How To Get More Leads at Your MSP

Hey, Steven, we got to figure out an intro to the podcast. That works. Hello, everybody, and thank you for listening to another episode of the No Fluff MSP Marketing Podcast. I do apologize that we have not been as consistent as usual lately.

The reality is I feel like we've covered a lot of important marketing, sales, and account management topics. And I don't want to be the guy that's just creating a new podcast every week and just giving you more ideas. I don't think more ideas is necessarily a good thing. I think we should really understand the foundation to build a good marketing engine.

And sometimes ideas can kind of distract from that. So I am going to try and be more consistent in a couple of ways. One, we're going to do updated versions of some of our previous podcasts. We've learned a lot, actually an insane amount in the last three years.

So some of the podcasts that may be a little outdated, we're going to be updating those. That way we're not creating new ideas. We're kind of just creating better overall processes on things we've covered in the past. We are going to do more interviews again.

I've really enjoyed interviews. They tend to get really high retention rates. So we're going to do more interviews. and then just some reminders like today is going to be a really solid reminder podcast on things that we really need to be doing consistently and even though I've said it many times I do like the approach of like hey a lot of people haven't heard it and sometimes as humans we just need to hear it again so we can say that's right I need to prioritize that so that is what today is going to be another reality is SkillCon is three months away now it is shaping up to be the best event we've ever done.

We've done two years now. They've doubled in size from year one to year two. This year, it's looking like we're on track to get four to 600 people there. So please, if you love the podcast or if you're an MSP camp member or the tech tribe member, and you just want us all to be in the same place where we get to know each other and learn together so we all grow, ScaleCon is going to be the place to be.

No pitches at all, not even from us who's putting on the event or the tech tribe is putting on the event, no pitches. It is truly value, value, value as much as humanly possible. So it is not going to be a waste. If you get a flight and you get a hotel and you get all the way out to San Diego, I promise you I'm doing everything I can to make sure you get a lot out of those three days.

So make sure to register at skillcon.com. Okay. So the reason I'm doing this podcast is I was having a really good conversation with a a client the other day.

And one of the things I mentioned is like, your site is really nice, but it's just missing the human element. And in the world of AI, the human element is becoming so important. Let me give the example I gave them. I called into Capital One the other day because I was having an issue with my credit card.

And this person that was helping me was just wonderful. She was, she was just, she was almost too wonderful. And, and, you know, we were having this conversation. She was super helpful, got my issue fixed.

And there was this moment of epiphany where I had to sit and go, wait a minute, is this person real? So I said, Hey, this is going to sound awkward, but it is a serious question. Are you a human? And there was this long pause and she said, no, I'm not a human.

And then there was a longer pause as I was in disbelief. And she said I just kidding I am a human What I can believe you thought I was a robot And then we laughed She was that wonderful that she even knew the comedic timing of saying she not a human So one that where we're at today as humans. We have to question every photo, every video, every conversation we have. It's AI is getting that good that we have to wonder, are you real?

Is your company real? And that is why the human element is so important. I was delighted to find out she was a real person, But I got to be honest, I wouldn't be super surprised if she said, no, I'm an AI. So when we look at a website and we see nothing but stock photos, even if it looks incredible, trust hits the floor, hits the ground.

And I talk and preach replacing stock photos of real people all the time. And it's not hard. I think we overcomplicate this. We way overcomplicate this.

We all have 4K cameras in our pockets today, all of us. And so you don't we overthink this that we need to hire a professional photographer or videographer. We need to plan out all this stuff. It's like no, if you have a good web designer, which I'm sure you do.

And if you don't, we can help you whatever, just find somebody that can do it. You get your camera out, you take candid photos of people working people with their logos on their shirt. if they're installing a cable job, get some photos. They're plugging a computer in for a client.

Or if they're in a data center because you guys go more enterprise, whatever it is that you guys do on a daily basis, just document it. Just document it. And then you get the best photos out of that. It can be 20, 30, 40, whatever it is.

And you get that over to your web designer. Okay? Like, don't overthink this. It doesn't have to be you have to know exactly where to put every photo.

If you have a good web designer, you give them 10 photos. They will perfectly integrate into your website where it makes sense. Okay. So that's number one.

Like you just got to get your people and you on the website and on your social media content. We have a $250 a month. It's on sale right now for $245 a month, social media management service, wildly inexpensive. And we manage our client social media.

We literally tell them, if you give me photos, we will actually, when we're editing the content from MSP camp, we will also include real photos of you and your team in there if you're comfortable with it. One out of every 10 clients take us up on it. Most of them just go, you know what, just post as it is, which is fine. That works too.

But taking that little extra effort in getting those photos to us can make that content more impactful. Same with your website, same with your social media, same with your collateral. So that's the first things first is like we got to get human faces and the world of AI is making that more important than ever. Next up would be a video.

This is the next step on challenge. This first step, extremely easy. Get photos on the site. So easy.

And that will build so much more trust. Now we're going to go one step up on difficulty. Start there. Get that done first.

Then we'll move to the next step. The next step is get a video. Get a video. I've said this many times, but why is this so important?

Getting a video on every service page that you have, every industry page that you have, because if someone lands on the site and they see someone that works at the company explaining how they approach that specific thing and their specific system, it is going to massively build trust in the world of AI, I'm going to say for the fourth time, because it's so true, trust building is more important than ever. And this is the best way to do that. So you, this can be off the cuff. It could be a 10 minute video where you just talk about your service, exactly like you would in a sales meeting, and then clip it up to about two minutes.

