistake can be devastating to the business
Check out the first of a two-part interview with an ex-Microsoft employee who can help you sell Azure with fantastic margins
Also in this week’s episode; how to spend more time out of the business with the Three Plus One plan. And the best way to run an email marketing campaign
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover: Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green: Hello. Here’s what’s coming up on today’s show.
Joseph Landes: Taking advantage of these five suggestions that we’ve made. You can easily make up to 80% margins on Azure. You can save up to 80% off the list price of Azure.
Paul Green: That’s Joseph Landes from from Nerdio. He’s going to be telling you later on how you can sell more Azure and make a lot more profit on it. We’re also going to be talking about checklisting everything in the business using paper, not screens, and I’m going to be answering a question for an MSP about the m...
09 May 2022
Episode 130: Do MSPs get imposter syndrome?
00:34:13
Episode 130 includes:
To hell with imposter syndrome! Here's how to become the truly confident MSP you really are
The importance of taking your team out for a walk
Plus this week, former MSP and number one LinkedIn expert Andrew Moon shares his advice on the platform
Featured guest
Thank you to Andrew Moon from Orange Nomad for joining Paul to share some great LinkedIn lead generation tips.
Andrew is serial entrepreneur who has launched and run several successful businesses since the age of 8! After running a successful MSP for 10 years, Andrew founded Orange Nomad to help MSPs, small businesses and entrepreneurs bridge the gap between strategy and execution. Andrew helps his clients to learn how to build a "calm company".
Connect with Andrew on LinkedIn:
https://www.linkedin.com/in/andrewmoonorangenomad
Show notes
Out every Tuesday on your favourite podcast platform
Thank you to Rob Jolliffe from Sabre Limited and MicroAge Kitchener for recommending the book Blink: The Power of Thinking Without Thinking by Malcolm Gladwell:
In next week's episode, Paul will be joined by Max Pruger, Compliance Manager at Kaseya, to talk about a brand new 'compliance as a service' revenue opportunity:
Subscribe to this podcast using your favourite podcast provider:
16 May 2022
Episode 131: MSPs: Make sure you're charging properly
00:30:31
Episode 131 includes:
Why MSPs aren't charging properly - and why this is CRAZY
The pros and cons of making follow-up phone calls to clients after support
Plus there's an opportunity for extra monthly recurring revenue
Featured guest
Thank you to Max Pruger, Compliance Manager at Kaseya, for joining Paul to talk about a brand new 'compliance as a service' revenue opportunity. This interview with Max was recorded back in February 2022, a few weeks before Kaseya announced the acquisition of Datto.
Max has been a pioneer in the managed services industry since the late 1990s. He currently serves as SVP and GM of Compliance Manager, VulScan and MyITProcess and is responsible for Kaseya’s go to market strategy for his respective business units. Max began his MSP career at USWeb as a founding member of that company’s managed service division. He has also held the position of Senior Architect at IBM. Max holds a BS in Computer Science from American University and an MBA from the University of Maryland - Robert H. Smith School of Business.
Connect with Max on LinkedIn:
https://www.linkedin.com/in/maxpruger
Show notes
Out every Tuesday on your favourite podcast platform
In next week's episode, Paul will be joined by Luis Giraldo, Chief Experience Officer at ScalePad and CEO of Ook Enterprises, to talk about MSP opportunities for the second half of 2022:
The benefit to your MSP of doing a 'ticket frenzy'
Plus on the show this week an industry expert joins Paul to explain why now is the time to get things done and move your MSP forward
Featured guest
Thank you to Luis Giraldo, Chief Experience Officer at ScalePad and CEO of Ook Enterprises, for joining Paul to talk about why MSP should focus on growth in the second half of 2022.
Luis has founded, scaled and sold various successful IT businesses since 2006. He created SaaS documentation platform Monkey Box in 2013, which was acquired by IT Glue in 2017. He has since held key executive roles with vendors such as IT Glue, Kaseya, and N-able, and is an influential leader in the global MSP space. Luis helms the Partner Success and IT organisations, and brings deep MSP experience, thought leadership, and long-term strategic focus to ScalePad.
Connect with Luis on LinkedIn:
https://ca.linkedin.com/in/luisgiraldo
Show notes
Out every Tuesday on your favourite podcast platform
Thank you to lead generation and LinkedIn expert Mark Firth for recommending the book The Almanack of Naval Ravikant: A Guide to Wealth and Happiness by Eric Jorgenson:
In next week's episode, Paul will be joined by RevOps specialist (and the creator of the Feel-Good MSP) Brian Gillette, to talk about how you can actually feel-good about selling:
Episode 133: MSPs: Overcome common sales objections
00:39:22
Episode 133 includes:
How to combat most of the reasons prospects give for not buying
The importance of understanding your prospect's emotional motivation
Plus on the show this week, the MSP sales expert who thinks you can actually enjoy cold calling
Featured guest
Thank you to RevOps specialist (and the creator of the Feel-Good MSP) Brian Gillette, for joining Paul to talk about how you can actually feel-good about cold calling and selling.
"I work with clients ranging from solopreneurs to multi-million dollar companies, and I love my job. As a former actor, I’ve had tons of different jobs—I’ve sold TVs, burritos, houses, business loans, managed services, and plenty more.
I live in Pasadena, CA with my wife Sam. When I’m not working as a consultant, I am a freelance voice actor for audiobooks, corporate training, and commercials."
Connect with Brian on LinkedIn:
https://www.linkedin.com/in/brian-gillette-27884b128
Show notes
Out every Tuesday on your favourite podcast platform
In next week's episode, Paul will be joined by Len Herstein, author of Be Vigilant!, to talk about what complacency is, why it's so dangerous and what MSPs can do to identify and fight it:
Episode 134: The 2022 marketing power of the 1922 marketing tactic
00:37:49
Episode 134 includes:
Why you should start using this 100 year old marketing tool
How to create 'evergreen' content for your website
Plus on the show this week, the benefit of being a vigilant MSP owner
Featured guest
Thank you to Len Herstein, author of Be Vigilant!, for joining Paul to talk about what complacency is, why it's so dangerous and what MSPs can do to identify and fight it.
Len has over 30 years of experience in business and brand marketing. Prior to founding his marketing and events company (ManageCamp Inc.), Len innovated, managed and grew brands for major consumer packaged goods marketers, including Campbell Soup Company, Coca-Cola, and Nabisco. Since 2015, Len has served as a reserve deputy sheriff with the Douglas County Sheriff’s Office in Colorado.
Connect with Len on LinkedIn:
https://www.linkedin.com/in/lenherstein
Show notes
Out every Tuesday on your favourite podcast platform
In next week's episode, Paul will be joined by Harry Brelsford from SMB Nation to talk about how about what mergers and acquisitions might mean for MSPs in 2022:
Episode 135: Mop up old prospects with a sales week
00:33:10
Episode 135 includes:
How to earn an extra 100k by running a sales week
Why repeating yourself in sales conversations is a good thing
Plus in the show this week, how will mergers & acquisitions change over the next year
Featured guest
Thank you to Harry Brelsford from SMB Nation for joining Paul to talk about what mergers and acquisitions might mean for MSPs in 2022.
Entrepreneur Harry is the founder of SMB Nation (www.smbnation.com) from Austin, Texas. He oversees the popular SMB Nation workflow including marketing analytics, content and events (webinars, workshops and multi-day conferences). He holds an MBA in Project Management from the University of Denver (and numerous certifications such as MCSE, MCT, CNE, et al) and is the author of 23 books on technology and business topics. His 20 years of SMB technology experience were supplemented by teaching 12+ years at night as an adjunct professor at Seattle Pacific University and other higher-learning institutions. Harry is a board member at Moonshot Equity Partners and an in-demand speaker at industry events. An active entrepreneur, Harry is the force behind the Pocket MBA, Telephonation, Cloud Nation and XPmigrations.com. His latest startup The CannaTech Group.
Connect with Harry on LinkedIn:
https://www.linkedin.com/in/harryb
Show notes
Out every Tuesday on your favourite podcast platform
Subscribe to this podcast using your favourite podcast provider:
20 Jun 2022
Episode 136: How to find a phone person for your MSP
00:44:43
Episode 136 includes:
Why every MSP needs a phone person, and the best way to recruit yours
3 rules to maximise your personal time
Plus on the show this week, what it really means to be a serial entrepreneur
Featured guest
Thank you to Al Alper from CyberGuard360 for joining Paul to talk about the new ways to sell cyber security and what it means to be a serial entrepreneur.
Al Alper is Founder and CEO of Absolute Logic, Inc. and CyberGuard360. He is a serial entrepreneur, having founded several successful companies where he saw exits through acquisitions by companies such as CIT. Absolute Logic and CyberGuard360 are his 5th and 6th ventures. Al lives in Wilton, CT with his wife, Janice, where they raised three children, Kaitlin, AJ and Alexandra. In his spare time, he volunteers on several local community Boards and Commissions, and many non-profits. He enjoys a myriad of sports including skiing, windsurfing, boating, racquetball and more.
Connect with Al on LinkedIn:
https://www.linkedin.com/in/alperal
Show notes
Out every Tuesday on your favourite podcast platform
In next week's episode, Paul will be joined by Ben Spector, Zomentum's Product Manager and MSP consultant, to talk about how to choose the right tools to run your MSP:
Plus on the show this week, which tools do MSPs always get wrong
Featured guest
Thank you to Ben Spector, Zomentum's Product Manager and MSP consultant, for joining Paul to talk about how to choose the right tools to run your MSP.
Ben is a former MSP owner who sold and exited his business in late 2020. Since then, he's been working in two capacities. First as Product Manager with Zomentum, leveraging his previous experience running an MSP to shape Zomentum's development roadmap. Second as a mentor to other MSP owners, delivering tactical support to help solve their operational challenges, focussing mostly on their tools, systems, and processes..
