Paul Green's MSP Marketing Podcast Paul Green's MSP Marketing

The podcast powered by the MSP Marketing Edge
Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.
In this episode I reflect on what it really means when a prospect says “no”.  Often it actually means “not yet”.  Building trust over time through multiple touchpoints can transform rejections into future opportunities.  (jump to)
I also face the truth that I’ve lived over half my life – this has sparked an urgency in my business practices. What if you had just one year to achieve your goals? This motivates me to act decisively, how about you?  (jump to)
In my chat with Brian Gillette, we explore how lunch and learn events effectively turn attendees into clients by focusing on relationship building over direct sales.  Have you tried these events for your MSP?  They’re challenging but worth it.  (jump to)
Lastly, I tackle a question from Ryan, who owns a fairly new and fairly small MSP in Chicago, about valuing employees when budgets are tight. I suggest non-monetary ways to value employees, like recognising efforts, providing personalised rewards, and offering growth opportunities – enhancing team morale and loyalty.  (jump to)
Join me as we unpack these topics and learn from some triumphs and trials in the MSP world. Oh, and don’t forget to join me in the MSP Marketing Facebook group.
READ FULL TRANSCRIPT
What it really means when a prospect says no

In the competitive world of business, especially in sales, a “no” from a prospect often stings, feeling like a personal rejection. This reaction isn’t just common among entrepreneurs – it’s practically universal, and understandably so. Many of us see our businesses as extensions of ourselves, so a refusal can feel deeply personal. However, in my experience, a “no” often means “not now – I don’t trust you yet,” rather than a flat-out rejection.
Trust is the linchpin in the relationship between clients and MSPs. Prospective clients are acutely aware that a wrong choice in MSP can lead to catastrophic outcomes for their business, which makes them extremely cautious. They often stick with underperforming MSPs simply because of familiarity, which feels safer than venturing into unknown territory.
To turn a “no” into a future “yes,” it’s essential to build trust long before the sales pitch. This means engaging with potential clients through multiple touchpoints – social media, newsletters, emails, and more. Each interaction is a step towards building a relationship that fosters trust.
Consider a prospect who has interacted with your brand 30 to 40 times before seriously considering your services. They’ve consumed your content and know your ethos. By the time they’re ready to switch MSPs, you’re not just another option; you’re a familiar, trusted entity. This doesn’t guarantee conversion, but it significantly enhances your chances.
Ultimately, every decline – whether due to concerns about cost, service suitability, or company size – boils down to a lack of trust. Effective MSPs must focus on becoming known and reliable long before the decision

The podcast powered by the MSP Marketing Edge
Welcome to this week’s episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.
In this episode I weigh up the relevance of the traditional break/fix model versus managed services. Is break/fix just an outdated concept, or can it still serve as a valuable marketing tool in our contract-driven market? (jump to)
I also investigate what truly measures success for business owners. Drawing from my 19 years of experience, we’ll explore how consistent marketing actions can transform ambitious plans into tangible achievements. (jump to)
Jeff Newton from REDiTECH joins me as this week’s guest and shares his unique experience of overwhelming marketing success. Jeff’s insights highlight the importance of robust processes and the need for perseverance and adaptability in marketing strategies after setbacks. (jump to)
Lastly, I’ve introduced a brand new element to the Podcast – Paul’s Personal Peer Group – where I endeavour to answer your personal MSP marketing questions.  This week we hear from Scott in Florida who is considering the viability of Facebook advertising but is concerned about the return on investment.  Find out whether this could be right for you. (jump to)
Join me as we unpack these topics and learn from some triumphs and trials in the MSP world. Oh, and don’t forget to join me in the MSP Marketing Facebook group.
READ FULL TRANSCRIPT
Is break/fix outdated… or a valid marketing tactic?

Once the go-to strategy, the break/fix business model, where MSPs fix tech issues as they arise, now shares the stage with the managed services model, which emphasises ongoing support and monthly recurring revenue (MRR).
Despite its old-school vibe, some MSPs still cling to break/fix as a crucial marketing tactic. They argue it’s a way to introduce their services, offering a taste that could potentially convert to more stable, contractual relationships.
But how does this strategy hold up in the modern MSP landscape? I reached out to the 2,300 members of my MSP Marketing Facebook group to get their take, and the responses were eye-opening. For some, offering small break/fix services is a proven method to win clients over in the early growth stages, to a tipping point where only MRR makes sense. Others have moved away from break/fix unless it’s part of a broader security audit or leads directly to an MRR contract.
This diverse range of strategies highlights a critical decision point for MSPs: is break/fix a smart business lever to pull for sampling services, or is it a relic best left in the past? Your strategy might just shape the future of your business in the ever-evolving MSP market.
Is break/fix outdated… or an MSP marketing tactic?
You’re measured by what you get done, not by what you say you’re doing
We often dream big about our business ambitions but it’s not the plans that impress people—it’s the results. In the world of MSPs, like in all business, actions speak louder than words. Whether you’re chasing new clients or aiming to hit ambitious revenue target

