60 minutes a day

(SPOILERS) 3 of my 50 ways to get new clients

Paul Green Content, getting new clients

I’ve just signed off the 4 page handout for my free MSP marketing seminar on the 16th May, in central London.

It lists the 50 different ways to get new hungry, motivated clients for your IT support business.

(Side note – there are now only 6 places left for this event. 34 MSP owners and managers have already booked their free place. Click here to see the full details).

Let me share 3 of 50 ways I’m going to present at this one time seminar.

Having videos on your website is no longer optional.

Because the way to get more new clients than your competitors, is to have greater engagement with your prospects. And video is the number one engagement tool.

The great thing is, you don’t need a Hollywood crew to achieve Hollywood standards.

You can create half decent videos yourself using your iPhone. It’s the lighting and sound quality that makes the difference between amateur and professional videos.

There are lots of different types of videos you can use:

  • Educational: Teach prospects about things that are relevant to them, but they don’t know anything about
  • Entertainment: Get across the personality of you and your team
  • Presented: Get a professional presenter to do the hard work for you
  • Animated: An easy way to produce high quality videos. You can outsource the production of these

Any time someone says to me “yeah I tried that, and it didn’t work”, what they are actually saying is that they got one of the 3 Ms wrong.

When I was a boy I spent a decade in the Scouts. When I was doing my fire badge, I learned about the fire triangle (I had a good tutor, my Dad was a fire chief!).

In order for a fire to exist, there must be 3 elements: Heat, fuel, and oxygen. Take one of the elements away and the fire is not viable. This is the simplest basis of firefighting.

Marketing has a triangle too:

The right message, delivered to the right market, using the right media (or medium). If one of the three sides of the triangle is not right, then the marketing is not viable.

Message: Quality IT support for fast growing entrepreneurs
Market: Ambitious entrepreneurs within a 20 mile radius
Media: The printed Yellow Pages

Right message. Right market. Wrong media. The marketing triangle collapses.

If you’ve ever done Facebook advertising, Pay Per Click (PPC) or LinkedIn advertising and “it didn’t work”, the clues to fixing it lie within the marketing triangle.

Whoah there horsey, you might be asking yourself. How can spending 60 minutes a day working ON your business, rather than IN it, have anything to do with getting new clients.

Actually, it’s got everything to do with it.

Because here’s a reality check: Being busy doing stuff in the business every day doesn’t grow the business. Spending all your time servicing clients creates 10% growth, not 10x growth.

Nothing wrong with that. But it’s unlikely to produce the big lifestyle change you desire deep down.

Put it this way – when you’re lying on your deathbed, you won’t look back and wish you had spent more time fiddling with PCs, or sorting out someone’s email account.

You’ll wish you’d done more of other stuff – time with your family, or golf, or holidays, or windsurfing, or whatever. To get that lifestyle you need to change the business. And we’re all running out of time every day.

An easy way to start the change is to find 60 minutes every day to work on getting new clients (or getting your clients to buy more, or spend more when they buy. These are the only 3 ways to grow an MSP).

Make it the first 60 minutes of every day. Because that’s when you are at your most productive. It’s also easier to get stuff done before the day’s disruptions start.

For years I have got up at 5am to work on my business interests. An admittedly extreme way to create time and space to Get Things Done.

But looking back, I would say that’s one of the most critical factors that allowed me to build up my first business to high profitability and achieve a premium exit.

Book your place on my MSP marketing seminar now. It’s going to be a real eye opener for you.

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