Connect with Ben on LinkedIn:
https://www.linkedin.com/in/benspector1/
Show notes
Out every Tuesday on your favourite podcast platform
Who should your phone person be calling and what should they be talking about
Plus on the show this week, an international MSP expert shares the global differences between MSPs
Featured guest
Thank you to Shoaib Laher from As.a.Service for joining Paul to talk about the challenges facing MSPs around the world.
Shoaib founded As.a.Service after spotting a niche in the MSP market with a particular focus on the US based MSPs. When he’s not making clients happy during the week, Shoaib is a “borderline obsessive” golfer and a Dad to twins.
Show notes
Out every Tuesday on your favourite podcast platform
Subscribe to this podcast using your favourite podcast provider:
11 Jul 2022
Episode 139: A genius idea to free your technicians' time
00:37:55
Episode 139 includes:
How to get the most out of your techs' time
The importance of thinking like a prospect, not like an MSP
Plus on the show this week why you should write your own book and how to do it
Featured guest:
Thank you to Cassandra Morgan from White Whisker Publications for joining Paul to talk about how MSPs can write their own book.
Cassandra Morgan is an award-winning author, writing coach and speaker residing in Toledo, Ohio. Her works span several genres including Fantasy, Paranormal Cozy Mystery, Sweet Romance, and Gothic Fairytale Horror.
She lives with her husband, six cats, and any number of foster kittens where she thrives on coffee, courage, and kitten cuddles.
Connect with Cassandra on LinkedIn:
https://www.linkedin.com/in/cassandra-morgan-09b7b9126
Show notes:
Out every Tuesday on your favourite podcast platform
Thank you to Andrew Moon from Orange Nomad for recommending the book It Doesn’t Have to Be Crazy at Work by Basecamp's creators David Heinemeier Hansson and Jason Fried:
In next week's episode, Paul will be joined by brand and marketing expert Mike Verret to talk about how MSPs can be better at talking about themselves:
Episode 14: How passphrases help you sell more password managers
00:27:06
In this week’s episode
Windows Virtual Desktop is gaining some traction with MSPs as a re-sellable product, but a lot of people still have questions around best practice. Special guest Joseph Landes from Nerdio is an ex-Microsoft employee and is back to share some brilliant tips
Paul’s also got an idea for you to integrate Have I been Pwned into your website as a data capture tool
Plus find out how to sell more password managers; get clients excited about telecoms; and identify (and fire) your Internal Terrorist
Show notes
Out every Tuesday on your favourite podcast platform
Paul discussed the site to help check if an account or password has been breached haveibeenpwned.com
The API from Have I Been Pwned has been turned into a free WordPress plugin available with Paul Green’s MSP Marketing Edge service
Paul’s guest talking about the best way to re-sell Windows Virtual Desktop was Joseph Landes from Nerdio (you can find part 1 of his interview discussing how to improve margins selling Azure here)
Voiceover:
Made in the UK, for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello and welcome to episode 14. Here’s what’s coming up in today’s show.
Joseph Landes:
A few months ago, Microsoft released Windows Virtual Desktop. Since then we have been fairly overwhelmed with demand.
Paul Green:
That’s Joseph Landes from Nerdio. We’re going to be playing the second part of his interview talking about how to sell more Windows Virtual Desktop. I’ve also got an idea for you to integrate, Have I been Pwned into your website as a data capture tool. And a way to tell clients how to set passwords which seems easier to them. But will actually sell you more password managers.
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
Once you’ve got about five or six staff, that’s when you start to realise t...
18 Jul 2022
Episode 140: Use LinkedIn to build a recruitment pipeline
00:30:10
Episode 140 includes:
Why you should be constantly recruiting on LinkedIn - even if you don't have a vacancy
How you can use marketing momentum to grow your MSP
Plus on the show this week a branding expert explains the power of a single message
Featured guest:
Thank you to Mike Verret from Verret and Associates for joining Paul to talk about how MSPs can be better at talking about themselves.
Mike has spent over 25 years in the brand marketing business and the hallmark of his career is his ability to understand an audience. Now he shows businesses how to talk about themselves To THEIR audience.
Connect with Mike on LinkedIn:
https://www.linkedin.com/in/mike-verret-7027211
Show notes:
Out every Tuesday on your favourite podcast platform
Episode 141: How this MSP is achieving "crazy growth"
00:29:36
Episode 141 includes:
How one MSP has driven huge growth over the last couple of years - what they did and why
Which business cards have a place in your wallet in 2022?
Plus on the show this week, a sales expert with advice to make selling much easier for you
Featured guest:
Thank you to Adam Wootton from Impact Sales Coaching for joining Paul to talk about how MSPs can make selling easier.
Adam has 20 years sales experience ranging from telesales, field sales, key account sales, key account management and leading high performance teams. He launched Impact Sales Coaching five years ago and has delivered results for large corporates and SME's spanning sectors such as telecommunications, IT infrastructure, finance, logistics, education, manufacturing, recruitment and events.
Connect with Adam on LinkedIn:
https://uk.linkedin.com/in/adam-wootton-b4607015
Show notes:
Out every Tuesday on your favourite podcast platform
Thank you to Luis Giraldo, Chief Experience Officer at ScalePad for recommending the book Principles for Dealing with the Changing World Order by Ray Dalio:
Episode 142: Your MSP's marketing advantage: Showing empathy
00:26:38
Episode 142 includes:
00:00 Why empathy is the core marketing skill to develop
07:33 Paul's real life example of why 'before & after' case studies matter
12:59 The MSP owner who thinks the tech on-site visit is dead
25:11 A book recommendation to help you build trust within internal teams
Featured guest:
Thank you to Harold Mann from Mann Consulting for joining Paul to explain why the MSP on-site tech visit is dead.
Harold Mann is co-founder of Mann Consulting, an IT consultancy based in San Francisco. Started in 1991, the firm supports hundreds of businesses around the U.S. each year with an emphasis in Mac device management for fast-growing startups.
Connect with Harold on LinkedIn:
https://www.linkedin.com/in/hmann
Show notes:
Out every Tuesday on your favourite podcast platform
Thank you to RevOps specialist (and the creator of the Feel-Good MSP) Brian Gillette for recommending the book The Speed Of Trust by Stephen M.R. Covey:
Episode 143: Admit what your MSP CAN'T do, to win trust
00:41:00
Episode 143 includes:
00:00 The marketing power of admitting your limitations
08:00 Understand the Pros and Cons of using MSP jargon
17:36 A marketing expert explains why email marketing isn't dead
39:44 A book recommendation to help you create better customer service
Featured guest:
Thank you to Nate Freedman from Tech Pro Marketing for joining Paul to explain why email marketing for MSPs isn't dead.
Nate is the founder of Tech Pro Marketing, a marketing company specifically dedicated to serving the MSP community. He has been featured throughout the channel in publications such as Channel Marketer Report, Channel Executive Magazine and Channel Futures. He lives in Rhode Island with his wife and two young daughters. In his spare time, he loves watching wrestling (yes, he's that guy) and his favourite wrestler is the Macho Man Randy Savage.
Connect with Nate on LinkedIn:
https://www.linkedin.com/in/natefreedman
Show notes:
Out every Tuesday on your favourite podcast platform
Episode 144: Your MSP needs a Dream 100 prospect list
00:48:08
Episode 144 includes:
00:00 Why speed is of the essence for dealing with prospects
10:59 Identify a Dream 100 prospect list to accelerate your MSP's growth
19:40 A productivity expert explains how to do 1 hour of work in 30 minutes
46:26 A book recommendation to help you earn an MBA without the associated cost
Featured guest:
Thank you to Blaine Oelkers, the only Chief Results Officer®, for joining Paul to explain how you can do 1 hour of work in 30 minutes.
Blaine is a high level performer with a wealth of knowledge who is committed to helping people achieve results quickly. He brings high energy and ultra focus which is critical to quickly generate amazing results and build momentum in any business. If you are a business owner or entrepreneur in need of a Chief Results Officer, Blaine comes highly recommended.
Connect with Blaine on LinkedIn:
https://www.linkedin.com/in/blaineoelkers
Show notes:
Out every Tuesday on your favourite podcast platform
00:00 How to become an expert at standard operating procedures
08:20 Why your MSP could benefit from creating an 'authority site'
15:45 A backup expert predicts what the future could look like
28:41 A book recommendation to help you tackle the most constrained part of your business
Featured guest:
Thank you to Mike Andrews from NovaBACKUP for joining Paul to discuss the future of cloud back-up as solution for MSPs.
Mike is a data protection industry veteran and Software as a Service pioneer. As CEO at NovaStor Corporation, he helped introduce the first windows-based cloud backup solution and has since worked with thousands of Managed Service Provider (MSP) partners to launch successful recurring incremental revenue generating businesses. Mike holds several industry awards and is credited with inventing patents on file restoration. Prior to NovaStor Corporation, Mike founded a Managed Service Provider business and held various executive roles in the data protection and security software space.
Connect with Mike on LinkedIn:
https://www.linkedin.com/in/mikeandrews
Show notes:
Out every Tuesday on your favourite podcast platform
On the subject of creating great standard operating procedures, Paul recommended reading The E-Myth Revisited, Built to Sell and The Checklist Manifesto:
Episode 146: Should you buy a client out of a contract?
00:29:38
Episode 146 includes:
00:00 When MSPs should buy clients out of contracts
06:47 The financial numbers that are important to your MSP
18:12 An MSP sales expert joins Paul to break sales down into simple steps
27:42 A book recommendation to help you combine your life skills and business experience to boost your success
Featured guest:
Thank you to MSP sales expert Fiona Challis for joining Paul to discuss how sales can be turned into a series of small simple steps.
Fiona helps MSP's to overcome one of the greatest challenges they face which is filling top of funnel, winning new clients and having a structured sales process to grow and retain those clients.
