Generating MSP Leads: Building Your Presence in Your Community

Marketing is still one of the top challenges managed services providers (MSPs) face today. When you’re a one-person shop, marketing sometimes falls to the wayside, as there are typically urgent matters to tackle. But if you don’t have a presence in your community, someone will.

Remember: Your local community is where many of your prospects are. Doesn’t it make sense to rub elbows with them?

Here are a few ways to ensure you stay present and relevant in your community.

Contributing to Local Business Publications

Adding value is a sound strategy for acquiring new business. Local publications are always looking for engaging content. Why not offer to write a weekly or monthly column on trending topics in the IT space or some of the major IT issues businesses are facing today?

Now, I know what you’re thinking, “Gary, I don’t have enough time to run my day-to-day business operations. How will I ever find the time to sit down and write a regular column for a local business publication?” As the saying goes, if there’s a will, there’s a way.

Find someone who can help you streamline the writing process. For instance, is there anyone you know with a background in journalism or creative writing who can take an outline and turn it into a story?

You’re an expert in your field. You have ideas to share. You must figure out the best way to take those ideas and put them on paper.

Getting Involved With Local Business Leaders and Your Community

Learn to enjoy networking. You’re a local business. Many of your customers and prospects are in your local community. Get out of your seat and become involved with what’s happening around you.

For instance, join a networking group (e.g., Business Network International (BNI)) to help you acquire new leads. Here’s the thing. You can’t acquire all new business from behind your computer. Seek opportunities to connect with the business leaders in your community. You must go out and network with them; they have networks you can access if you’re willing to put in the time and effort.

But remember this: Avoid looking at everything as a transaction. Sometimes you may add value to someone’s business without receiving anything in return — and that’s okay. Focus on building long-term business relationships with the leaders in your community if you want results.

Is Your Digital Presence Current?

Is your website up to date? Do you update your social media accounts? Have you hired someone for SEO? Where can prospects find you? If you don’t have a digital presence, prospects won’t be able to hire you — it’s that simple.

Allocating revenue for marketing can help you generate leads and ensure your business is top of mind whenever any business in your community thinks about IT. That won’t happen if your competitors are doing a better job marketing themselves than you.

Staying involved in your community takes a lot of hard work. But if you put in the time and effort to build relationships and add value, you’ll be well on your way to not only growing your presence in your community but also generating more leads.

TOPICS: marketingMSP adviceMSP sales tips
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