The podcast powered by the MSP Marketing Edge

Welcome to this SPECIAL EDITION marking 250 episodes of the MSP Marketing Podcast with me, Paul Green.

This week I have a very special guest – Brad Martineau. Brad helps people transform from being a business owner to truly being an entrepreneur. And as you can imagine, it’s about the way that you think and the action that you take. I think you are going to find him a huge inspiration.

Here are three big ideas from him:

• Make it easy: Business is easy but we make it hard for ourselves. Brad uses the acronym, ELF – Easy, Lucrative, Fun.
• Remember the business is there to feed your life (not the other way round): Don’t let the business dictate how you live your life.
• We have 3 currencies in life: Time, energy and money. Be careful where you invest these. A great business returns these currencies to you.

Meet Brad Martineau. Brad helps entrepreneurs build Smooth Scaling businesses through coaching and software tools.

Brad has been married for 23 years, has 5 kids, 1 son-in-law and a granddaughter on the way. He loves fitted hats and playing and coaching basketball.

Hi, I’m Brad Martineau and I help entrepreneurs build businesses that they actually want rather than the ones that they just wake up one day and accidentally have.

And what a great positioning statement that is. Brad, thank you so much for joining us, not just on the podcast, but on this very special episode as well. 250 episodes has taken quite a long time to get here, nearly five years, and I’m going to admit I’m a little bit of a fanboy of yours. You’ve been in my marketing journey and my entrepreneurial journey for getting on for about 18 years or so, and we’re going to talk a little bit about that in this podcast. When the opportunity came up to have you on, I had to jump on it and get you on and with this amazing episode coming up, this seemed the right thing to do. So what we’re going to do over the next 20 minutes or so is we’re going to explore what you’ve done in your entrepreneurial journey. You were involved really heavily with a popular CRM, which is still around today, which is actually the one that I use.

We’re going to talk about that. We’re going to talk about different business things you’ve done, but where we’re getting to and the bulk of the interview is exactly as you just said, is about helping people have the business and the life that they really want because far too many MSPs, as we know, are completely driven by the business rather than the other way around. And obviously I know that as well that the MSP market very well. You’ve worked with quite a lot of the big players in this market and I’m sure you’re going to deliver a ton of value and drop some value bombs within this. Could I sound any more American as I’m doing this podcast? I don’t think I could. So Brad, tell us about your early career and what you got into it and the thing that got you onto this amazing entrepreneurial journey in the first place.

Oh, that’s a really interesting question. So I was what I would call either an unwilling or an unknowing entrepreneur. So my working career started, I went and got a job, got married, got a job, and I was working as an admissions counsellor for an online university. And I didn’t recognise that I had entrepreneurial blood in me. And anyway, I was there. Everyone should have a job they hate, right? That’s like one of the best things you can do because you realise what you

The podcast powered by the MSP Marketing Edge

Welcome to Episode 249 of the MSP Marketing Podcast with me, Paul Green. This week…

How to grade the quality of your MSP’s leads: I encourage you to prioritise leads to focus on prospects truly worth your time. (jump to)

If I suggested you spent 80% of your time marketing your MSP, would you think I was nuts? I believe that to grow your MSP and secure its future, you need to shift your focus from operations to marketing, making it your top priority to attract and convert new clients. (jump to)

Pay per click CAN work for MSPs if it’s part of an overall marketing strategy: My guest this week, Corey Zieman – owner of Guaranteed PPC, explains how effective pay per click advertising can turn your MSP into a powerful client magnet in an evolving digital landscape. (jump to)

The perfect heading for your MSPs website: Lastly, I answer a question from Greg in Melbourne, Australia. He wants advice on what headline to use on his website for maximum impact. (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

How to grade the quality of your MSP’s leads

When it comes to generating leads for your MSP, not all leads are created equal. It’s easy to get excited about a new prospect, but before you dive in, take a moment to assess whether they’re truly a good fit for your business. Here are three crucial criteria to grade every lead.

1. Opportunity and Urgency: A prospect’s urgency can be a game-changer. Are they locked into a contract with another MSP, or are they desperate for a solution right now? The more urgent their needs, the higher quality the lead. Always ask about their current IT situation and pressing issues – they’ll tell you if they’re ready to move.

2. Fit: Evaluate whether they’re your ideal client. This isn’t just about budget, it’s about working with businesses that align with your strengths and preferences. If you’ve learned anything from experience, it’s that compromising on this leads to regret.

3. Engagement: A prospect who actively engages with you is far more likely to become a valuable client. If you’re doing all the chasing, it’s a red flag. A genuine partnership starts with mutual interest – don’t hesitate to walk away if that’s missing.

Prioritise these factors, and you’ll focus your energy on leads that are truly worth your time.

If I suggested you spent 80% of your time marketing your MSP, would you think I was nuts?

Many MSP owners share a common origin story: leaving an unsatisfying job to start their own business, driven by a desire for control over their work, time, and income.

In the early days, you likely faced the struggle of balancing quality with growth, hiring staff, and dealing with the inevitable drop in standards and the relentless demands on your time. As your business matured, the leads that once flowed naturally began to dry up, leaving you wondering where the next client will com

The podcast powered by the MSP Marketing Edge

Welcome to episode 248 of the MSP Marketing Podcast with me, Paul Green. This week…

• 3 smart ways to recruit techs: Recruiting top-notch technicians for your MSP can be achieved through building long-term relationships on LinkedIn, creating standout job adverts, and using bold mobile billboard advertising. (jump to)
• Worrying kills business owners: Overcome business-related worry by adopting an action-oriented mindset, eliminating negative influences, embracing recurring revenue, systemising marketing, and maintaining work-life balance. (jump to)
• The client retention opportunity around email deliverability: My guest, Ben Fielding, and I discuss the significant changes in email deliverability this year and the opportunities for MSPs to enhance client retention and service quality. (jump to)
• Plus Paul’s Personal Peer group: There’s a question from Brian from Montreal, who wants to know whether he should take on an apprentice for his MSP. The answer is a resounding yes – find out why… (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

3 smart ways to recruit techs

Recruiting top-notch technicians is a common challenge for MSPs, especially in the early stages. The quality of your technicians directly impacts the service you deliver, but finding and hiring them can be daunting. Here are three smart strategies to help you recruit the best talent:

1. Leverage LinkedIn for long-term recruitment. Spend 10-20 minutes weekly connecting with potential technicians from local companies. Instead of outright job offers, build relationships by sending simple connection requests like, “I run a local MSP and I’m always looking to connect with great technicians in the area.” Over time, nurture these connections through casual conversations, building a network of potential hires.

1. Stand out with creative job adverts. In a sea of similar postings, making your ad unique is crucial. An unconventional approach like reverse psychology can be effective. Craft a headline such as “You don’t want to work for us,” and list reasons someone might not want the job. This intriguing approach can attract candidates who appreciate your company’s culture and challenges.

1. Lastly, go bold with mobile billboard advertising. Hire a truck with a giant poster targeting technicians at a big local company. A message like, “If you’re not happy working at [Company], we are hiring technicians right now,” can catch the eye of a dissatisfied employee looking for a change.

These strategies, though unconventional, can help you build a pipeline of talented technicians, ensuring your MSP continues to grow and provide top-tier service.

Worrying kills business owners

Lying awake at night worrying about your business is a familiar scenario for many MSP owners. Whether it’s concerns about clients, cash flow, or staff, worry can be a silent killer. I know this first-hand. Back in 2005, when I