Find out about Fiona's course 'How to win, grow and retain new clients for your MSP' on Paul's affiliate link:
https://www.mspsalesmastery.com/a/2147515389/iJJozk7q
Or use Fiona's regular course link:
https://www.mspsalesmastery.com/onlinecourse
Connect with Fiona on LinkedIn:
https://uk.linkedin.com/in/fionachallis
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 147: MSPs - be an adult when a client fires you
00:33:24
Episode 147 includes:
00:00 The benefit to your MSP of identifying a 'loss leader' within your service
05:51 The importance of being an adult when a client leaves you
12:54 Great advice about creating measuring objectives, as part of the Ultimate MSP podcast crossover event
15:48 A process expert joins Paul to explain how to easily document the procedures within your MSP
31:38 A book recommendation to help you transition from being a manager to a true leader
Featured guests:
As part of this month's Ultimate MSP podcast crossover event, thank you to Todd Kane, the host of the Evolved Radio Podcast, for joining Paul to share the best piece of business advice he's ever been given.
Todd is an accomplished business leader with 20+ years of experience and runs Evolved Management Consulting, helping managed IT companies increase profit and decrease stress.
Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize:
https://www.paulgreensmspmarketing.com/MSPpodcastcrossover
Check out the Evolved Radio Podcast:
https://www.evolvedmgmt.com/podcast
Connect with Todd on LinkedIn:
https://ca.linkedin.com/in/toddakane
Thank you to Owen McGab Enaohwo from SweetProcess for joining Paul to discuss how sales can be turned into a series of small simple steps.
Owen's easy-to-use software enables company executives and their employees to collaborate together to quickly document and/or improve their standard operating procedures, processes, and policies. Owen was previously the CEO of Hire Your Virtual Assistant (H.Y.V.A.), a virtual assistant service for small business owners. His specialties include business development, negotiation, operations management, and more.
Connect with Owen on LinkedIn:
https://www.linkedin.com/in/owenmcgabenaohwo
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 148: MSP marketing lessons from this direct mail
00:31:24
Episode 148 includes:
00:00 A great example of modern direct mail
14:03 Clever automation with calendar bookings
16:47 MSP planning advice from the MSP Podcast Crossover
19:15 Improve sales with 'relationship signal intelligence'
29:37 A great book recommendation filled with MSP inspiration
Featured guests:
As part of this month's Ultimate MSP podcast crossover event, thank you to Ian Luckett, the host of The IT Experts Podcast, for joining Paul to share the best piece of business advice he's ever been given.
Ian is a Business Growth Consultant and specialises in helping business owners in the IT & MSP space. Ian has always been a big fan of Personal Development and his passion has spread over the years into the business world.
Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize:
https://www.paulgreensmspmarketing.com/MSPpodcastcrossover
Check out The IT Experts Podcast:
https://innovatetosuccess.com/itega-podcast/
Connect with Ian on LinkedIn:
https://www.linkedin.com/in/ianluckett/
Thank you to Jamie Shanks from Pipeline Signals for joining Paul to discuss how to improve sales with 'relationship signal intelligence'.
Jamie is the CEO of Pipeline Signals, a startup SaaS firm that helps businesses scale their pipeline through Relationship Signal Intelligence Monitoring by addressing the most common yet unanswered challenges that most sellers have. For the past ten years, Jamie ran Sales for Life, the world's most extensive Social Selling training program for mid-market and enterprise companies. Jamie has delivered workshops across six continents for Microsoft, Thomson Reuters, Oracle, American Airlines & Intel.
Connect with Jamie on LinkedIn:
https://ca.linkedin.com/in/jamestshanks
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 149: Claim your share of this $5,000 MSP giveaway
00:30:12
Episode 149 includes:
00:00 Create amazing marketing with these 3 influential weapons
09:20 Find out about the $5,000 MSP giveaway
12:45 MSP failure advice from the MSP Podcast Crossover
14:40 What is 'scrappy marketing' and how you can use it
27:49 A great book recommendation all about knowing your audience
Featured guests:
As part of this month's Ultimate MSP podcast crossover event, thank you to Adam Walter, co-host of The Humanize IT Podcast, for joining Paul to share the best piece of business advice he's ever been given.
In each episode of their show, hosts Adam Walter, Skip Ziegler and other industry experts, show business owners, technology professionals and problem-solvers how to excel their careers with a new, more conversation-based approach to IT.
Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize:
https://www.paulgreensmspmarketing.com/MSPpodcastcrossover
Check out the Humanize IT Podcast:
https://anchor.fm/humanize-it
Connect with Adam on LinkedIn:
https://www.linkedin.com/in/adamswalter/
Thank you to Colt Briner from Scrappy AF Marketing for joining Paul to discuss how smart marketing on a low budget can have huge impact.
Colt helps mid-stage organisations apply creativity and strategy to capture market share from industry incumbents and build pathways into new markets. Colt combines rich strategy with deeply practical application - and a bit of humour - to ensure his listeners come away equipped to succeed as better marketers and better leaders.
Connect with Colt on LinkedIn:
https://www.linkedin.com/in/colt-briner
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 15: A powerful FREE dashboard for ConnectWise
00:26:04
In this week’s episode
If you use ConnectWise, there’s an extremely powerful and FREE tool that can extract and display information in a way you may never have seen before. Paul’s joined by the Joe Pannone to explain more about CWDash
There’s understandably still nervousness around being GDPR compliant (in the UK anyway), however Paul has details about a brilliant service that can not only find you virtually any email address, but also use that email for marketing too
Also in the week’s episode Paul discusses the power of taking action. And answers a listener’s question about whether MSPs should use Instagram
Show notes
Out every Tuesday on your favourite podcast platform
Find the video Paul has also recorded with Joe Pannone here
The guest on March 3rd will once again be Glenn Robertson, MD and owner of Purechannels. with an update on unspent free MDF (Marketing Development Fund)
Voiceover:
Made in the UK, for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello and welcome to this week’s show. I’ve got a corker for you this week and this is what’s coming up.
Joe Pannone:
It made a dramatic change. And our clients saw it by the way, they saw it and they loved it. It really, really helped us and most importantly our clients.
Paul Green:
We’re also going to be talking about whether or not you should be using Instagram to get new clients and how to find anyone’s email address and drop them a cold email.
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
I truly believe that life is better when you are an action orientated individual. And I say this after working quite closely with a lot of business owners for nearly 15 years, and the ones who take action, who get things done, who have an idea and then act on it almost immediately, regardless of what else is happening in their lives, they seem to be the ones who make the most progress. And because they make the most progress, they get the most satisfaction from their businesses, from their lives. And because they get that satisfaction, they take that happiness home and you can see it’s a virtuous circle. Now I do meet a lot of business owners, a huge amount of MSP owners who have really good intentions, and we all have those good inte...
26 Sep 2022
Episode 150: This is how to influence your MSP's prospects
00:39:06
Episode 150 includes:
00:00 Three more powerful marketing weapons to influence your prospects
08:47 How to best help your staff during the cost of living crisis
19:00 Some great advice about collaboration and time management, as part of the Ultimate MSP podcast crossover event
22:06 A new vCIO revenue stream for your MSP
37:31 A great book recommendation about getting the most out of your day
Featured guests:
As part of this month's Ultimate MSP podcast crossover event, thank you to Richard Tubb, the host of TubbTalk, for joining Paul to share the best piece of business advice he's ever been given.
Richard provides expert advice to help IT businesses grow. Richard has worked with the owners of hundreds of MSPs to free up their time, concentrate on doing what is important and make more money.
Connect with Richard on LinkedIn:
https://www.linkedin.com/in/richardtubb/
Thanks also goes to Praveen Ramesh from SuperOps.ai and the host of SuperPod, for also joining Paul to share the best piece of business advice he's ever been given.
Praveen handles all things growth and product marketing at SuperOps.ai. He’s super passionate about helping MSPs overcome their go-to-market challenges, and achieve sustainable growth – that’s the reason you will see him sharing everything he knows about marketing and growth throughout many MSP communities. When not thinking about marketing, you will see him binging videos on productivity and cricket!
Connect with Praveen on LinkedIn:
https://in.linkedin.com/in/rameshpraveen
Find out more about this September's Ultimate MSP podcast crossover event, including the $1000 prize:
https://www.paulgreensmspmarketing.com/MSPpodcastcrossover
Thank you to Stuart Holtby from GetInSync Strategic Management for joining Paul to discuss a potential new vCIO revenue stream for your MSP.
MSPs turn to Stuart when they are fed up with being treated as a faceless vendor caught in the MSP commodity trap. Stuart works closely with MSP owners to differentiate their firms by offering an exceptional vCIO service. Using the GetInSync framework, MSPs gain a clear line-of-sight to their clients’ business drivers and are empowered to craft a game-changing Business-IT strategy for their clients.
Connect with Stuart on LinkedIn:
https://www.linkedin.com/in/stuartholtby/
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 151: Why cause-related marketing works for MSPs
00:32:39
Episode 151 includes:
00:00 Why you should always question every process within your MSP
06:14 What is 'cause-related marketing'... and how could it work for your MSP?
14:15 How MSPs can better manage 'software as a service'
30:55 A great book recommendation about using the right words in sales conversations
Featured guests:
Thank you to George Smith from Augmentt for joining Paul to discuss how MSPs can tackle managing their SaaS solutions.
George is a dynamic and results-focused senior sales and marketing leader. He's recognised for strong communication and the ability to lead the professional development of individuals and support teams. He's also a certified canoe and climbing instructor with a passion for rugby.
Connect with George on LinkedIn:
https://www.linkedin.com/in/george-smith-augmentt/
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 152: Stack fiddling stops MSPs from buying a Ferrari
00:34:07
Episode 152 includes:
00:00 Why stack fiddling could be wasting your MSP time and money
07:04 How to cement your new client relationships during the 'honeymoon' period
15:12 How MSPs can stop 'revenue leakage' and reduce risk
32:14 A great book recommendation about increasing your value and growing your business
Featured guests:
Thank you to Anne Hall from ITagree for joining Paul to discuss how MSPs can stop 'revenue leakage' and reduce risk.
