Managed services providers looking to grow with a new MSP marketing program should be cautious.
There are plenty of Sirens that sound beautiful when they talk about providing IT sales leads but are perched on dangerous rocks.
Find out what you should be wary of so that you don’t get hypnotized and end up crashing your growth strategies aground!
The Best of Intentions
Lot’s of reputable business people on the MSP marketing arena have fallen into a trap believing that the grass was greener on the other side in the telemarketing enterprise for managed services providers. While they may have had a great business coaching IT providers or providing syndicated content for websites this was not enough for them so their eyes got bigger than their stomach. Many decided to leap into the appointment setting side of marketing before they looked and found it to be a boiling pot. Just as soon as these newbies jumped into the game they jumped right back out again.
Of course, this has been going on for some time as the startup cost for setting up a small telemarketing company is very low. However, once these startups get a taste of dealing with IT pros they will soon lose their desire to stay in the game. Robin Robins has had a rotating recommendation for appointment setting providers that ‘specializes’ with MSPs. MSPU first started becoming the middle man for appointment setting and then decided to do it themselves to their own detriment. As I mentioned before one MSP internet marketing firm that had poached on our market and then admitted they had no idea how we were able keep our business going.
That Offer Sounds Too Good to Be True
One thing most of these newbies to the telemarketing game knew was that the majority of computer support providers go crazy for a low price offer. This has really worked for the social marketing services and syndicated blog providers because their low price makes their offer have ‘perceived value’ while the reality is that syndicated blogs day in the sun is starting to diminish rapidly. Whey they applied this marketing concept to the telemarketing services it worked like a charm as droves of MSPs signed up. However, the reality is that there is no such magic trick as writing one article and giving it to thousands of the different companies in the appointment setting business. In all in labor intensive and the cool idea of taking the labor offshore just doesn’t work for IT appointment setting.
Most of the companies that fell for these amazingly cheap offers from companies that had a great reputation in the managed services industry crashed their MSP marketing campaigns against the rocks they ran their marketing aground because they became mesmerized by the beautiful siren like sales pitches spiced up with low prices. They lost control of their ships with the crew in a daze and found themselves in the graveyard of failed marketing campaigns crashed against the rocks.
If you’re trying to decide which course to take with MSP marketing for 2016 then don’t fall for the amazing low price from a shrewd guru that makes their cheap offer shine with ‘perceived value’. Which is just another way of saying NO value because all the shortcut techniques just don’t work. It takes a crew of highly experienced, well trained and well paid professionals to make your sales campaigns actually get results. Don’t become spellbound by the siren’s beautiful sounding offers of reputation, low prices and perceived value! When you see something that looks to good to be true then just run for the hills instead of crashing on the rocks.