Welcome to Episode 290 of the MSP Marketing Podcast with me, Paul Green. This week…
Here’s something you know already, it’s just too darn hard to get new managed service clients. One of the biggest hurdles is that you are asking them to go from nothing straight to a monthly recurring revenue contract at the click of a finger. Surely convincing them it’s safe to start spending their money with you is easy. You just put a strong case forward and then dazzle them with the service that they’re going to be getting, yeah? If only it was that easy. So if the client finds signing a contract with you a bit scary, how do we fix that? Is there a way to make them feel happy committing to you and spending money with you? Absolutely there is, and let me tell you what it is.
What we’re really talking about here is building trust.
Trust is a massive currency within marketing and sales. The more trust you have, the more likely people are to sign a contract and throw themselves into your care.
But the opposite of that is also the case. If you don’t have enough trust built with your leads and with your prospects, then asking them to go from no buying relationship with you straight into a managed services contract is a big ask. I know it can be done and it is done every single day, but surely we should be trying to make our lives easier. If you look at this from the point of view of the person buying, and by the way that’s always a great way to look at any of your marketing and your sales, always, always, always look at it from the other person’s point of view. So when they start looking for a new MSP or maybe even their first MSP, we call them suspects. They have their arms folded, they are suspicious of everyone they find and they are not overly impressed with anyone at all. And even if they’ve been given a warm referral from a friend or they find an MSP online that has tons of social proof, so it looks like a safe choice, they are still suspicious asking someone to trust you with their technology. And as we said, it’s a big ask.
Now, they might not know what they don’t know about technology, but they do know that if you get it wrong their business is dead in the water. And this is one of the reasons why it takes so much time to build a relationship and warm up an arms folded suspect, turn them into a lead turn that lead into a prospect, that prospect into an opportunity. It takes time, it takes effort, and it’s exhausting because the risk is so big from their point of view. So let’s see if we can de-risk that for them.
One of the ways that you could do that is with a risk reversal guarantee. I’ve seen only a smal...