ITagree was founded by Anne Hall who has 25 years of experience as a specialist IT lawyer in New Zealand. She is a thought leader in the MSP and Technology agreements space.
Connect with Anne on LinkedIn:
https://nz.linkedin.com/in/annehall-itagree
Extra show notes:
Out every Tuesday on your favourite podcast platform
Episode 16: Why clients stick with their MSP, even if they're unhappy
00:27:54
In this week’s episode
It’s massively frustrating for a promising new deal to evaporate because the client has decided to stay with their incumbent MSP, but it happens all too often. Understanding why this happens is the key to overcoming the issue and Paul has some fantastic insight and advice
It may not be great for your waistline (!) but Paul also explains why making regular bookings for the best placed table in your favourite local restaurant could make the world of difference to your MSP’s net profit
Also in this week’s show, a listener asks if physical direct mail has a place in the modern world. And Glenn Robertson from Purechannels is back with an update on the millions of pounds of free marketing money that you could be tapping into
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK, for MSPs around the world. This is Paul Green’s MSP marketing podcast.
Paul Green:
Hello and welcome to the podcast. Here’s what’s coming up in today’s show.
Glenn Robertson:
Vendors want to sell as much of their stuff as possible and the MSP or the partner that can help that is going to be the one that’s well-treated.
Paul Green:
We’re also going to look at why you should be taking your clients to lunch at least once a year because it’s the most direct and reliable way to sell them more of your stuff. And i’m going to be answering a question from an MSP about whether or not you should be using more direct mail.
Voiceover:
Paul Green’s MSP marketing podcast.
Paul Green:
So currently the greatest stress in my life is the fact that I’m moving house. Sold my house back in November, found a lovely place to live in a little village just outside of Milton Keens in the UK and that’s all fine. It’s a very short chain. There’s only two transactions in the chain, should all have been done back at the beginning of February and it’s still currently going through and it’s still a little bit of a nightmare.
Paul Green:
Now the problem isn’t me because I’ve bought and sold several houses. I’ve got some investment properties. I understand houses. I know what the risks are. It’s not a great deal for me. It’s just finding the right place and making it happen. The people th...
10 Mar 2020
Episode 17: How to sell more cybersecurity
00:17:58
In this week’s episode
There is an apparent shortage of cybersecurity talent and skills which is one of the key challenges MSPs have today in providing cybersecurity services to their customers. Special guest JP Kehoe from Skout joins Paul to explain how you can provide your clients with a better solution
Everyone has lost out to a competitor at some point. And Paul explains a few simple techniques that can help stop this happening and make your MSP stand out from the crowd
Also in this week’s show Paul tells you about a website where your clients can find out for themselves just how rubbish their passwords actually are. And answers a question for an MSP on how to track his competitors
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing podcast.
Paul Green:
Here we go for another week then. This is what’s coming up in today’s show.
JP Kehoe:
There is a tremendous shortage of cybersecurity talent and skills. That’s one of the key challenges MSPs have today in providing cybersecurity services to their customers.
Paul Green:
I’m also going to tell you about a website where your clients can find out for themselves just how rubbish their passwords actually are, and we’re answering a question for an MSP on how he can track his competitors.
Voiceover:
Paul Green’s MSP M...
17 Mar 2020
Episode 18: Coronavirus special - protect your MSP + actually grow MRR
00:16:58
In this week's episode
In a change to the advertised programme, Paul introduces a special panel discussing the effect Coronavirus may have on MSPs and their clients
In this special episode industry experts Nigel Moore, Glenn Robertson and Andrew Eardley join Paul to highlight how MSPs can protect themselves during this challenging time; the potential benefit to client relationships and why it's important to keep your marketing going right now
Show notes
Out every Tuesday on your favourite podcast platform
Voice over:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
Hello and welcome to this special edition of the show. Now a change to the advertised programme, we're going to be discussing the business impact of the coronavirus and how MSPs around the world can protect their businesses now and actually use this maybe as an opportunity to grow turnover and net profit.
Paul Green:
So I pulled together a panel of people that I trust to talk about four things. We're going to talk about the short-term impact, the longer term impacts, the need more than ever before for more and more monthly recurring revenue, and why you must never ever stop marketing, especially at a time like this.
Paul Green:
Before I introduce my panel, let's just set some context here. So normally this podcast is recorded weeks ahead, but not this special edition. In fact, if you're listening to this on the day of broadcast, we recorded it yesterday, Monday the 16th of Marc...
24 Mar 2020
Episode 19: Physical helpdesk buttons for your users
00:16:34
In this week’s episode
You could be getting the edge over your competitors by giving your clients something which will automatically market your MSP and also streamline in-bound service tickets – Paul explains more about physical Helpdesk Buttons
As your MSP grows and the temptation increases to financially reward your staff, Paul suggests this might not be the best use of your money
Also in this week’s show, how re-selling websites can be an easier source of monthly recurring revenue. And Paul answers a question from an MSP about the best way to test a direct mail campaign
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK, for MSPs around the world. This is Paul Green’s MSP marketing podcast.
Paul Green:
Here’s what’s coming up in the show.
James Lyon:
We’re offering a refresh, completely free, which would encourage them to stay on board as well. It is very much about longterm revenue and that longterm profit generation as well.
Paul Green:
We’ve also got a very clever idea for some physical help desk buttons that you can give to your clients. And we’re going to answer a question from an MSP about whether or not he should test his marketing to a general audience or a very specific vertical.
Voiceover:
Paul Green’s MSP marketing podcast.
Paul Green:
Have you ever had that thing when you’ve been out for lunch or dinner with some of your friends, but people who don’t own their own business, people who are employees, wage slaves, and the bills come in and however much the bill is, you’ve just grabbed it and you’ve said, “I’ll get this.” And they’ve all looked at you with astonishment on their faces, because there’s actually a couple of things happening in this situation.
Paul Green:
The first thing is when you’re grabbing it, you’re fully intending to put that on your business aren’t you? You’re fully intending for the business to pay for it and essentially you’re reducing your tax bill. Yay, you’re generous to your friends and your tax bill goes down at the same time. That’s a huge bonus. So that...
12 Nov 2019
Episode 2: Two MRR services you could easily re-sell
00:21:22
In this week’s episode
MRR (Monthly Recurring Revenue) forms a CRITICAL part of your business, Paul tells you about two great services that could be an easy re-sell
It’s time to stop selling the same way to different people. Special guest Andy Edwards helps you to sell more effectively, by understanding the 4 main personality types. Every prospect fits into one of the types
Also in this episode, there’s a brilliant question answered about the type of video to put on your website… details of some free marketing lunches to help boost your business… and Paul explains how a good work / life balance is easily achievable
Show notes
Out every Tuesday on your favourite podcast platform
Details on the FREE marketing lunches are right here
The special guest talking about the 4 different personality types was speaker, coach and trainer Andy Edwards. The website about the 4 personality types is Yoo or you can visit Andy’s personal site here
Thanks to Jamie Seviour from IT support and consultants Geeking It Simple for the question about the type of video to have on your website
Next week’s guest will be Scott Tyson of Auvik, who will be explaining how to systemise sales for greater revenue
Voiceover: Made in the U.K. for MSPs around the world. This is Paul Green’s MSP Marketing podcast.
Paul Green: Here’s what’s coming up on this week’s show.
Andy Edwards: Be brief, be bright, be gone. Recognise those four different personality styles, and your sales will go up.
Paul Green: Plus, we’ll be looking at two monthly recurring revenue services that you really should be selling, and asking what kind of video content works best on your website?
Voiceover: Paul Green’s MSP Marketing podcast.
Paul Green: Hi. This is Paul Green, and welcome to the show. Now, what I’m about to tell you I don’t want you to judge me on this. I’m not telling you this to boast. I’m not telling you this for any other reason than I want to help you to get away from your business a little bit more.
Paul Green: You see, my nine-year-old daughter, M...
31 Mar 2020
Episode 20: If your MSP is hacked you're screwed
00:19:42
In this week's episode
It's devastating for any business to suffer an IT security breach, but when it happens to an MSP it could mean 'game over'. Following a huge story in the channel about the foiled hacking of an MSP, Paul explains how talking about your security measures could improve relationships with clients and prospects alike
Also this week, and on the subject of security, how a simple phishing test could lead to increased monthly recurring revenue
There's also a fascinating conversation with a special guest about how to see IT buying from a client's point of view. And a great listener question on how to build trust with prospects
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing podcast.
Paul Green:
Hello and welcome to episode 20. Here's what's coming up in this week's show.
Tracy Pound:
We can't bandy around those types of terms, not knowing whether or not the receiver of our message really understands what it is that we're trying to say.
Paul Green:
We're also going to be talking about a great tool that will help your clients and prospects to self-identify if they need phishing training, and we've got a question from an MSP about how to build trust with prospects.
Voiceover:
Paul Green's MSP Marketing podcast.
Paul Green:
I think one of the scariest things you can talk to any MSP about is the prospect of you being hacked. I mean could you just imagine how business ending it would be if you got hacked and through you, the hackers accessed your clients? There's virtually no way back from that. I'm looking at an article on crn.com back from February and the headline is, "I'm Selling Access To An MSP: How Three Vendors Team...
06 Apr 2020
Episode 21: MSP KPIs to track
00:32:29
In this week’s episode
Hopefully your MSP has been growing at a decent rate (current blip aside) and continues to be successful, but is it REALLY heading in the right direction? This week Paul lays out some of the best KPIs – Key Performance Indicators – that can provide you with the real answers
IT Business Growth Expert Richard Tubb joins Paul to explain how much your MSP would be worth if you sold it tomorrow
Also this week Paul looks at how to overcome objections at sales meetings. And answers a question for an MSP on whether or not to use Google adverts
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK, the MSPs around the world. This is Paul Green’s MSP Marketing podcast.
