{"id":5277,"date":"2019-11-07T17:13:07","date_gmt":"2019-11-07T17:13:07","guid":{"rendered":"https:\/\/www.n-able.com\/?p=5277"},"modified":"2021-04-13T19:00:25","modified_gmt":"2021-04-13T18:00:25","slug":"how-market-your-msp-business-5-simple-steps","status":"publish","type":"post","link":"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps","title":{"rendered":"How to Market Your MSP Business in 5 Simple Steps"},"content":{"rendered":"<p>If you want your business to succeed at the level that you want and ultimately deserve, marketing can help you get there. For some managed services providers, marketing can seem like a very foreign world. So, I\u2019ve broken things down into five simple steps to help get you started when you\u2019re looking to market your business. It\u2019s going to involve you asking yourself a lot of questions but will ultimately provide you with a much clearer picture of how to get where you want to be.<\/p>\n<h2><b>Step 1: Competitive research<\/b><\/h2>\n<p>While you need to be differentiated from your competitors based on what you&#8217;re selling, you don\u2019t need to be reinventing the wheel. Being the first to do something means spending your time both educating the market and selling to the market\u2014which is a really difficult thing to do. So when you\u2019re thinking about the services you\u2019re selling, look at how your competitors are presenting those same services and ask yourself: \u201cWhat do I do differently?\u201d<\/p>\n<p>It may be a type of partner approach you take, the number of years of experience you&#8217;ve had in a specific area, or something that you do differently. You need to think, \u201cWhat&#8217;s my secret sauce?\u201d and then think about how you communicate that value to your potential customers.<\/p>\n<h2><b>Step 2: Create your message<\/b><\/h2>\n<p>So now that you\u2019ve thought about what makes you different, how do you turn that into a value proposition? Start by asking yourself these specific questions:<\/p>\n<ul>\n<li><b>What specific problems do you help your customers or prospects solve?<\/b><br \/>\nSet out what you plan to do and make sure you&#8217;re able to communicate it without too much focus on features and functions. Instead, focus on the business benefits you will bring to the organization.<\/li>\n<li><b>How exactly do you solve their problems?<\/b><br \/>\nThis is where you can be a little bit more technically driven. You might offer backup, remote monitoring, or management of their security. That&#8217;s great, but when you&#8217;re writing down each of those things, add on the benefit this brings to the customer. For example, by providing backup you\u2019re allowing them to stay focused on their business and to potentially avoid an extinction event for themselves or their customer(s). You\u2019re allowing them to grow and thrive because you\u2019re taking care of the IT in the background.<\/li>\n<li><b>What stories do you have to share with them that they might be interested in?<\/b><br \/>\nLook at how you\u2019ve helped your customers in the past\u2014in real business terms\u2014and write this down. People respond to this kind of real-life storytelling. It&#8217;s relatable.<\/li>\n<li><b>What do you do that sets you apart?<\/b><br \/>\nThis could be something about your vertical focus, it could be something about your years of experience, or it could be because you don&#8217;t care what verticals someone&#8217;s in as you can quickly and easily adapt your skills. Think about these things and how you want to communicate them.<\/li>\n<\/ul>\n<h2><b>Step 3: Identify your audience<\/b><\/h2>\n<p>Now you need to identify your audience. Hopefully you&#8217;ve already done some of this work because it should map to who you&#8217;re selling to. You should, for example, already know whether you\u2019re targeting SMBs or enterprises, whether you\u2019re targeting decision-makers or technicians, and what industries or verticals you\u2019re selling to. Don&#8217;t be tempted to go outside of a market that you&#8217;re selling to just because you can reach it. Don\u2019t think, \u201cI\u2019ll go to this event because they have 20,000 people there,\u201d or \u201cI\u2019ll advertise on this site because they get so many clicks on their ads.\u201d You need to know who these people are and whether they are really the people you want to be selling to\u2014otherwise you\u2019re going to be wasting your precious budget.<\/p>\n<h2><b>Step 4: Identify your channels<\/b><\/h2>\n<p>There are so many ways you can use today to contact your audience: social media, online advertising, print advertising, trade shows, and email marketing to name a few. It can be overwhelming and leave you with a bunch of questions: Am I supposed to go online? Am I supposed to put an ad out? Am I supposed to do email? Am I supposed to do Facebook or Twitter? Should I keep it old school and stay with print advertising? I recommend you pick two things to focus on first and build a budget around them. Focusing on doing a few things well will ensure you get a better return on investment.<\/p>\n<p>If you can\u2019t decide between digital or traditional, here are some things to consider.<\/p>\n<h3><b>A digital approach is:\u00a0<\/b><\/h3>\n<ul>\n<li>Great for local and nonlocal prospects and clients because it has a greater reach<\/li>\n<li>Much easier to measure in terms of success because there are all kinds of tools available to help<\/li>\n<li>Less expensive than the traditional way of doing things<\/li>\n<\/ul>\n<h3><b>A traditional approach is:<\/b><\/h3>\n<ul>\n<li>Great for local clients or prospects<\/li>\n<li>Harder to quantify in terms of success, so make sure you have a digital tie-back, such as a call to action that drives them to a specific page on your website so you can see how many people are visiting that page<\/li>\n<\/ul>\n<h2><b>Step 5: Plan, execute, and measure<\/b><\/h2>\n<p>The easiest way to explain this is to walk through an example.