Episode 244: MSPs: The 3 perfect times to ask for a review

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Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.

In this episode I urge MSPs to collect social proof promptly when clients are most satisfied, as its impact diminishes over time. (jump to)

I also explain how you can generate endless marketing content ideas by engaging in relevant conversations – jotting down quick, digestible topics, and spreading them out over the year for varied and engaging material.  (jump to)

My guest, Ryan Robinett, shares his innovative sales approach for MSPs, which involves presenting your business first to build credibility and differentiate yourself before asking questions, ensuring a structured and engaging conversation with prospects. (jump to)

Lastly, I answer a question from Seb, an MSP owner in Colorado, who struggles to find the time to do marketing.  Prioritising marketing is essential for business growth and achieving the lifestyle benefits that inspired you to start your business.  (jump to)

Join me as we unpack these topics and learn from some triumphs and trials in the MSP world. Oh, and don’t forget to join me in the MSP Marketing Facebook group.

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The 3 perfect times to ask for a review

Social proof, in the form of case studies, testimonials, and reviews, is one of your most potent marketing tools. Nothing sways leads and prospects quite like the experiences of people similar to them. Therefore, consistently gathering social proof is crucial. This process needs urgency because social proof loses its effectiveness over time.

Here’s a real-life example: over the past 18 months, I experienced a major house refurbishment, culminating just before last Christmas. This period was filled with frustrations, especially with the builders who left small but essential details unfinished. Recently, I had to hire handymen to address these lingering issues.

One significant task was ensuring the safety of our log burner, which the builders had reinstalled. I had an expert assess and correct the installation, making it safe and more energy-efficient. The work was excellent, and I offered to leave a positive review. However, the contractor never sent the review link, and my enthusiasm waned over four weeks. Minor issues, like a mark on the rug and a tiny scratch on the fireplace, further diminished my satisfaction.

This highlights why you must collect testimonials or reviews when clients are happiest. For MSPs, optimal times include immediately after solving a longstanding issue, completing a major project, or during the honeymoon phase with a new client. Systemising this process ensures you capture fresh and powerful social proof, maximising its impact before it degrades.

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How to generate more marketing content ideas than you could ever use

Marketing content ideas can sometimes feel elusive, especially for MSPs new to serious marketing efforts. I’ve got a straightforward method to generate a limitless supply of ideas, perfect for blog articles, social media posts, or short videos.

First, remember that when it comes to content, less is more. While there’s value in comprehensive guides for SEO, the ideas we’re focusing on are small, digestible topics. These can be explained in ways that are easy for anyone to understand.

Here’s a practical example: last summer, during a Zoom call with John, an MSP I regularly chat with, I mentioned my laptop had been stolen in a bar. That conversation sparked a wealth of content ideas like, “Top tips for keeping your laptop safe while traveling” and “Can you wipe your laptop remotely?”.

These ideas emerged from a brief chat, showing the power of relevant conversations in sparking content ideas. Always jot down these ideas and spread them throughout the year to keep your content varied and engaging. This habit ensures a steady flow of fresh content ideas, ready to boost your marketing efforts.

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How to create a repeatable sales process

Let’s dive into the world of systemising sales with my podcast guest, Ryan Robinett, founder of askmultiply.com. Ryan’s unconventional approach, which involves telling prospects about your business before asking questions about theirs, stands in stark contrast to traditional sales advice.

Ryan emphasises that sales should be systematic and repeatable. His approach involves building a structured sales message that highlights your company’s strengths and addresses common customer problems before asking questions. This method ensures prospects understand who you are and what you offer, making them more likely to engage meaningfully.

By eliminating assumptions and controlling the conversation, Ryan’s method makes it easier for MSPs to differentiate themselves and build credibility. This structured approach not only simplifies the sales process but also ensures consistent, intentional interactions with prospects.  These insights offer a fresh perspective on sales, particularly for MSPs looking to streamline their processes and enhance their sales effectiveness.

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FEATURED GUEST:

Ryan Robinett, is a “career consultant” with experience at global and regional companies, founded askmultiply.com in 2018. After graduating from Auburn University, Ryan joined Accenture and later moved to a Birmingham-based IT professional services firm. There, he helped establish processes for predictable project outcomes, technical staff development, and revenue generation, leading to the company’s acquisition by a global player.

Driven by his passion for building, Ryan founded Multiply, which formalised these processes into a comprehensive playbook and SaaS platform. Multiply’s approach has salespeople driving conversations with predefined messages, ensuring predictable responses and outcomes, moving away from traditional sales dependency on personality and spontaneous questions.

Connect with Ryan on LinkedIn

Prioritising marketing is the key to business growth

Seb, an MSP owner in Colorado, finds himself in a common dilemma. Despite running a well-established business for seven years, his growth has plateaued, and he recognises that marketing is essential. His question: “How do I find the time to do marketing when I’m too busy?”

The solution isn’t about finding time; it’s about prioritising marketing. Reflect on why you started your business – likely for control over your work and personal income, and to enjoy a better lifestyle. To achieve this, you need both cash and time. As your business grows, invest in resources to handle tasks, freeing you up to focus on high-impact activities like marketing.

When you say you don’t have time for marketing, you’re essentially saying you don’t have time to grow your business or improve your lifestyle. The most successful entrepreneurs cut through the clutter and prioritise essential tasks. Remember the acronym DOA: Delegate, Outsource, Automate. Apply this to your marketing efforts and reclaim your time.

Got a question about your MSP’s marketing? Submit one here for Paul’s Personal Peer Group.