Paul Green:
Do you know this podcast has gone so quickly? We’ve made it through to episode 21 and this is what’s coming up in today’s show.
Richard Tubb:
How can they look at extracting themselves from the business so that business is actually worth more without them?
Paul Green:
We’re also going to b...
13 Apr 2020
Episode 22: How to get loads more client referrals
00:19:34
In this week’s episode
It can be harder than you think to get business from a quality referral. You may be doing a great job but Paul explains why some people will never be able to recommend you
Now more than ever we need to be looking after ourselves, and this week Paul has some great tips to make sure you’re doing the right thing by your business, your family and yourself
Also in this week’s episode a BBC producer explains how to increase the chances of getting coverage in the media. And find out what an authority website is (and why you should get one)
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world, this is Paul Green’s MSP Marketing podcast.
Paul Green:
Hello and welcome back to the show, here’s what we’ve got coming up for you today.
Tara Dolby:
We often get contacted by people completely out of the blue. Sometimes when you talk to them, it’s a case of you’ve never listened to what we do.
Paul Green:
We’re also going to be looking at how to generate more referrals from your existing clients, and a great marketing concept to introduce you to is something called authority sites.
Voiceover:
Paul Green’s MSP Marketing podcast.
Paul Green:
Got a bit of a message for you today, and it’s that you need to be better at looking after yourself and keeping yourself healthy and well. And I’m not talking about everything that’s happening in the news and the world and all of that at the moment, I’m talking about just you running the business. Because I was talking to one of my clients last week, we had a chat on Zoom, he runs an MSP and he was exhausted, I could see it in his face, I could hear it in his words. He was mentally, emotionally, physically exha...
20 Apr 2020
Episode 23: Do you expect A Team performance from B Team players?
00:26:31
In this week’s episode
You’re great at the technical side of your business and you have some pretty good marketing ideas too – but why do we find it so hard to execute both at the same time? Paul’s joined by a special guest who understands the challenge and can offer a solution
This week, there’s a deep dive into the psychology of recruitment and why we plump for second best when we really need an A Team
If you ARE looking for new staff, particularly if it’s second line or third line staff, Paul has a great recruitment advert concept for you to try. Plus he answers a question from an MSP about the best subject lines for emails
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK, for MSPs around the world. This is Paul Green’s MSP marketing podcast.
Paul Green:
Welcome back to another dive into marketing, growing and making the most of your MSP even in these difficult times. Here’s what’s coming up in this week’s show.
Kevin Clune:
It’s really difficult to focus on growth, when you have all these technical issues and the day to day heading over your head.
Paul Green:
Plus if you are looking for new staff, particularly if it’s second line or third line staff, I’ve got a great recruitment advert concept for you to try. And I’m going to be answering your question from an MSP about the best subject lines for emails.
Voiceover:
Paul Green’s MSP marketing podcast.
Paul Green:
I’ve got a friend I WhatsApp with quite a lot and he’s a very successful person. By successful, I mean he’s got a couple of businesses and he’s achieved most of the things that he wants to achie...
27 Apr 2020
Episode 24: MSPs that niche their marketing, sell more
00:29:00
In this week’s episode
It’s natural to baulk at the idea of turning away perfectly good clients, but specialising in a market niche doesn’t mean you need limit your options. Join Paul as he explains how you can still maintain a broad range of clients whilst boosting your business by marketing within a specific niche
Not only will we be looking at the traffic that you drive to your website and how to improve your conversion rate, but Paul also answers a brilliant question from a listener about the best kind of ‘call to action’ to put on your MSP website
Plus a special guest joining Paul to to explain how you could boost your monthly recurring revenue by selling a whitelist antivirus solution, rather than a traditional blacklisting one. It’s called PC Matic and we find out how their whitelisting process means it’s all ready to re-sell
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, here’s what’s coming up in today’s show.
Corey Munson:
Even for the least tech savvy out there, I think it’s easy to consume and appreciate the benefit.
Paul Green:
We’re also going to be looking at the marketing super power of niching, particularly when you do it in a single vertical; and I’m answering a question for an MSP about the best call to action to put on your website .
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
Sometimes as business owners, we think the answer is just to send more traffic to our website. “Let’s get lots more traffic. Let’s drive some Google ads. Let...
04 May 2020
Episode 25: Looking after your staff now and in the future
00:23:18
Episode 25 features an HR specialist who, as everyone finds new ways to work, discusses how best to manage a team during the Coronavirus pandemic
11 May 2020
Episode 26: How to get your technicians to upsell
00:25:45
In this week’s episode
We look at why most technicians are so bad at upselling, and how to motivate them to tell you when your clients really should be buying extra services from you
We also look at how much you charge contract clients per hour for ad hoc work – it’s probably not enough, so get ready to put your prices up!
Plus this week Paul talks to the people behind a brilliant cybersecurity plug-in for ConnectWise Automate. And answers a question from an MSP on how you can differentiate yourself from all the other MSPs out there
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello and welcome to a fresh new episode of the show straight out of the oven. Here’s what I’ve got coming up for you today.
Scott Springer:
Bad guys always find a way in and we identified the primary ways that that happens and we built a plugin that makes taking care of those vulnerability really easy to do.
Paul Green:
We’re also going to look at how much you charged contract clients for ad hoc work, and it’s probably not enough, which is good news for your profit margins. And we’re going to answer a question from an MSP about how to differentiate yourself from all of your competitors.
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
So we do record this podcast quite a few weeks in advance, and as I’m recording this one, we’re still in lockdown in the UK and my nine year old daughter and I, obviously we’re in the house, we’ve been in the house, more or less just the two of us, every single day. You get the drill. I’m sure it’s the same with you and your family. So what we’ve done of course is we’ve fallen into new patterns, brand new ways of working. She’s doing her schoolwork in the morning. I’m being interrupted by her while I’m doing my work in the morning. And then the afternoons she does her own thing and I carry on working. But one of...
18 May 2020
Episode 27: A good time to buy a competitor?
00:27:02
In this week’s episode
What will be the new normal for MSPs when the pandemic is over? Paul’s joined by special guests Heather and Brian Johnson from Gozynta to talk about what we’re going to be facing and how you can spot some huge opportunities amongst the chaos
We’re also going to be discussing growing through acquisition and whether or not you’ll be able to pick up some of your competitors because of everything that’s happening right now
Also this week Paul has a ton of advice about the one thing that most likely to keep you awake in bed at 4am – cashflow management
Show notes
Out every Tuesday on your favourite podcast platform
Paul’s special guests were Brian and Heather Johnson from Gozynta talking about finding new opportunities during financially uncertain times. Within this they mentioned one of their products Mobius Connect and Tixt
Many thanks to Jason Watts from Neveco for the question about making tech cool
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Well I can’t quite believe it. We’ve been doing this podcast for half a year now. It feels both longer and shorter in so many different ways. Here’s what we’ve got coming up on today’s show.
Heather Johnson:
And...
25 May 2020
Episode 28: The huge profit impact of price increases
00:28:25
In this week's episode
Some of the best IT innovations are born from the simplest of ideas, just like the incredible physical Helpdesk Buttons that allow your users to summon support. Paul's joined by Alex Permenter and his colleague Elizabeth Copeland to discuss how they developed this very clever concept and how you can use it to market your MSP
Also in this week's show, Paul talks about the immense impact of price increases and why you should be constantly nudging your prices up
Plus Paul discusses the 'wheel of life'. Business is so important and so consuming, but you have to remember all the other things that you need to have for a healthy balance
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
Hello and welcome to another packed show. Here's what we've got coming up for you this week.
Alex Permenter:
We're trying to figure out a way to make it very easy for end users to put in tickets. Somebody came up with the idea of physically hitting a button and we sort of laughed.
Paul Green:
We are also going to be looking at the immense impact of putting up your prices and answering a question for an MSP about how you know when your social media is working.
Voiceover:
Paul Green's MSP Marketing Podcast.
Paul Green:
I record this podcast quite a few weeks ahead and as of date of recording, we're still in lockdown or quarantine here in the UK and we're not supposed to leave our homes unless we're going out either to go shopping for food or go for exercise or if our work can't be done from home. Of course work like this can be done from home, can't it? I have to say what's been wonderful apart from the fact that weather's been so nice, is just spending loads of time with my nine year old daughte...
02 Jun 2020
Episode 29: Should your MSP have its own podcast?
00:31:10
In this week's episode
Google are not really in the search business, they're in the experience business. Paul's joined by an SEO expert (who also happens to be the VP of marketing at SolarWinds) to explain this and how you can appear higher in searches
Did you know there's a way to grow your business by 33% this year WITHOUT having to increase your activities by 33%? Paul explains the 3 simple steps that can help you achieve this
Also this week, having your own podcast can seem appealing, but a question from a listener prompts Paul to go behind the scenes of his own show and explain the good, bad and ugly side of creating a weekly podcast
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing podcast.
Paul Green :
It's an absolute pleasure to be back on you...
19 Nov 2019
Episode 3: Fire a client for Christmas
00:23:27
In this week’s episode
It may sound drastic, but getting rid of one of your worst clients could be transformational for your business. Paul’s done it and the results were ASTONISHING
How are your sales team selling? Special guest Scott Tyson of Auvik talks about how to increase revenue by adopting a simple sales process, how to trust your team and when it’s time to walk away from a potential customer
Also in this episode, there’s a brilliant question answered about how to reach business owners on Facebook… details of a video service for MSP websites… and Paul explains how you can link personal goals to your business goals
Show notes
Out every Tuesday on your favourite podcast platform
Here’s the website for the service MSP Videos, that produces excellent video content for websites
The special guest talking about how to run a world-class sales operation is Scott Tyson of Auvik who also mentioned Sandler sales training and the Frankly MSP podcast
Thanks to Murray Thorpe from network and AV solutions specialist Cablers Ltd for the question about reaching business owners on Facebook
Here’s the link to Paul’s Facebook group for MSP Marketing
Find out more about the Pareto Principle (the 80/20 Rule) Paul mentioned
Next week’s guest will be Louise Towler of IndigoTree, who will be explain the essential ingredients for a great website
Voiceover: Made in the UK, for MSPs around the world. This is Paul Green’s MSP Marketing podcast.