Episode 235
Welcome to a special episode of the MSP Marketing Podcast with me, Paul Green. This is THE show if you want to grow your MSP.
In this Special Episode I’m joined by Lyle Kirshenbaum, owner of Toronto-based MSP Wired for the Future, to talk about how he has used events and trade shows to market his business and generate leads and prospects. We also discuss a number of practical ways that MSPs can level up and get the most bang for their buck and secure the most valuable leads and data from these events.
Featured guest:

Lyle was always involved in the technology arena as he began his career in digital print production. He found his interests lay more in the hardware side of technology though and quickly turned his sights in that direction. Originally, Lyle focused on whole home theatre systems but again saw his interests lay elsewhere. It was for this reason, that in 2001, Lyle became what is commonly known as a trunk slammer; helping and supporting clients as he traveled from site to site. Over the years, Lyle developed, fostered, and maintained these initial connections and grew Wired for the Future to the success it is today. Lyle is no longer found traveling from site to site in his car but can be found behind his desk ensuring that the same support with the same personal connection he always prided himself on remains intact. No matter how large Wired for the Future becomes it is Lyle’s dream this level of service remains. He devotes his days to just that.
Connect with Lyle on LinkedIn:
https://www.linkedin.com/in/wired-lylekirshenbaum/
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/
http://mspmarketingedge.com/about/


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


Subscribe to my YouTube channel:

https://www.youtube.com/mspmarketing


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


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Episode 234
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 How to market your MSP to a vertical


10:14 This productivity hack will help you Get Things Done


18:56 Engender happier, more productive staff


Featured guest:

Thank you to Dr. Kevin Gazzara, leadership coach and Senior Partner of Magna Leadership Solutions, for joining me to talk about how MSP owners can keep their staff happy, make them feel valued, and increase their productivity – without spending a penny.
Dr. Kevin Gazzara is the Senior Partner of Magna Leadership Solutions established in 2007, and the coauthor of the acclaimed books “The Leader of OZ” and “Ready, Set, Get Hired”. He is an ICF certified coach, and a certified Positive Intelligence (PQ) Mental Fitness coach and founder of CoachSultants.com. Kevin has taught and developed Management and Leadership career-changing programs in the corporate world during his 18 years at Intel Corporation and as a University professor at 6 Universities over the last 28 years. Dr. Gazzara’s work has been recognized for his international leadership development programs by Workforce Magazine, https://magnaleader.co/LTP. Kevin’s passion is in helping individuals find the leader within themselves.
Connect with Kevin on LinkedIn:
https://www.linkedin.com/in/kevingazzara/
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/
http://mspmarketingedge.com/about/


Find out about my MSP Marketing Edge service:

https://www.mspmarketingedge.com


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/


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

Episode 233
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 Why you need Big Mo in your business


08:01 Systemize your ability to under-promise and over-deliver


15:41 This expert can help you grow your MSP business


Featured guest:

Thank you to MSP Coach Brian Hoppe, for joining me to talk about his experience of scaling MSP businesses, and how he uses that experience to coach other MSPs in how to scale their own businesses.
Brian has been part of the Managed Services industry since the early 2000s. He earned both his Bachelor’s and MBA from Baylor University. For over 20 years, Brian has worked in multiple MSPs and has bought and sold multiple MSPs. He’s been everything from a technician to Ops Manager to CFO to CEO. He has grown multiple MSPs to over $5 million in revenue and managed MSPs in excess of $15 million in revenue. Brian has a thorough understanding of all the ins and outs of running a highly successful MSP. But more importantly, he understands how to help MSP leaders get the most from their business. His expertise in leadership and coaching can help any MSP owner or CEO achieve the results they want in both business and life. He is passionate about finding the right clients for his coaching practice to help take their business and leadership to the next level.
Connect with Brian on LinkedIn:
https://www.linkedin.com/in/brianhoppe/
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/
http://mspmarketingedge.com/about/


Connect with me on LinkedIn:

https://www.linkedin.com/in/paul-green-msp-marketing/


Find out about my MSP Marketing Edge service:

https://www.mspmarketingedge.com


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/


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

Episode 232
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 Build trust by doing a small thing well


08:04 Have you heard of Feedback Donuts?


10:51 Harnessing Intent Data to convert leads into prospects


Featured guest:

Thank you to Paul Franklin, founder of Koala B2B, for joining me to talk about ‘intent data’, and how MSPs can track and use intent data to identify and engage warm leads at the point that they’re already interested in your services.
Paul Franklin is founder of Koala B2B, an intent data lead gen company. Paul has overseen millions of pounds worth of lead generation campaigns across the Tech B2B division he ran as Publisher for Dennis Publishing. The division included IT end user, cloud , and MSP/CSP/Reseller audiences specifically. He also ran the UK Cloud Awards for 6 years, a recognition and celebration of all cloud innovation in the country.
Connect with Paul on LinkedIn:
https://www.linkedin.com/in/paul-franklin-8922236/
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/
http://mspmarketingedge.com/about/


Find out about my MSP Marketing Edge service:

https://www.mspmarketingedge.com


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/


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


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