Paul Green's MSP Marketing Podcast

Paul Green's MSP Marketing

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This is a show only for Managed Service Providers and IT support companies. It's made in the UK, and is designed for MSPs all over the planet. Every week we have loads of very specific advice, to help you get more new clients, grow valuable MRR, and ultimately increase net profit - isn't that why we're in business? Plus a special guest, some from our world and some from outside.

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5 days ago

Episode 211: MSPs: Turn away clients like these

Episode 211 Welcome to the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP. This week's show includes: * 00:00 Client doesn't pay? Take the service away! * 06:49 New starter to superstar in 50 weeks * 14:33 Practice your sales technique - but NOT on your prospects Featured guest: Thank you to Robert Gillette, founder of MSP Dojo, for joining me to talk about why MSPs should hone their sales technique by practising with other MSPs, not on their leads or prospects. Robert is a California native who’s been selling MSP services in the middle of the Silicon Valley since 2015. After selling Millions of dollars of recurring revenue, and helping a local MSP grow from $10mm to $30mm in revenue he set out to help other MSP’s reach their revenue goals. In 2023 he founded the MSP Dojo, a community where MSP owners and sales people can intentionally practice their sales craft together, so they're never practicing on a prospect. Connect with Robert on LinkedIn: https://www.linkedin.com/in/rwgillette/ Extra show notes: * Listen or watch every Tuesday on your favourite podcast platform, hosted by me, Paul Green, an MSP marketing expert: * https://www.linkedin.com/in/paul-green-msp-marketing/ * https://www.paulgreensmspmarketing.com/about/ * Subscribe to my YouTube channel: * https://www.youtube.com/mspmarketing * You can join me in the MSP Marketing group on Facebook: * https://www.facebook.com/groups/mspmarketing/ * Find out about my MSP Marketing Edge service: * https://www.mspmarketingedge.com * Connect with me on LinkedIn: * https://www.linkedin.com/in/paul-green-msp-marketing/ * Subscribe to this podcast using your favourite podcast provider: * https://www.audible.co.uk/pd/Paul-Greens-MSP-Marketing-Podcast-Podcast/B08JK38L4V * https://podcasts.apple.com/gb/podcast/paul-greens-msp-marketing-podcast/id1485101351 * https://www.stitcher.com/podcast/paul-greens-msp-marketing-podcast * https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGF1bGdyZWVuc21zcG1hcmtldGluZy5jb20vZmVlZC9wb2RjYXN0?sa * https://music.amazon.co.uk/podcasts/b03a9638-adf4-4491-93f1-569183e079d7/Paul-Greens-MSP-Marketing-Podcast * https://open.spotify.com/show/1Hw52ScOg5WvGaBUkaOrI7 * https://tunein.com/radio/Paul-Greens-MSP-Marketing-Podcast-p1264893/ * https://blubrry.com/paulgreenmspmarketing/ * https://deezer.com/show/1512622 * Got a question from the show? Email me directly: hello@paulgreensmspmarketing.com * Grab yourself a copy of this week's recommended book, Crucial Conversations: Tools for Talking When Stakes are High: * https://www.amazon.co.uk/Crucial-Conversations-Tools-Talking-Stakes/dp/1260474216/ Transcription: NB this transcription has been generated by an AI tool and provided as-is. [00:00:00] Speaker A: Fresh every Tuesday for MSPs around the world. Around the world, this Paul Paul Paul Paul Paul Paul Paul Paul Paul Greens. [00:00:10] Speaker B: MSP Marketing podcast show. Here's what I got in store for you this week. [00:00:14] Speaker C: Hi, I'm Robert Gillette with the MSP dojo. I've talked to hundreds of MSPs in the last year. All of them want one thing more, better leads. But unfortunately, what a lot of them need is to eat their vegetables and just get better at sales. I'm going to be talking about how to practice your sales craft so you're never practicing on a prospect. [00:00:32] Speaker B: And on top of that fascinating interview with Robert later on in the show, we're also going to talk about how you can take your low level staff, take someone from no knowledge to actually being a superstar in just 52 weeks. [00:00:46] Speaker A: Paul Green's MSP