Paul: Here’s a look at what’s coming up on this week’s show.
Scott Tyson: There’s no good going into a Mercedes dealership looking for a sports car and the guy comes out and says, “I’ve got this great station wagon for you to buy.”
Paul: We’re also going to look at how the actions that you take or don’t take every single day directly affect the lifestyle that you have. And I’ve got a question from an MSP owner about how to reach business decision makers on Facebook.
Voiceover: Paul Green’s MSP Marketing podcast.
Paul: Now some will see this as controversial. You should fire more clients. And my reasoning for that is the 80/20 rule. Basically, input and output aren’t equal. And it was Alfredo Pareto who was an Italian economist and I think in the 19th century, and he one day standing on his balcony, probably having an ice cream or Cornetto, and he looked...
08 Jun 2020
Episode 30: What your MSP can learn from Iron Man
00:29:57
In this week’s episode
Did you know there’s a link between Iron Man and your MSP? Paul explains why embracing the ‘Iron Man protocol’ could really make your MSP stand out in the crowd and boost your business
These days when it comes to marketing your MSP, two things have changed everything. Special guest Heather Harlos from Bitdefender joins Paul to discuss how the shift to digital marketing has combined with the global pandemic to create new opportunities for MSPs
Also this week, a listener to the show may not have a problem with recruiting 1st line technicians, but asks Paul for some advice on attracting those with greater experience
Show notes
Out every Tuesday on your favourite podcast platform
Paul’s special guests was Heather Harlos from Bitdefender talking about how marketing has changed in the digital age, in which the customer relationship tool HubSpot was mentioned
Many thanks to Justin Chapman from Press Start Ltd for the question about recruiting 2nd and 3rd line techs (listen back to some great ideas for recruitment adverts in Episode 23
Voiceover:
Made in the UK for MSPs around the world, this is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, here’s what’s coming up in this week’s show.
Heather Harlos:
It’s not always the right time to ask somebody to buy something, I think that’s something that salespeople miss. You probably shouldn’t ask them to buy something yet.
Paul Green:
We’re also going to be talking about email subject lines that get opens, because email marketing is still a powerful thing to do. And, how to recruit second and third line techs.
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
So our family, along with around about 50 million other families around the world, have now got Disney Plus. I have to say, it’s a pretty good package, isn’t it? You’ve got your Star Wars in there, you’ve got all your classic Disney stuff, you’ve got The Simpsons. And, you’ve got Marvel, and I absolutely adore Marvel. Find me a 45 year old man, with the beating heart of a 14 year old boy inside him who doesn’t love Marvel. I think what Marvel have done over the last 10, 11 years, building up that...
15 Jun 2020
Episode 31: SPECIAL: Get new clients deep dive
01:08:31
In this week’s special episode
Unless you’ve reached capacity, I bet you’d love more new clients.
If this is something you struggle with (most MSPs do), then this special episode of the podcast is just for you. Listen to a real marketing deep dive between MSP owner Jim Smith and Paul Green.
Jim, from Philadelphia-based Proper Sky, has been doing pretty much everything he can to attract more clients, but reached out to Paul to see if he was missing anything. As expected, Jim was already doing some great marketing. However now with Paul’s advice, is poised to make it work even harder and is preparing to invite more new clients into his business.
The special extended episode this week has one sole focus – the full deep-dive conversation in it’s entirety. Listen as Jim discusses his MSP’s background, what marketing he’s tried so far and his honest feelings on running a growing MSP – it’s powerful stuff. There are definitely a couple of ‘light-bulb’ moments for Jim during this conversation and hopefully this special episode will help you too.
Show notes
Out every Tuesday on your favourite podcast platform
Paul mentioned the service MSP Videos (also Darren Wingham from MSP Videos will be Paul’s guest next week, talking about the power of video for your MSP)
It may not be a word you thought you'd ever associate with your business, but do you want to feel 'SEXY'?! This week Paul talks to an MSP video specialist about how to upgrade your image and influence people on your website through the power of video
Plus on the show Paul introduces you to the marketing super power of understanding how prospects think - essentially if you want to influence what they buy, you've got to look through their eyes
Also this week, the most frictionless call to action on your website for booking more phone calls with prospects. Plus there's a brilliant question from a listener on which stats to check out in Google Analytics
Show notes
Out every Tuesday on your favourite podcast platform
Paul's special guest was Darren Wingham from MSPvideos.co.uk talking about how to make your MSP sexy with the power of video
Many thanks to Simon Smyth from Ingenio for the question about the most important things to track in Google analytics (where Paul mentioned the website heat-map tracking tool HotJar)
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP marketing podcast.
Paul Green:
Hello, and welcome to a brand new episode of the show. Here's what's coming up today.
Darren Wingham:
The real story is the fact that they can save you hundreds of thousands of pounds from leaving your bank account without your knowledge, and people will respond to that, funnily enough.
Paul Green:
We'll also be looking at what you should be tracking within Google analytics and what should be the most frictionless call to action on your website.
Voiceover:
Paul Green's MSP marketing podcast.
Paul Green:
There's a distress task that I've got to tackle over the next few months, and I'm starting to get my head into gear for it. I call it a distress task because I'll be honest it's something I don't enjoy, I struggle with it, and ye...
30 Jun 2020
Episode 33: Protecting client retention during Covid
00:33:09
In this week's episode
Although MSPs have had the opportunity during the Covid pandemic to service more clients needing homeworking solutions, the issue of client retention has never been so pressing. In this week's show Paul's joined by an expert in generating profitable growth to discuss the steps you can take to keep your clients
Paul's also going to be talking about a slightly delicate subject - the matter of your life expectancy and how your MSP is linked to it
Along with a great question from a listener on marketing to prospects, Paul recommends an incredible book on negotiating that could save you money. Paul literally used it to save thousands and thousands of pounds
Show notes
Out every Tuesday on your favourite podcast platform
As mentioned, listen back to Episode 28 for the discussion surrounding the 'wheel of life', plus the conversation with Andy Edwards in Episode 2 about the best work / life balance
So right now you class yourself as an MSP, however the chance of you becoming an MSSP (a Managed Security Services Provider) in the next 5 to 10 years is quite high. As the importance of cyber security increases, in this week's show Paul addresses what would be the main implications for your marketing
Also on this week's show - have you heard about the new book containing 84 nuggets of critical advice for MSPs, actually produced by MSPs? Author Mark Copeman joins Paul to talk about how he pulled this amazing piece of work together
Paul's also going to be talking about website rules. And the things you really should be doing to make your website better
Show notes
Out every Tuesday on your favourite podcast platform
Paul's guest on July 14th will be Linda Rose, MSP expert and author of 'Get Acquired For Millions', talking about how best to sell your MSP (or at least improve it's value)
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
Hello. Somehow we're in July already. How did that happen? Here's what's coming up on today's show.
Mark Copeman:
I just thought that everybody's looking for inspir...
13 Jul 2020
Episode 35: Use case studies to win more clients
00:40:27
In this week’s episode
We all know how important case studies are in helping to get new clients, but did you know there’s so much more you can do with one? This week on the show, Paul explains a few simple extra steps that you could apply to the process of creating and sharing case studies that could dramatically increase your sales close rate
Also coming up this week, how to check if your MSP is sellable, from the expert special guest who works full-time in mergers and acquisitions
Plus, along with a listener question about using ‘live chat’ on your website, Paul lays down a plan that could give you a content marketing super-power
Show notes
Out every Tuesday on your favourite podcast platform
Paul’s special guest was Linda Rose, MSP expert and author of ‘Get Acquired For Millions‘, talking about how best to sell your MSP (or at least improve it’s value)
Many thanks to Ben Schneider from IT Guys for the question about whether to use live chat on your website (the couple of options were Tawk.to and Tidio.com)
Paul’s guest on July 21st will be Greg Edwards from CryptoStopper talking about how to develop a solution once and sell it multiple times
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
A big warm welcome back to the show. Here’s what we’ve got lined up for you...
21 Jul 2020
Episode 36: IDEAS: Easily create social media content
00:30:46
In this week’s episode
There’s lots of great stuff about social media marketing in this week’s show. Paul’s got it all – from why it’s important, to how to do more of it, what kind of content to produce and where to get it from
Also on this week’s show, on the subject of social media content, it’s really important to create regular simple videos but what kit should you use? Paul lists everything he uses and explains the benefits of each device… and it won’t break the bank
Plus Paul’s special guest this week is the owner of an MSP that identified a gap in the market and produced a brilliant tool for other MSPs to use. Listen to Greg’s story and think if there’s a way you too can develop a new product to increase your value during these uncertain times
Show notes
Out every Tuesday on your favourite podcast platform
Paul mentioned a great source for source content – The Week In Breach from ID Agent (plus services that could help turn it into content that you can use like fiverr.com & copify.com)
In discussing the video kit Paul uses for producing social media content, he mentioned the DJI Osmo Mobile gimble and the DJI Osmo Pocket camera. He also mentioned the Samson Meteor microphone
Episode 37: Why MSPs should use printed newsletters
00:29:47
In this week’s episode
So, how DO you stand out and grab the attention of a potential client as they look to change their MSP? A great way to move yourself front-of-mind is to send a physical newsletter. And in this week’s show Paul offers some great practical advice on how to easily make this happen
Plus, as most MSPs are run by people with a passion for technology and NOT for sales, Paul chats to a special guest who’s got a fantastic tool to create presentations and make selling easier
Also in the show this week, not only the answer to a question on company logo creation, but the huge difference that another £1 or $1 of Monthly Recurring Revenue can make to your MSP
Show notes
Out every Tuesday on your favourite podcast platform
Listen back to Episode 8 where Paul discussed the only 3 ways to grow your business from Jay Abraham
Listen back to Episode 21 where Paul chatted about valuing your MSP with The IT Business Growth Expert Richard Tubb
In discussing creating and sending a physical printed newsletter, Paul mentioned fiverr.com to find someone to help write or re-write the content, stannp.com for printing and sending the direct mail and mspmarketingedge.com as a possible source for the actual newsletter
Episode 38: How MSPs can offer killer deals without looking cheap
00:34:16
In this week's episode
Have you got the tattoo? Have you got 'we don't do discounts' tattooed across your forehead? You should have! This week Paul explains why it's important not to discount - and what you can offer instead as a sales incentive
Also this week Paul chats to the owner of an MSP based in the States with 85 staff. He's developed a great system to help you feel more like their boss and less like their babysitter!
