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Featured Post

The Ultimate Guide to Success in Managed IT Services

What are the fundamentals to building a profitable managed IT services business? Keep reading to discover the four key ingredients for success.

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Nate Freedman

Nate Freedman is the author of The MSP Lead Generation Formula and the founder of Tech Pro Marketing, where he helps IT services business owners win new customers with strategic digital marketing. If you have any additional questions about MSP sales and marketing, or if you'd like to talk about your business with someone in detail, don't delay—visit us at Tech Pro Marketing today.
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Recent Posts

How To Generate MSP Leads Online, Even If Nobody is Going to Your Website

Posted by Nate Freedman on March 13, 2019

Oftentimes when I sit down to talk to one of my prospects for my MSP marketing agency, a find myself fielding some variation of the same question over and over again.

“I spent a lot of time, money and effort on my website… and nobody is contacting me from it. I need it to generate leads and I need them now… but that just isn’t happening. What gives?”

At that point, I do what anyone would do: I sit down with their Google Analytics to see if we can find the story beneath all that data. Usually, I discover that their website isn’t generating leads for a very simple reason: nobody is visiting it in the first place.

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Topics: Sales and Marketing

If You Want to Build a Brand for Your MSP, You Need to Offend People

Posted by Nate Freedman on March 6, 2019

Recently, I was going through a “brand discovery” process with a new client—the same process I’ve been doing for years. One of this client’s top MSP marketing priorities was to relaunch their website in a bold and striking way, so naturally one of our priorities quickly became nailing down their messaging.

We knew we needed to do more than just “get the word out” about their services. We needed to strike a chord and hit home with their target audience. You only get one first impression, and it’s my belief that resonating immediately is the best way to get someone to do what you really want them to, which is pick up the phone and give you a call.

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Topics: Sales and Marketing

Why You Should NOT List Your MSP Services on Your Website

Posted by Nate Freedman on February 13, 2019

Strategy calls have always been a big part of my sales process. They're not only the best chance I have to get to know a prospect a little more before our relationship begins, but also an opportunity for me to provide some genuine value before we even get into the conversation of what things might look like if we work together.

On those strategy calls, I always make it a point to give whatever MSP owner I have the pleasure of speaking with a chance to ask questions. Without fail, there’s one question that comes up over and over again:

“How can I improve my website?”

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Topics: Sales and Marketing

How to Build a Marketing Engine for Your MSP

Posted by Nate Freedman on January 22, 2019

A few days ago, I was on the phone with a new prospect and we were talking about lead generation tactics that they could potentially explore in the new year. They were very clear about their goals—they wanted to start generating four new customers per month from their marketing, and they wanted to know from me what it would take to get them there.

Having been in this business for more years than I care to admit, lead generation happens to be one of my primary focuses. Based on that, I asked them the next logical questions: "How many new customers are you generating per month right now? What are you doing to get them?" The logic is simple—let's double down on what you're doing that's already working, then explore some new ways that we can potentially fill those gaps.

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Topics: Sales and Marketing

Why Every MSP Needs to Believe in the Process of Marketing

Posted by Nate Freedman on December 20, 2018

As someone who started in this industry all the way back in the "fax machine marketing" era, even I'll be the first to admit that there's still a lot to learn about MSP marketing. Based on that, I always try to spend at least some time getting out there and speaking to real people about the problems they face, the challenges they're trying to solve and the climate as it exists today.

Recently, I surveyed a dozen people from various managed services providers—a kind of "state of the union" affair that I like to do from time to time. The responses that people share with me were invaluable, but one theme in particular kept popping up time and again that I thought was worth discussing.

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Topics: Sales and Marketing

Your MSP Marketing Should Meet Your Customers Where They Are At

Posted by Nate Freedman on November 27, 2018

As the owner of an MSP marketing company, a lot of my days are spent working directly with clients on all of their MSP sales and marketing strategy needs. It's part of what I enjoy the most, because it really gives me a chance to spend time with someone on a one-on-one basis to learn more about who they are, what they want and why that matters so much to them.

Recently, one of my clients came to me with a question that I immediately thought was worth answering here, as well. In so many words, he said "why can't I get certain SMB business owners to take IT seriously?"

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Topics: Sales and Marketing

The Technical Aspects of Your Services DO Have a Place in Your Content

Posted by Nate Freedman on October 16, 2018

Earlier this year, I wrote a piece about the value of using content to generate leads instead of using sales to chase them—and I'll be honest, the response was overwhelming. Out of everything that I've written up to this point—and I've published over 25,000 words, including one eBook, this year alone—that was the piece of content that received the most amount of feedback.

But at the same time, a lot of the questions I received all came from the same place—and it gave me a bit of a pause.

Most of the questions I got were some variation of "if you're supposed to sell value and not technical specifications in your content marketing, when do you introduce the technical aspects of your MSP services?"

The answer to that question, of course, requires you to keep a few key things in mind.

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Topics: Sales and Marketing

Are You Selling Managed Services Based on the Value They Provide? Here's How to Know for Sure.

Posted by Nate Freedman on August 16, 2018

I've spent a lot of my time working closely with MSP business owners—strategizing on sales and marketing—over the course of my career. If there's one particular trap that I see people constantly fall into when it comes to selling managed services, that I believe is absolutely worth exploring, it's not selling on their value.

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Topics: Sales and Marketing

Here's How to Get Prospects to Listen to Your Sales Pitch

Posted by Nate Freedman on July 17, 2018

In the world of MSP and technology-related marketing, there’s a situation that is far too common that I think deserves a closer look. Feel free to stop me when this starts to sound familiar:

You've built and rebuilt your marketing strategy a number of times and you're finally starting to attract the new prospects that you need. There's one in particular that you've definitely got "on the hook," so to speak. You've worked hard to engage in some discovery conversations with them, you're continuing to work hard on building a mutually beneficial relationship with them, and... then it just seems to end.

You've got no problem getting someone's attention, but you're not able to do anything with that attention once you have it. People are hearing what you have to say, but they're not truly listening—at least not in the way that you need to get them excited about setting up a sales meeting.

So why does this happen and what can you do about it? You're about to find out.

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Topics: Sales and Marketing

Selling Managed IT Services to the Modern Buyer

Posted by Nate Freedman on June 20, 2018

As an inbound marketing professional with my finger on the pulse of B2B revenue generation, there's one thing that I can say with certainty: if you wake up in the morning feeling like the process of marketing and selling managed services is a little bit different than it was yesterday, not to mention a year or even five years ago, it's not your imagination.

You're actually onto something pretty important that is definitely worth discussing: the modern MSP buyer has changed, probably in more ways than you realize. It’s now up to you, the MSP, to change with your buyers, or you're only going to find yourself left behind.

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Topics: Sales and Marketing

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