To Win, You Should Raise the Ante on MSP Marketing Campaigns Until Competitors Fold!
You Must Know When to Hold and When to Fold
MSP marketing is going to be expensive and what should help you gauge your spending is effectiveness. You’re trying to source the most for the least, and sometimes, that doesn’t mean what it may seem.
When playing poker, a certain amount of money is put on the table as rounds of betting make their circuits. The man who wins usually keeps adding money to the pot until his competitors fold. Certainly, there are situations where other players won’t fold based on your increasing bet, but for the most part, people are “playing their hands close to their chests,” as the saying goes.
The hand you’re dealt in the game of life pertaining to MSP marketing is basically the quality of your products and services. Some hands look good until the “flop” of reality makes them useless. If you’ve got pocket aces starting out, the best thing to do is bet quickly, take the pot, and hope for a better hand. If you’ve got a 7 – 2 off-suite, then you’re going to either be doing a lot of bluffing or folding. But even an off-suite 7 – 2 can win the whole pot, if the betting is done right. In this analogy, your marketing is the betting.
Poker Requires Some Risk
What a lot of IT groups do is try to bank on their internal hand. They’ll bet little, hope nobody folds until the reveal, and then trust that what they’ve been dealt is good enough to win the pot over everybody else. What this looks like in the real world is jacked service fees. Such companies have long contracts, large setup fees… the list goes on. These aren’t risk-takers— they want to be totally assured they haven’t spent more than they ought to, promised more than they could deliver, or been caught with their pants down on price. But their emphasis is on the wrong segment of business.
Your competitors at the IT poker table are afraid they’ll leave money that could have been absorbed if they don’t jack up prices. But really, they’re discouraging repeat business. They’re discouraging expanded clientele, and in all reality, they probably haven’t been dealt a technology hand much better or worse than your own. If you’re smart what you’ll do is spend more on marketing, and market a product that is less expensive than competition— this is betting big and will likely get other competitors to fold.
You don’t want to be too obvious about it. But lower your setup fee and service price. You don’t want to “hope” your rates are competitive; you want to “know.” Find what your competition is charging and undercut them. With the right marketing, this will funnel a great deal of traffic your direction. Basically, you’re raising the ante, and if you do it right, you will continuously win “the pot.”
Enhancing Your Game
The key here can be summarized in several items:
• Be customer-centric, rather than overly concerned about earnings
• Stand out from your competition
• Raise the stakes through effective marketing
• Source effective marketing
About our Contributor
Mike Bloomfield currently serves as President Geek at Tekie Geek, a company providing IT support to Staten Island small and medium-sized businesses. Since 2012, Tekie Geek has been offering services like IT consulting in Staten Island, Brooklyn, Queens, Bronx, Long Island, and New Jersey areas. Other computer services Tekie Geek offers in Staten Island ranges from providing technical help-desk support, data recovery in Staten Island. They have been awarded a CompTIA Managed Services Trust mark, which is a respected industry credential that signifies the company’s adherence to best practices for technology service delivery and customer interaction.
Mike started with computer repair in Staten Island at a very young age and hasn’t slowed down since. He has served in the computer services industry, in Staten Island, as an IT director, Engineer Manager, and a Director of IT/Research and Development. In 2012, he started Tekie Geek with the hope of being a one stop shop for all IT consulting services in Staten Island. When not working, Mike is a true geek and will be watching one of his favorite shows or movies, which include Game of Thrones, Star Wars, Gotham, and much more.