When You’re Promoting Your MSP Business, What Are Some Things You Can Add on to Help You Shine?
Your MSP business stands to benefit from attending tech conferences. If you haven’t climbed aboard this industry vehicle, you should. When you decide to take this approach, there are several things you should be sure your MSP does. They include:
• Obtaining a slot as a keynote speaker
• Hosting breakaway sessions
• Host an interactive booth (or booths) on the main floor
• Generally: stand out; draw attention
• Be personable, answer questions
At conferences, keynote speakers have a built-in crowd and are usually bracketed by other speakers. Your ideal speaking slot will be toward the middle. At the beginning, not everyone has shown up. At the end, everyone’s getting tired and filtering out. Ideally, you don’t want to be exactly in the middle. Think the first half toward the middle, if you can swing it.
If you’re unable to get such a slot, definitely wow your audience to keep them engaged. As a first speaker, you will be the benchmark for the rest. As the last speaker, any energy in the room will have been sopped up. Plan accordingly.
When you give a presentation that is interesting enough, it’s very likely you’ll be able to host a breakaway session with VARs and MSPs who find your operations amenable to their own products or services. Be ready to host a breakaway session— or even several, if you can. Remember this: there’s no audience too small. The biggest clients can have a single representative at a convention or a cavalcade on them. So, treat everyone like they’re the cream of the crop.
It can be difficult to get more than one booth, but think strategically. At a big convention, it’s very possible VARs and MSPs who need your services may never get to you at the back of the convention center. If you can have a couple tables set up at strategic locations, that’s a good idea. Otherwise, try and get a slot where there’s a lot of traffic.
Stand Out, Draw Attention
Your MSP business should draw attention, but it should draw good attention. You’re not looking to be a laughingstock, if you can avoid it. Though when the worst-case scenario comes, having an attitude that’s willing to try and source a silver lining is the right track to take. But this is a digression: the point is, you want to be memorable. You want to stand out. You want to be who MSPs and VARs remember even if they didn’t get a chance to talk to you directly. Have engaging presentations, eye-popping displays, and personable presenters.
Be Personable and Answer Questions
You need to prepare beforehand for the kind of questions you’re likely to be asked, and you need to answer them with all pleasantness, good humor, and exactitude. No beating around the bush! Give the right answer even if you think potential clients may not like it, but certainly be politic about it. In any kind of sales, clients appreciate honesty and straightforward communication.
Robert Naragon is the Founder and President of ITQue, Inc. (pronounced “i-teek”), an Managed IT Services based in San Jose and Campbell that provides IT Support in San Jose. ITQue provides a wide range to IT services to San Jose based companies. And ITQue provides managed services to help San Jose small and mid-sized businesses increase productivity and profitability with customized, flexible hybrid cloud and IT outsourcing solutions is San Jose. Prior to ITQue, he was the Founder and President of VistanetIT, Inc., also based in Campbell, a IT Outsourcing Provider to small and medium-sized businesses in San Jose.