Successful MSP Business Marketing Is About Endurance!
A Long-Term Game
Your MSP business strategy must incorporate long-term marketing directives for greatest effect. Look at Rome— what is it they say about that famed city? It wasn’t built in a day. Any substantial undertaking takes time. If you were going to generalize mathematically, you might be able to plot a statistical curve demonstrating the relationship between the size of an undertaking, and the time it takes for proper momentum to be established in its realization. The larger the undertaking, the more time it takes for a successful payoff.
To successfully source and maintain clients, you have to be patient and persistent when it comes to lead acquisition. You’ll have to truly persevere. Some of the least promising leads will eventually turn into your most regular clients. The reason is simple: when it comes to IT, there’s always some reason for a company to contact a professional IT agency. They may delay doing so or try to source a solution internally. Sometimes, they’ll be successful in their impromptu repair. Eventually, they won’t be. At that point, they’re likely to follow the path of least resistance.
Whichever IT services are most immediately available, they’ll call. So, a lead who has yet to establish a regular IT services provision expert may end up with such a merchant simply by calling a name after a cursory Google search. But if you’ve persevered in your marketing efforts, you’ll be the first MSP they think of.
The time frame can be anywhere from a day to a year. Six months is probably going to be your average, between that and a year. Sometimes, a client will ignore a little problem and it will only intensify over time. That means by the time they need your services, they really need your services. So, make your MSP business always visible. It should be continuously available to a prospective client. To that end, be sure to have a regular regimen of outreach. It could be an e-mail list, a mailer, mingling at town hall meetings— a combination of all three. What’s especially effective today is SEO marketing online.
The Blog Angle
A blog is created and regularly updated with keywords that relate to your service. This makes it show up at the top of the Search Engine Results Page (SERP). Getting your page top-ranked takes time, so it makes sense to maintain such marketing campaigns in conjunction to your client courtship. Certainly, things like:
• Outreach Meetings
• Courtesy Calls
… and other efforts have their effect, but when you’ve got the SEO angle added to the mix, you can catch your clients by harnessing their own momentum. Because when a problem arises, it’s likely potential clients will do a Google search. If your blog has been established addressing the many common problems silhouetting modern tech applications in business, then naturally, it will already be configured to address the issues of customers who’ve been holding you at arm’s length for the last several months.
About Our Contributor
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 of 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 in San Jose. Prior to ITQue, he was the Founder and President of VistanetIT, Inc., also based in Campbell, an IT Outsourcing Provider to small and medium-sized businesses in San Jose.