Easy peasy, lemon squeezy If you don know how to do this you can hire a video editor You can hire us This is not a difficult thing and it will help you close more deals Period No questions asked It worth the effort. I promise. Now we're going to go up one step more challenging. One step more challenging.

The most important marketing content you can get as an IT service provider, whether you're an MSP, MSSP, whatever it is that you call yourself today, the most important content bar none is a video of your client talking about how much they love you. What did you do for them? What was it like before they started working with you? What is it like now?

What do they think someone who's looking at your website should do right now? Why this person should work with you? All that good stuff. That is the hardest content to get because you got to coordinate with a videographer.

In this situation, in only this situation, do you truly need a like professional videographer where you're going to pay $500 to $1,000, right? So you have to coordinate with them. You have to coordinate with the client. You have to find the right time.

You got to sit them down. You got to get this video. Okay. So I agree.

And I know that this is a lift, but it's also why nobody has this. Very few people have this and if you have it, you are instantly differentiating yourself. I'm about to give you a cheat code on how to do this. Okay?

I'm going to tell you exactly how to do this. Before we do that, and let me summarize the first part as to why this is so important. Right now, if you look at your Google Analytics or your Google Search Console, you are probably going to see that you're getting traffic to your website right this instant, right now. If you've been in business for more than five, six years, there are people visiting your site.

Okay. If you have a Google business profile, people are actually going through that Google business profile and landing on your site. This is happening right now. Okay.

So let's assume you're getting on the low end, a hundred visits a month. Even if we take out bots, we take out people trying to sell to you, we take out all of that stuff. You still probably had two to 10 legitimate prospects that were on your site this month. Think about that for a second.

You had two to 10 people that can buy from you. They're in the sweet spot and they have the budget to buy from you, but they didn't reach out. Why not? They didn't trust you.

They didn't think you were the right fit. They didn't know you. These changes can help you get more of those 10 to 2 people to actually, or excuse me, two to 10 people to actually reach out to you. When I meet people who listen to the podcast, oftentimes they feel like they know me.

They'll say, oh man, I feel like I know you. And I'm like, dude, that is awesome. And that's because they've listened to me. They've watched me on YouTube, whatever it is, and that they've built trust with me.

They're like, I feel like I kind of know who you are. I understand your personality, your quirks, you know, things you care about, things you don't care about. They feel like they know me. So their trust goes up significantly.

And then they oftentimes are willing to do business with me a lot quicker than my competitors, where the competitor has to cold call them and then jump on a call with them, then jump on another call with them, and then they close them. They still don't really trust that person. Whereas if they consume enough of the content that someone is producing, like photos, videos, podcasts, social media clips, et cetera, trust continues to go up. Why would we not put that on the most important lead vehicle we have, which is our website?

That's the point. All right. Now, as promised, this is exactly how you are going to get more video testimonials from your clients But you are going to do step one first which is photos Step two which is video of you or your team on each page Those are the steps Then you can get here. Don't jump to this.

This is what you're going to do. This, this always made it so easy for me to get video testimonials from our clients. I reach out to the client who I know loves us. And if I were to just say, Hey, can you give me a video testimonial?

They're really busy. They're going to say sure. And then they're never going to actually want to schedule blah, blah, blah. So instead of saying that, you're going to say, Hey, we're doing a marketing campaign in our local area and we want to feature your business.

This is going to be a video testimonial for us where you're going to talk about what it's like working with us, but we're going to make sure to include a little bit about you, your logo. So you are going to reach thousands of people in our local community and we're both going to win. That right there already makes the yes almost immediate. it.

If you just say that we're doing a marketing campaign, your business is going to be featured. Are you down? That's almost for sure going to give you a yes, right? Because every business wants to grow their business.

So that almost gets you to a yes. Now, this is the sweet spot offer you add to guarantee the yes. You say, oh, and by the way, while the videographer is on site, he is going to get a video of your business, or he or she is going to get a video of your business, and it is going to be delivered to you ready to run. It's going to have nothing with us.

It's not going to say anything about us. It's all about your business, your history, your overview, and that is going to be delivered to you as a separate video. So not only are you going to get a lot of exposure through our marketing campaign that you're going to be featured in, you're going to get your own marketing video that you can use in your own campaign, in your own social media, something they've wanted to do, but just like you, they don't really know who to schedule, when to schedule, where to schedule, all that good stuff.

You're going to figure all that out for them. You combine those two things and you are almost always going to get a yes from that client that loves you. I've done this many times. It works beautifully and it will work for you.

If it doesn't, maybe try and rephrase how you do it. But those are two really solid ways to get someone to act. So that is just what I wanted to talk about today. I think in the world of AI, trust was already so important in the B2B space and now is becoming more important than ever.

And these are some very easy things you can do to make these adjustments. Oftentimes when I talk to someone, they go, ah, I don't know where to start. I don't know what to do. You know, marketing is so complex.

It's like, no, it's not. It's not. I think maybe you're trying to do too much. You're trying to do a little too much.

Let's just focus. And in this week, we're going to just focus on these key things that we can do to increase the conversion rate on our website and on our social media. So if you do that, I'm sure it's going to help. It has helped us time and time and time again.

And if you have any questions on that, please reach out to me. I'm always happy to help. And I really hope to have you at SkillCon. It is going to be awesome.

SkillCon.com. We are selling early bird tickets. It's going to be gold.

We have the best speakers from both years coming back. And then we have some incredible fresh new faces and presentations coming as well. So thank you so much for listening the podcast. It is just incredibly amazing that we can do this and that it helps a lot of people.

Hopefully, we hope it does. So thank you. And we will see you on the next one.