channelpro event 11-2-2017 mhs event 11-2... · 2017-11-07 · mark%smith how%to%get%msp%clients...
TRANSCRIPT
Mark Smith
How to Get MSP ClientsEven If Nobody’s Ever Heard of You
“The Dude's Guide to Landing Awesome Customers In Your Sleep”
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Mark Smith• Got my start in IT as an RPG programmer• Former IT Director• Founder of Windows NT Magazine (1.5M
readers worldwide) sold for $100M.• Co-‐owner of ChannelPro Network,
dedicated to helping IT service businesses grow
• Lifelong learner • Passionate about using automation to
facilitate a conversationMark SmithEVP, EH MediaPublishers of ChannelPro
The IT Service Provider’s Reality(Source: ChannelPro Reader Survey)
• Do you want more MSP Revenue? – 98% said yes
• #1 Obstacle from Getting More Revenue?– 80% Sales & Marketing– 20% Staffing & Operations
• #1 Obstacle in Sales & Marketing?– Struggle to generate leads– Creating a profitable MSP offer – Selling the value or the urgency of the offer– Finding a profitable niche market
• #1 Niche -‐ Healthcare
• My neighbor, Mike Holtz, owns an MSP called Access1
• Has healthcare clients in 34 states, doing MIPS
• He then explained MIPS…• Growing slowly…cold calling• Made him a deal he couldn’t refuse.
Mike Holtz
Mike Holtz
Why Would I Make (Funnel) Deal with Mike?• We know how to generate B2B leads• We know how to generate qualified traffic from Facebook with positive ROI• We’ve built hundreds of funnels• …and I wanted Mike to teach MIPS to my MSP Client Acquisition members
Step 1: Clone a Strategy Funnel
Traffic Lead Magnet
Strategy Offer Scheduler
That Works in Any B2B Niche to Generate Qualified, Inbound Scheduled Leads
• Easy to build funnels• A/B Split testing• Integrates with
everything• High converting
templates!• Great support
Step 2: Create a Lead Magnet
Traffic Lead Magnet
Strategy Offer Scheduler
Map Out The Steps To Get Results for a Prospect
How Can You Help a Medicare Provider?
10
MIPSPenalty
MIPSBonus
Qualify for MIPS Bonus?
Steps to Earn MIPS Bonus
Implement MIPS
Strategy
CustomHIPAA
ComplianceStrategy
CustomMIPS
Strategy
Implement HIPAA Strategy
Creating a Lead MagnetEven if your (slightly) lazy
• Create a PowerPoint with the steps and a few bullet points each• Record yourself reading it• Send it to Rev.com for transcription ($1/minute)• Edit it (or pay someone to edit it on Fiverr)• Hire a designer on Fiverr to make it look nice
Step 3: Create a Strategy Offer Video
Traffic Lead Magnet
Strategy Offer Scheduler
That Works in Any B2B Niche to Generate Qualified, Inbound Scheduled Leads
Script Framework• Acknowledge that they signed up for lead magnet• Walk them through the first few steps of your lead magnet
• Make sure you emphasize any urgency & scarcity• Offer a free strategy to walk through the rest of the steps on the phone
Easy Read & Speak VideoFor People Who are Camera Shy• I write the script• I record the myself saying the script• I sync the script with the audio recording using EasyVSL• Import to Vimeo Pro
Step 3: Place Your Content into Your Funnel
Traffic Lead Magnet
Strategy Offer Scheduler
That Works in Any B2B Niche to Generate Qualified, Inbound Scheduled Leads
Lead Magnet Strategy Video Acuity Scheduler
Now that the funnel is ready…
Step 4: Create Your Facebook Ad Campaign
Traffic Lead Magnet
Strategy Offer Scheduler
That Works in Any B2B Niche to Generate Qualified, Inbound Scheduled Leads
How we got Medicare Providers
•Mike had a list of 1M (publicly available) Medicare providers w/phone number / address (no email)• Imported them into Facebook and found 345,000 matches to create a custom audience•Plus, we can find target people by titles (i.e. Practice Manager, Physician) if we need to
1. Positive: Get the MIPS Bonus. Didn’t work. Nobody knew what MIPS was
2. Positive: Get the Medicare Bonus and Avoid the Penalty. Worked, but weak response
3. Negative. Warning 5% Penalty. Best so far. They’re motivated by avoiding pain.
Facebook AdsTesting Messaging
MIPS Funnel MetricsLeads Per Week
Facebook$356
Email Opt-‐in (Lead Magnet)
$7.42
Scheduled Leads5 @ $71/ea.
Sale2 x $2,400 =
$4,800
$4,800 / $35613x Return on Ad Spend
• Leads are qualified and knowledgeable
• No more cold calling. • Going to convert his cold-‐caller into a
MIPS consultant to close more business
• Going to scale his Facebook advertising
Mike Holtz – After Funnel
Introducing the MSP Client Acquisition SystemA 6-‐Week Online Workshop
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MSP Client Acquisition CourseWhat’s Included…
• You get the actual funnel (ClickFunnels), the scripts, the automation sequences, integrations…everything included
• You get a Facebook for MSP ad course• The strategy type funnel can be built out for any market
niche. It’s a proven funnel used for high-‐ticket offers.• The videos show you step-‐by-‐step how to build a funnel for
your business and get targeted traffic• And group coaching from me to help you out
The Current MIPS Funnel
And…We also coach you how you close deals• Mike Holtz group coaches on MIPS deals• And Steve Rutkovitz, coaches on security (i.e. Risk Analysis) deals
Recurring Profits MasteryMSP Client Acquisition Course• MSP Client Acquisition System ($1,997 Value)• Design Your Niche Market Offer ($497 Value)• Facebook For MSP's ($997 Value)• Live Group Coaching by Mark Smith ($1,500 value)• BONUS: MIPS Method Masterclass ($1,997 Value) – Limited to 30 MSP’s• Total Value: $6,988•Special: $997
RecurringProfitsMastery.com/get-‐more-‐clients
Questions? Email:Mark Smith