Paul's also going to be looking at how you can run a marketing audit on your competitors, find out exactly what kind of marketing they're doing and exactly what you can do to make sure you're a step ahead
Show notes
Out every Tuesday on your favourite podcast platform
In discussing ways to analysis your competitors, Paul mentioned how to view their sitemaps by adding /sitemap.xml or just /sitemap after their domain, or googling "site:theirwebsite.com filetype:xml". The other tools for tracking their marketing included the Wayback Machine, Google Alerts, Facbook's Ad library and spyfu.com
Find out more about the extensive marketing resources available from the MSP Marketing Edge
Paul's guest on August 11th will be communications expert Michelle Mills-Porter (find her on LinkedIn) talking about how to be better at selling on the phone
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
What do you mean it's already August? How did that happen? Here's what's coming up on today's show.
Peter Melby:
Google has always been regard...
11 Aug 2020
Episode 39: Making the transition from IT supplier to Trusted Partner
00:27:38
In this week’s episode
It’s the holy grail of client relationships… becoming a ‘trusted partner’. Making the transition from being just a supplier to actually being a trusted partner will revolutionise your MSP and this week Paul explains how it can be done
Also on the show this week, Paul’s joined by a special guest who can not only help you pick the phone up more often, but then go on to build stronger relationships once you have them connected
Plus, how can you upgrade your website to help you win more business? Paul has a few simple things you can do that will make a big difference to your marketing. And on the subject of websites, he answers a great question from a listener about how to do split testing
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s, MSP Marketing podcast.
Paul Green:
Hello. And welcome to a brand new, fresh episode of the show. Here’s what’s coming up this week.
Michelle Mills-Porter:
I once booked an appointment from a cold call. I booked an appointment with the marketing director at Microsoft. I had him in absolute hysterics within just a few minutes, and he actually turned around to me and said, Michelle, if your organisation has got half your personality, then I will give them a job.
Paul Green:
Also going to look at how you can upgrade your website to win more business. And in a similar theme, I’m going to answer a question from an MSP about how to split test different webpages.
Voiceover:
Paul Green’s MSP Marketing podcast.
Paul Green:
If you listen to this podcast often, and if you do, by the way, thank you so much for joining a growing audience of MSPs worldwide listening to this podcast. But you’ll have heard me say over the last few weeks that there are only thre...
26 Nov 2019
Episode 4: Should MSPs use direct mail?
00:20:53
In this week’s episode
In a world where nearly every communication is digital, Paul talks about traditional direct mail, how to modernise its use and how it could help to get you in front of prospects
Here are the keys to a time machine. What would you tell your 20-year-old self?
Monthly Recurring Revenue is best kind of revenue. And Paul has found a couple of products that you could re-sell
A lot of MSPs don’t realise the huge difference a well performing website could make to their new client enquiries. Special guest Louise Towler from marketing agency Indigo Tree explains
Every single drive to work you’ll encounter branded commercial vehicles. You may even have your own. Find out more about the difference between good signage, bad signage and what it can do for your business
Show notes
Out every Tuesday on your favourite podcast platform
Here’s a link to the book Paul mentioned ‘The E-Myth Revisited‘ by Michael Gerber
To submit the advice you’d give your 20 year old self, or for any other questions or feedback on the show, the address is hello@paulgreensmspmarketing.com
Thank you to Jon Cross from Crosstek for the great question about vehicle branding
Next week’s guest will be Robert Bowden from MSP accounting specialist Brooklands Accountants who will be explain how to make your business more financially robust, even when there’s a steady stream of revenue
Here’s a link to Paul’s Facebook group for MSP Marketing
Episode transcription
Voiceover: Made in the UK for MSPs around the world, this is Paul Green’s MSP Marketing Podcast.
Paul Green: Hello, here’s what’s coming up on this week’s show.
Louise Towler: Really important that the words are very reassuring and you don’t just talk about the geeky stuff that perhaps people might be searching for in Google.
Paul Green: We’re also going to look at whether your MSP should be sending out direct mail, more stuff in the post, to your prospects, and I’ve g...
17 Aug 2020
Episode 40: How to position your MSP as THE experts
00:32:54
In this week’s episode
Has Coronavirus impacted your MSP? Maybe some clients have cancelled contracts. Or perhaps you’ve actually grown due to clients requesting more WFH projects. Whatever YOUR experience, it can be useful to hear how other MSPs are getting on. And in this week’s episode Paul’s joined by a special guest from Datto to discuss their latest ‘State of the MSP report’
Also this week Paul answers a brilliant question from a listener on how to use marketing to beat the competition, and position yourself as THE expert in your field
Plus, Paul looks at the link between confidence and competence and why addressing these two factors can improve your team’s performance. Also, Google has made some things that could affect your search engine optimisation… you need to hear this.
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, and welcome to episode 40. I’ve got a cracking one for you today. Here’s what’s coming up.
Alan Butler:
MSPs that are not traditionally in security, but they have end users asking them to support them, are now considering, how do I do this?
Paul Green:<...
25 Aug 2020
Episode 41: Find out where you're wasting your time
00:28:51
In this week's episode
Time can drag, time can fly, but there's always one constant - we all easily spend too much time doing things that other people could be doing for us. Whether it's implementing your marketing, sorting finance or day-to-day tasks, Paul introduces you to a unique desk toy that can help you see time differently and ultimately transform your MSP
Also on this week's show, did you hear the one about the MSP who also became a vendor because there was a gap in the market? Paul finds out from an MSP what it was like to create their own resellable cloud service and what 'learns' they can share
Plus there's a question from a listener that hits the nail on the head - we know we need to do marketing, but how do we know when it's working?
Show notes
Out every Tuesday on your favourite podcast platform
Paul's special guest was Phil Donoghue from Cloud4 talking about how their Channel Host cloud business was born from their MSP business
Many thanks to Steve Macklin from Pure IT for the question about whether your marketing is working or not
On September 1st Paul will host a MSP Marketing Podcast Special, dedicated to the story of David Darmstandler from Data Path and how he grew his MSP business in a dramatic way
Voiceover:
Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
Welcome to this week's show. Here's what's coming up today.
Phil Donoghue:
We simply couldn't find anybody who could provide the types of service and the levels of service that we...
31 Aug 2020
Episode 42: SPECIAL EPISODE: How this MSP built his business
00:38:59
In this week’s episode
So, there’s easy growth and hard growth. Most MSPs go for the harder, less risky route of growing by obtaining their own clients over time. But occasionally we hear stories of MSPs who take the bold step of growing through acquisition. This special podcast episode is all about one such success story.
This week Paul invites an MSP owner to share their inspiring story. Listen as David Darmstandler from Datapath explains how he built up his MSP over a number of years through a combination of focus, hard work and also acquisition. There’s some great advice in this show – especially if you’re also looking to acquire or even be acquired
Also Paul’s special guest talks about how he has done something that most MSPs will need to do in the not-too-distant future; transition from being an MSP to a true MSSP (a managed security services provider)
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Made in the UK, for MSPs around the world. This is Paul Green’s MSP marketing podcast.
Paul Green:
Hello and welcome to an MSP marketing podcast special. It’s always good to hear other people’s stories and to hear how other people have made it, especially when they’re building up a business, that’s just like yours. And I’m joined today by a very special guest from the States to tell us how he built up his business.
Voiceover:
This is an MSP marketing podcast special.
David Darmstandler:
Hi, my name is David Darmstandler, I’m the CEO and co founder of an MSP and MSSP data path.
Paul Green:
And thank you very much for joining me for this special, David. So I want to explore today your story. I want to explore how you’ve built up the business, what the challenges have been on the way. And then in particular, there are two aspects that I want to examine because I think these are fascinating aspects that will affect a lot of MSPs. One of them is that transition from being an MSP, to being an MSSP, and we’ll come onto that later on. And also, I know you’ve acquired a couple of businesses on the way, and I think it would be useful to look at how you did that, what the pitfalls are and how you can position your MSP to be acquired by someone else, or go out and acquire an MSP yourself.
Paul Green:
So give us the overview of your business. Tell us when you started, what it was like in the first few years a...
08 Sep 2020
Episode 43: What to do when prospects don't reply to your emails
00:23:51
In this week's episode
It's an all-too-familiar tale. You've had an awesome meeting with a prospect, but when you go to follow them up... they ignore you! Or that's the way it seems. Whatever the reason they're not getting back to you, this week Paul offers a brilliant technique to get a response
Also in this week's show, did you know that your marketing targets different areas of your prospect's brains? Understanding which part is the most important will help to increase the effectiveness of your message
If you've ever wondered whether outsourcing would be right for your MSP, James Vickery from Benchmark 365 joins Paul to explains what's changed in the world of outsourcing over the last 30 years. Plus, prepare to be inspired by a brand new feature on the show - MSPs and experts in and around tech join Paul to recommend inspirational books that have had a huge impact on them
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Fresh every Tuesday, for MSPs around the world. This is Paul Green's MSP Marketing podcast.
Paul Green:
Hello and welcome to another fresh podcast. Here's what we've got coming up for you this week.
