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Empowering Your MSP Business to Grow and Prosper—One Post at a Time

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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

Your MSP Marketing Should Meet Your Customers Where They Are At

Posted by Nate Freedman on November 27, 2018

Your-MSP-Marketing-Should-Meet-Your-Customers-Where-They-Are-At

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

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

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, Content 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

Are You Selling Managed Services Based on the Value They Provide?

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

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

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

Selling Managed IT Services to the Modern Buyer

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, Inbound Marketing

What Nobody Wants to Tell You About Paid Ads for Managed Services Providers

Posted by Nate Freedman on May 9, 2018

What Nobody Wants to Tell You About Paid Ads for Managed Services Providers

As the founder of Tech Pro Marketing, my background working with managed services providers and other tech-related businesses dates all the way back to the fax marketing days at my first computer repair shop job in 1998.

Since that time, I've seen the very idea of marketing continue to change and evolve. I've also seen a number of myths develop that, despite the better judgment of everyone involved, seem to rear their ugly heads time and again. But perhaps the most essential—and relevant—myth that we need to shatter for all time as soon as possible is the following:

Paid ads are not nearly as helpful for your MSP as you've been led to believe.

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Topics: Sales and Marketing, Inbound Marketing

Why We Use Content to Generate Leads, Instead of Sales to Chase Them

Posted by Nate Freedman on April 10, 2018

Why We Use Content to Generate Leads, Instead of Sales to Chase Them

As an inbound marketing professional with over two decades of experience working directly with IT-related businesses, I've seen the industry change in a variety of ways. I make it my business to see the forest for the trees, so to speak. I personally spend over $10,000 per year on coaching and mentorship to make sure that I'm always aware of the massive trends that are always lurking just over the horizon.

One of the most important—and broadest—changes I've seen develop has to do with how we go about chasing leads (or, more specifically, whether we do so at all).

Read More

Topics: Sales and Marketing, Inbound Marketing

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