Would you take on a one off project, with no guarantee of MRR, just to build a relationship with a prospect?
I asked this question in my free MSP Marketing Facebook group recently, and the answers were very clear-cut.
Many MSPs shouted YES. A few shouted a vociferous NO with just some sitting on the fence. Here are some of the comments, with the names pixelated for privacy.
First, some big fans...
A couple in the middle
And some definite "no ways"
So... where do you sit on this question?
To me, it's a very smart way to overcome one of the biggest marketing problems all MSPs face:
Asking a business owner or manager to sign a contract and shift everything to you is a MASSIVE PERCEIVED RISK for them.
You can overcome this massive perceived risk with great marketing, especially leveraging social proof like testimonials, reviews and case studies. And risk reversal, such as a great guarantee.
But you know what? Successfully doing a one off project is better. It's the ultimate proof you can deliver.
AND it buys you time to have quality conversations with them about their overall technology, what they love and what's frustrating them.
Ask the right questions and listen carefully to the answers, and you'll soon hear the people who are desperate for better help and really hope you can provide it.
Where do you sit on this debate?
Founder & CEO at QuantaSi | Expert in IT Infrastructure Security | Empowering Businesses with Managed IT Support Services
3 个月We use this approach all the time. If scoped correctly, expectations set, etc it can be a great way to win over new customers. It gives them a "test run" of our services and experience at a defined budget and outcome.
Technology advisor for Yorkshire business leaders who value clarity over complexity. Let's work out how your business can thrive with smart tech.
3 个月Yep. We prove we deliver exceptional service and value, and become trusted - future conversations are much easier.
Cybersécurité ? Conseils TI ? Infogérance Sécurisée ? Hébergement Cloud ? Formation et Accompagnement Microsoft 365 ?
3 个月Some of my biggest wins started with a project and expended into recurring services. It is important to seek for recurring whenever it's possible for the good of the busisness but sometime I put my trust in my colleagues and let them prove that we know what we do to win the customer's trust.
| 100+ Recommendations | Beyond the MSP Founder: Building a Scalable Sales Engine ?? Fixing Underperforming Sales Teams?? What would the Bees do ??? Bee Keeper, Speaker, Grandpa, I also have a thatched roof.
3 个月The question should be, do you wait for your ideal client to find you or go out and win business to grow your company? If you want to out and sell, deliberately and to targets and a plan, you will do anything to get the first piece of business within your target base. You need to build, as you say,?Paul Green:?Know, like and trust. (they don't have to like you, but respect that you can do the job) Then, you can land and expand. The only caveat is that you can deliver the first engagement. I don't think taking a flyer is a good idea. This going and winning business is the only difference between big companies and little companies
Director of Wingman MSP Marketing ?? Helpdesk Habits creator ?? MSP book author ?? IT conference speaker ?? MSP M&A blueprint producer?? Wannabe luxury hotel mystery shopper ???
3 个月Yes! And we do. Use it to establish trust, deliver well AND qualify. The product for prospects is key.