Speaker 1: Are you selling managed IT services to small to mid-sized businesses? Backups, cybersecurity, networks, cloud solutions and the like? Are you looking to move away from block hours to fix monthly MSP contracts? I wanna know how to approach new clients and pitch MSP services. Well, in this video, I will show you the three-step process you need to know to get new MSP customers into your business more consistently month after month. You know, not being able to get new customers into your MSP consistently every month can be a real pain point. It can prevent you from scaling your business up to the heights that you desired. So this is exactly what I'll help with you right now. The three-step process you need to know to get new customers into your MSP ASAP. Now listen, to sell managed IT services, the first thing you need is a qualified target customer. And what do I mean by a qualified target customer? So let me explain. Decades ago, IBM came up with this whole sales framework called BANT. It stands for budget, authority, need, and timing. So they figured out that they couldn't sell anything to people who didn't have the BANT. That meant they have to have the budget, i.e. the financial resources to buy your services, the authority, i.e. be a senior enough to make a decision, i.e. not the IT support person. They needed to have the need, i.e. they have to have the pain point that your service helped to solve. And lastly, timing. So we're talking about fitting into budget cycles, resource availability, and so on. Your target customers need to fulfill these criteria to drive the sale. And you always wanna go where there's a demand for outsourced IT providers. Because if there's no demand, there's no pain, there's no resources, there's no sale, period. To sell managed IT services, you need to make customers aware that you exist. We're talking about CEOs, business owners, office managers, people who have a need for and want managed IT services, in other words. Now I know if you're an IT guy, how hard this can be for you. Marketing and promotions just aren't your thing. Fortunately for you, it's never been easier to reach your target customer. You see, people are hyper-engaged on social media and their smartphones, after all. And to reach them and build that awareness, you have to focus on top-of-funnel activities. Essentially, these are marketing activities to create awareness about your brand. For MSPs, some of the most popular top-of-funnel activities include organic marketing, such as content marketing through social media, and secondly, paid advertising through Google, YouTube, and Facebook ads. These basics that some of the most successful seven- and eight-figure MSPs have nailed down. So my message to you is to get out there and get marketing. Another crucial thing to selling managed IT services is a good sales message. It's the persuasive message that informs, persuades, and closes the sale. You see, many clients don't understand why they would pay recurring monthly fees for technology services. So it's up to you to persuade them why. Why and how your managed IT solutions will help them save money, make more money, become more efficient, give them back time, and so on. You need to form your rock-solid sales message for presentation to clients. You need to think about new angles to demonstrate your value add. For example, cybersecurity offerings are a focal point for many MSPs right now. It might be a case of demonstrating all the cybersecurity attacks occurring in their industry, as was the case with Colonial and Kaseya, and how your MSP services can help them protect them from financial and reputational damage. So take some time to think about and dial in your sales message. As a final word, if you're struggling with marketing your MSP or getting new clients for your managed IT services offering, I wanna quickly announce that we have a few spots left open for the free one-to-one consult with me and my team for our Client Acquisition Accelerator program for our B2B IT services businesses. And the link for that is in the description below. And who we work with are business owners and founders running high-growth IT services businesses, so that includes managed IT services businesses, technology consultancies, companies of that nature. So if that sounds like you, click the link below to apply, and we look forward to speaking with you. Thanks so much for watching, and until the next time.