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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 encourage you to assess your prospects to ensure they are the right fit for your MSP. Assess their value appreciation, willingness to follow advice and pay fairly, dependence on technology, and timely payment habits. (jump to)

I also explain why effectively converting leads into loyal clients requires persistent follow-up, strategic long-term engagement, and thoughtful touches. Follow up until they buy, die, or say bye-bye. (jump to)

I’m joined by Damien Harrison, Director of Operations at Bondgate IT. We discuss how hiring an operations director and prioritising relationship-building over immediate sales can significantly elevate your MSP’s growth and client satisfaction. (jump to)

Lastly, I answer a question from Alex who runs an MSP in Georgia. He wants to know how to maintain client trust and growth when outsourcing his MSP’s help desk overseas. (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.

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You sure that prospect’s a great fit for your MSP?

Turning a lead into a prospect is exciting, but how do you know if they’re truly a great fit for your MSP? Here are five ways to measure their potential:

Value Appreciation: top prospects understand the value of your services. They see you as an investment in their business, not just a fixer of problems. They know you’re essential for their growth.

Willingness to Follow Advice: good clients follow your strategic advice. If they see your value, they’ll be more inclined to trust and implement your recommendations.

Willingness to Pay: quality clients are happy to pay a fair price for your services. They understand that good service costs money and they don’t haggle. This reflects their understanding of the value you provide.

Dependence on Technology: ideal clients rely heavily on technology. They recognise it as a growth lever and are willing to invest in IT to enhance their business.

Timely Payments: reliable clients pay their bills on time. This shows respect for your services and a commitment to maintaining a strong relationship.

Assess prospects using these criteria to ensure a strong, productive partnership.

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A new lead has tons of value until one of these 3 things happens

Lead generation can be challenging for MSPs, but treating leads as disposable is a mistake. Understanding the journey from suspects to leads, then prospects, opportunities, and finally, clients, helps tailor your approach.

Follow-up. Follow-up. Follow up. A robust sales system ensures you reconnect, especially when prospects aren’t ready immediately. Long-term engagement ensures leads don’t expire quickly. Persistence pays off, sometimes after many years. Follow up until the