James Vickery:
We really want to grow our b...
15 Sep 2020
Episode 44: 3 tier selling helps MSPs sell more
00:24:22
In this week's episode
Of course you'll agree, the best kind of selling... is when you don't have to sell at all! This week on the show Paul dives deep into the 3-tier principle of selling. And how you can easily grow your MSP by actually letting your clients choose between good, better and best options
Plus a marketing expert joins Paul to explain what a brand really is, how you can make one for your MSP, and the huge benefits that await
Also listen this week to find out why you should change your MSP to thrive whether you're actually there or not. And there's a brilliant book recommendation that could help you see business in a completely new way
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
Hello, and welcome to Episode 44. Here's what we've got coming up in today's show.
Heather Harlos:
If you do this, customers are going to be your biggest advertisers without you having to pay a penny for it.
Paul Green:
We're also going to be looking at how you can sell more, both to your existing clients and to new prospects, by giving them the perception of choice. And we've got another book suggestion this week. It's a classic book, and it's the one which explains why you get so frustrated with your staff and with the way your business is running.
Voiceover:
Paul Green's MSP Marketing Podcast.
Paul Green:
What I want to talk about now is inspired by the book suggestion that's coming up towards the...
21 Sep 2020
Episode 45: The big client switch is happening NOW
00:32:47
In this week’s episode
Not many MSPs fully realise the scale of the opportunity for gaining new clients right now, but you will after listening to this podcast! Paul explains why, even though Covid has been impacting us for 6 months, NOW is the time to steal clients from your competitors
Also on this week’s show: What kind of marketing is working for other MSPs? Paul’s joined by a special guest from one of the biggest MSP marketing agencies in the United States, for a fascinating discussion about which tactics are working the best right now
Plus find out how to increase and improve your own personal content marketing. And there’s a brilliant book recommendation all about building the right kind of team to work with
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Hello, and welcome to another fresh episode of the show. Here’s what we’ve got coming up for you today.
Andra Hedden:
And that is what’s really helping MSPs stay present in the market, even though we’re living in more of a virtual world right now.
Paul Green:
We’re still going to be talking about three ways that your MSP can really improve it’s content marketing. And we’ve got a great book suggestion from Matt Solomon of ID Agent.
Voiceover:
Paul Green’s MSP Marketing Podcast.
Paul Green:
For months and months and months, I’ve been saying that this is coming, and I believe w...
28 Sep 2020
Episode 46: So which is the best PSA?
00:29:19
In this week’s episode
It’s the One Trillion Dollar question… which is the best PSA? The right PSA, set-up in the right way, can make you more efficient and increase your profits… but how do you choose a PSA in the first place? On this week’s show Paul is joined by a PSA expert to help guide you
Paul’s also going to be looking at the two most important elements of your website; traffic and conversion. You can’t rely on just one or the other. You need both. So Paul details how you can make them work hand in hand.
Plus in this week’s show there’s a brilliant book suggestion about improving sales techniques. And Paul has got some great suggestions for dealing with sales objections
Show notes
Out every Tuesday on your favourite podcast platform
Paul’s special guest on October 6th will be JB Fowler from Domotz talking about how to sell even more to your current clients
Please send any questions, ideally in audio-form (or any other feedback) to hello@paulgre...
05 Oct 2020
Episode 47: 2 cyber security books every MSP should read
00:26:20
In this week’s episode
To sell more security services to your clients, you need to think like a hacker. The MSPs that get inside a hacker’s mind, can better educate their prospects and clients. They’re better protected; you sell more; everyone wins. This week Paul has some book recommendations to help you do this.
Also on this week’s show, Paul welcomes a special guest with some great suggestions on how to sell even more products to your current clients
Plus, are you feeling lucky? Well, are you? The answer hopefully is… no! Paul explains that to take advantage of growth opportunities, it’s better to believe in something better than luck
Show notes
Out every Tuesday on your favourite podcast platform
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green’s MSP Marketing Podcast.
Paul Green:
Here we go then for episode 47 of the podcast. Here’s what’s coming up on this week’s show.
JB Fowler:
Managed service providers can start to look at, are these other systems that are now connected to the network? They can monetise that.
12 Oct 2020
Episode 48: Why MSPs shouldn’t listen to critics
00:26:07
In this week's episode
Everyone's a critic... but only some of them are worth listening to. Boosting your marketing efforts to grow your MSP can increase the chances of someone criticising you. This week on the show Paul explains who you should listen to and who you can happily ignore
Speaking of criticism, this week Paul's joined by Lindsay Willott, the founder of Customer Thermometer, the brilliant one click satisfaction app. They discuss how you can improve your retention rate by embracing the small things that often go wrong within your MSP
Plus on the show this week, 3 recommended marketing blogs to inspire some fresh ideas. And 2 recommended books from the Nigel Moore, the leader of the Tech Tribe
Show notes
Out every Tuesday on your favourite podcast platform
Paul's special guest on October 20th will be the legendary author and managed services expert Karl Palachuk, talking about his unbreakable rules for growing and running an MSP
Voiceover:
Fresh every Tuesday, for MSPs, around the world. This is Paul Green's, MSP Marketing Podcast.
Paul Green:
I'm delighted to have you back for another podcast. Here's what coming up in today's show.
Lindsay Willott:
Actually, I don't want to start recommending you to people, or are you going to call me and ask me for a bunch of my contacts?
Paul Green:
We've also got a great book suggestion from the legend, that is Nigel Moore, of the Tech Tribe. That's coming up towards the end of the show. I'm going to tell you how you can win some pretty...
20 Oct 2020
Episode 49: Why MSPs should never offer discounts
00:23:57
In this week's episode
How would you want a client to describe your business in just 3 words? Hopefully 'cheap' wouldn't be one of those words! This week on the show Paul explains how discounting your services can affect your business in good, but (mostly) bad ways
Plus, what's on your wall? MSP legend and author Karl Palachuk joins Paul to list some of the unbreakable rules he used to put up around the office, designed to focus him and his staff on growth
Also how to win some incredible prizes to celebrate the podcast's first birthday. And some great tips on how to change your daily habits to make you more productive
Show notes
Out every Tuesday on your favourite podcast platform
Paul's special guest on October 27th will be author and marketing coach Cody Butler, talking about how exactly to make a great marketing plan. Check out his book The 90 Day Marketing Plan
Voiceover:
Fresh every Tuesday for MSPs around the world. This is Paul Green's MSP Marketing Podcast.
Paul Green:
Hello, and welcome back to episode 49 of the show. Here's what we've got coming up for you this week.
Karl Palachuk:
A lot of people at the beginning of the recession started saying, "Well, times are hard and Karl doesn't understand, and you can't get prepaid for everything."
Paul Green:
We've also got plenty of bo...
03 Dec 2019
Episode 5: The best MSP marketing book
00:23:49
In this week’s episode
Reading of physical books maybe declining, but if there’s just ONE book you check out (or even listen to on Audible), Paul explains how Influence by Robert Cialdini could transform the way you market your MSP
Some of the best potential sales people in your MSP could be the technicians. However you may find they either don’t want to do it or aren’t very good at it. Paul talks about something called the Profit Matrix that can easily help everyone contribute towards increased net profit
Did you know there’s a free book all about improving your MSP’s marketing? Paul has all the details
Nearly every MSP wants to grow their business. Specialist accountant Rob Bowden joins Paul to explain how not all growth is good growth
There’s a great question about the amount of time that should be spent on LinkedIn and Paul shares some tips on how best to use it
Show notes
Out every Tuesday on your favourite podcast platform
Next week’s guest will be Andrew Eardley from MSP Easy Tools who will be explain how they developed a some tools that MSPs can re-sell for greater MRR
Here’s a link to Paul’s Facebook group for MSP Marketing
Episode transcription
Voiceover: Made in the UK, for MSPs around the world. This is Paul Green’s MSP marketing podcast.
Paul Green: Have I got a cracker of a show for you this week, here’s what’s coming up.
Robert Bowden: Can’t really turn around to your staff and say, “Well, I’m sorry guys, we’re not getting paid for 60 days on this. Can you wait until the end of next month and we’ll pay you double.”
Paul Green: We’re also going to be talking about how something called the profit matrix completely, totally changes the profit situation in any IT support business and I’m going to be answering a question later on about how long you should be spending on LinkedIn every single day.
Voiceover: Paul Green’s MSP marketing podcast.
Paul Green: One of the things that I’m most proud of when I greet new people into my house is my book collection. So we’ve got so many books as a family that we actually converted one of our spare rooms into a library, which sounds grand, but it’s just a whole load of b...
27 Oct 2020
Episode 50: How can your MSP compete against the big boys?
00:30:29
In this week's episode
It's time to be more like David and stop worrying about Goliath. If there's a massive dominant MSP operating in your marketplace, Paul has some invaluable advice this week on how you can dodge, duck and weave your larger competitor... and actually become a better and stronger MSP along the way
Also in this week's show, if you've ever sat down and thought to yourself "if only we had a really simple marketing plan" - you've come to the right podcast! Paul welcomes a special guest who has the ultimate guide on how to systemise a brilliant marketing plan
Paul also looks at the beauty and power of a multi touchpoint marketing campaign. Plus how you can free yourself from the day-to-day clutter in your life, work less and take more holidays
Show notes
Out every Tuesday on your favourite podcast platform
Paul's special guest on November 3rd will be cyber security sales expert Jennifer Bleam from the MSP Sales Revolution talking about current trends in cybersecurity and how you can leverage these to sell more to your clients
Voiceover:
Fresh, every Tuesday, for MSPs around the world. This is Paul Green's MSP marketing podcast.
Paul Green:
Oh my goodness. I can't believe I've recorded 50 of these pod...
03 Nov 2020
Episode 51: Stop dealing with clients: Work/life balance for MSPs
00:26:51
Episode 51 includes tips for developing a better work/life balance, how to grab the hottest new software & apps, plus how to sell more cyber security
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