Marketing podcast. [00:00:50] Speaker B: Tell me, do you keep notes of meetings that you've had in the past? [00:00:54] Speaker D: Maybe you use Onenote for this and you can access all sorts of meeting notes that you've had for years and years in the past. Just the other day, I was looking back through some old notes of mine. I used to meet up with a. [00:01:04] Speaker B: Whole bunch of MSPs. [00:01:05] Speaker D: We would physically sit in a room. [00:01:07] Speaker B: And sort of talk about their businesses. [00:01:09] Speaker D: And I did that for years and years. [00:01:11] Speaker B: Stopped that earlier this year. [00:01:13] Speaker D: But the other day I came across. [00:01:14] Speaker B: My notes all filed away in Onenote. [00:01:16] Speaker D: It's one of the few Microsoft applications that I do actually use. And I was going back through some of these old notes and I found an amazing sentence. And it's a sentence I want to give to you. And then if you're not based in the UK and you don't understand part of it, I'll see if I can make it relevant to you as well. [00:01:32] Speaker B: The sentence was this, if you're not on DD, you're not a customer for me. [00:01:38] Speaker D: Now, let me explain what DD is. Here in the UK, we have something called Direct debit. [00:01:43] Speaker B: I'm aware that direct debit does exist. [00:01:45] Speaker D: In other countries around the world, but I think I'm right in saying that in the UK, direct debit is a phenomenon. It's huge. Everyone in inverted commas and speechmarks uses it. So direct debit is where a company. [00:01:58] Speaker B: Can take money out of your bank account. [00:02:00] Speaker D: So, for example, I have, like my gas company. [00:02:04] Speaker B: I don't sit and pay the bill. They just take the money for the. [00:02:08] Speaker D: Bill out of my bank account. [00:02:09] Speaker B: Right. [00:02:10] Speaker D: And this has been the case in the UK for decades. Just decades. It's a really big thing here. [00:02:17] Speaker B: All of the money that we take. [00:02:18] Speaker D: From MSPs that we work with in the UK, that comes out by direct debit as well. And we'll come on to how that would be relevant to other countries in a second. [00:02:26] Speaker B: But the principle of if you're not on DD, you're not a client. For me, the principle of that is if we're going to do business, Mr. Or Mrs. Client, and this is you, the MSP, talking. If we're going to do business, it has to be on my basis. If you want to work with me. [00:02:43] Speaker D: That MSP that I was talking to. [00:02:44] Speaker B: Was saying, if you want to work with me, then you have to sign a direct debit form so that I can take the money from you at the beginning of the month before I deliver the service. [00:02:55] Speaker D: And the conversation that we were having back in the day, back in that room, was about making sure that clients paid. [00:03:01] Speaker B: Why would you have a business model where you deliver something that cannot be taken back, which is your service, and then you send out an invoice and. [00:03:12] Speaker D: You give them 30 or 60 or. [00:03:13] Speaker B: 90 days to pay it? Why would you do that? That's the most insanely bad business model ever. And yet that's what a large number. [00:03:21] Speaker D: Of MSPs still do. [00:03:22] Speaker B: So instead of delivering something that can't. [00:03:24] Speaker D: Be returned and then hoping they pay for it, because hope is never a good strategy, instead, you make them pay. [00:03:30] Speaker B: For it at the beginning of the month. Hence, if you're not on DD, you're not a customer for me. And a lot of the MSPs that I work with, not all by any counts, but a lot of them now. [00:03:40] Speaker D: Will decline a client who says, actually, we will not enter into a direct debit upfront. [00:03:46] Speaker B: And quite right too, because someone who won't pay by direct debit in advance of receiving the work is likely to end up being a nightmare or a bad debt. Not always, and I know we need. [00:03:55] Speaker D: To give people the benefit of the. [00:03:56] Speaker B: Doubt, but the chances are that at. [00:03:58] Speaker D: Some point they will default.…