<\/p>\n<p>First, you need to set your goals. Goals for marketing are varied, but you might say, \u201cI don&#8217;t think people really know about my business so I need to build some awareness for my business first.\u201d This is a great goal. If people don&#8217;t know who you are, they aren\u2019t going to buy from you.<\/p>\n<ul>\n<li><em>Now, how are you going to do that?<\/em><br \/>\nGetting in front of some local organizations to raise your business visibility would be a good start.<\/li>\n<li><em>What tactics are you going to use to do that?<\/em><br \/>\nYou might plan to go to one networking event each quarter and join the local business group.<\/li>\n<li><em>How do you find the right networking groups?<\/em><br \/>\nIf you\u2019ve identified your target audience you\u2019ll quickly be able to see which events work and which don\u2019t from the companies involved.<\/li>\n<li><em>What are your key messages?<\/em><br \/>\nAn example might be: \u201cThe best choice in IT management for local businesses.\u201d This will help you cut to the chase when you\u2019re selling.<\/li>\n<li><em>What are your channels?<\/em><br \/>\nI&#8217;m going to do some direct and personal selling and I&#8217;m going to go with Twitter for my social platform.<\/li>\n<li><em>How are you going to measure your success?<\/em><br \/>\nSetting KPIs upfront will ensure you\u2019re straight out of the gate. \u201cI am going to get 50 net new leads from the same area as the business is located.\u201d Make sure your targets are realistic!<\/li>\n<\/ul>\n<p>You can adapt these steps to suit your particular goals.<\/p>\n<p>For many MSP owners, marketing can seem like a challenging thing to get their heads around, but following these five steps will help give you the confidence to start on your marketing journey and ultimately lead your business to bigger and better things.<\/p>\n<p><em>Kim Cecchini is senior director of corporate communications at SolarWinds MSP<\/em><\/p>\n<p><b>This article is taken from Kim\u2019s webcast \u201c5 Steps to Marketing Your MSP.\u201d You can listen to her full presentation by\u00a0<a href=\"https:\/\/www.solarwindsmsp.com\/msp-institute\/series\/marketing-series\/video\/how-take-your-msp-zero-social-one-week-or-less5-steps-marketing-your-msp\" target=\"_blank\" rel=\"noopener\">clicking here<\/a>.<\/b><\/p>\n","protected":false},"excerpt":{"rendered":"<p>As the lines between EDR and managed antivirus become increasingly blurry, this blog explains the key differences between the products for MSPs.<\/p>\n","protected":false},"author":37,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-5277","post","type-post","status-publish","format-standard","hentry","topic-msp-business"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>EDR vs Managed Antivirus\u2014What You Need to Know - N-able<\/title>\n<meta name=\"description\" content=\"For many MSP owners, marketing can be an alien concept. However, getting to grips with it is essential if you\u2019re going to grow your business. Kim Cecchini guides you through the basics.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps\" \/>\n<meta property=\"og:locale\" content=\"es_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"EDR vs Managed Antivirus\u2014What You Need to Know - N-able\" \/>\n<meta property=\"og:description\" content=\"For many MSP owners, marketing can be an alien concept. However, getting to grips with it is essential if you\u2019re going to grow your business. Kim Cecchini guides you through the basics.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps\" \/>\n<meta property=\"og:site_name\" content=\"N-able\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/NableMSP\" \/>\n<meta property=\"article:published_time\" content=\"2019-11-07T17:13:07+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-04-13T18:00:25+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.n-able.com\/wp-content\/uploads\/2021\/03\/share-image.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Kim Cecchini\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@Nable\" \/>\n<meta name=\"twitter:site\" content=\"@Nable\" \/>\n<meta name=\"twitter:label1\" content=\"Escrito por\" \/>\n\t<meta name=\"twitter:data1\" content=\"Kim Cecchini\" \/>\n\t<meta name=\"twitter:label2\" content=\"Tiempo de lectura\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutos\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps\"},\"author\":{\"name\":\"Kim Cecchini\",\"@id\":\"https:\/\/www.n-able.com\/es#\/schema\/person\/4534db00ab605637bb3ce3850f26170a\"},\"headline\":\"How to Market Your MSP Business in 5 Simple Steps\",\"datePublished\":\"2019-11-07T17:13:07+00:00\",\"dateModified\":\"2021-04-13T18:00:25+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps\"},\"wordCount\":1227,\"publisher\":{\"@id\":\"https:\/\/www.n-able.com\/es#organization\"},\"articleSection\":[\"Marketing\"],\"inLanguage\":\"es\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps\",\"url\":\"https:\/\/www.n-able.com\/es\/blog\/how-market-your-msp-business-5-simple-steps\",\"name\":\"EDR vs Managed Antivirus\u2014What You Need to Know - N-able\",\"isPartOf\":{\"@id\":\"https:\/\/www.n-able.com\/es#website\"},\"datePublished\":\"2019-11-07T17:13:07+00:00\",\"dateModified\":\"2021-04-13T18:00:25+00:00\",\"description\":\"For many MSP owners, marketing can be an alien concept. 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