The podcast powered by the MSP Marketing Edge

Welcome to Episode 305 of the MSP Marketing Podcast with me, Paul Green. This week…

• Is on-site support a competitive advantage?: Does your MSP still provide onsite support or are you thinking that maybe you should? Your decision could affect how successful your MSP is.
• How to find your MSP’s next 5 clients: Let me introduce you to the concept of the Dream 100 and how it could completely change your idea of marketing forever.
• Is this the only way MSPs should increase profits?: When profits are down should you reduce costs or focus your time on increasing sales? My special guest is an expert at operations and she’s got a unique spin on this exact problem that you are going to want to hear.
• Paul’s Personal Peer Group: Do you have a live chat or instant messaging option on your MSP’s website? There’s so many options it’s hard to know the right one to choose. But I have the answer for you.

Is on-site support a competitive advantage?

Some MSPs do do it, some MSPs make a point of saying, no way. We’re talking about providing onsite support. Obviously back in the day it went without saying, you just did it. But in our modern, remote first world, the need for in-person onsite support has completely changed. So are you still providing it or are you thinking that maybe you should or that you never ever will again, Your decision could affect how successful your MSP is. So let’s explore your options right now.

Let’s be honest, a few years ago having engineers who could turn up at a client’s office and fix something kind of felt like a major selling point, but here we are in 2025 and most businesses now are hybrid or remote, that happened very quickly.

Almost everything can be fixed remotely, so is onsite support still something worth shouting about in your marketing or is it yesterday’s news?

Let’s look at both sides of this.

The case for onsite support being a competitive advantage, first of all. It starts with the fact that some clients love knowing that someone will actually physically come out if needed. You think about clients with manufacturing equipment, specialist hardware, or those who just feel reassured by a human coming into the office. For them, we’ll be there in person if you need us, that’s a big comfort factor. And as we know, comfort sells. And not every MSP is offering this anymore, of course, so if most of your competitors have gone fully remote you’ll be standing out as we’re local, we’re personal, we’ll come onsite. That could be a differentiator in your marketing. It’s a trust builder. It says, we are not just faceless techs in the cloud, we are real people here for you.

Now let’s look on the other side, the case against onsite support being a competitive advantage. Because on the flip side, as we know, most day-to-day issues don’t need it. Clients are used to remote support now, in fact they expect you to fix things fast online, over the internet. And for many, the idea of waiting for someone to drive over and come into an office kind of feels old fashioned, it’s not special anymore. And then of course there’s the cost. Offering onsite support means travel time, scheduling headaches, and of course engineers are less productive if they’re onsite. They’re not doing three things at once like they are if they’re in the office or working from home. So if your competitors are leaner because they don’t offer it, that could make your prices look higher for something the client doesn’t even value.

The podcast powered by the MSP Marketing Edge

Welcome to Episode 304 of the MSP Marketing Podcast with me, Paul Green. This week…

• 3 big pricing mistakes that kill MSPs’ sales: MSPs inadvertently make these blunders with the way they price up their offering and it often kills sales. Here’s what to do about it.
• This video MUST be on every MSP website: Videos on your website are really important. And a testimonial is the single most important type of video that could help a prospect decide to sign a contract with you.
• The truth about SMS marketing for MSPs: Every single business owner has a mobile phone and yet not many MSPs are using that to their advantage. My guest is an SMS marketing expert and is going to tell us whether SMS text messaging is a viable marketing tool for MSPs.
• Paul’s Personal Peer Group: Do you have trust badges on your website? Find out how to use them to get the most credibility for your MSP.

3 big pricing mistakes that kill MSPs’ sales

Getting new clients for your MSP is hard enough, so you should do everything you can to avoid making mistakes, right? Often I see MSPs inadvertently making blunders with the way they price up their offering. It’s a complicated subject with many traps you can get caught in. So let’s look at three common price mistakes that MSPs make that are killing sales.

Let’s talk about something that makes a lot of MSPs uncomfortable… pricing. It’s not the most exciting topic, but wow, it can make or break your sales. I’ve seen so many great MSPs – really solid, technical, brilliant businesses run by brilliant people – struggling to grow simply because they’re just making the wrong moves with their pricing. So let’s fix that.

These are the three big pricing mistakes that can kill your sales, and of course, how to avoid them.

Mistake number one: charging too little because you’re scared of losing the deal, and this is so common. Have you done it? You’re sat in a sales meeting, the prospect starts questioning your price and suddenly you’re talking yourself down. You say that you think you can find a way to shave some money off the price by reducing the package, or maybe you can find them a discount. But by doing this, you’re kind of leaving money on the table just because you want the client to say yes. Here’s the thing though, when you undercharge, you actually scare off the best clients. They kind of think, why is this MSP so cheap? What corners are they cutting? Plus, you’re setting yourself up to resent the work later on when the numbers just don’t add up. So here’s what you should do instead… price confidently, know your value. If you’re delivering 24/7 monitoring, a great help desk and really strong security, don’t price it like you’re just fixing printers on an ad hoc basis. That’s crazy.

Mistake number two: making pricing complicated. I’ve seen some MSP proposals that are like three entire pages of line items. So here’s your base support, this bit’s extra, this is going to cost you this, we forgot to include this. It’s just so confusing. And the problem is that confused people don’t buy. So what you do instead is you bundle things, you create clear packages. You could call that bronze, silver, gold. You could call it something else, it doesn’t really matter what you name it. But the point is that when it’s all put together and prospects can look at it and go, Oh, right, yeah, I see. So we’ve got this or we’ve got this, which is a bit more, or we’ve got this, which is even more, do you know...

The podcast powered by the MSP Marketing Edge

Welcome to Episode 303 of the MSP Marketing Podcast with me, Paul Green. This week…

• How to market your MSP to accountants: Accountants are a perfect fit for MSPs. Learn how to speak their language to win over their hearts and minds to give your MSP the competitive edge.
• 4 huge marketing problems that damage your MSP: These marketing problems do massive amounts of damage to MSPs, and yet they’re so easy to overcome when you understand them. Are these damaging your business? Here’s what to do.
• MSP insider’s lessons from 18 years of marketing: If you want to grow your MSP by attracting new clients, the chances are you’re making some fundamental marketing mistakes. My guest today shares his 18 years experience working at an MSP and reveals what really moved the needle.
• Paul’s Personal Peer Group: Do you sometimes find that your team makes the same mistakes over and over again? Well, this is actually your problem, not theirs, and here’s the process to eliminate the problem.

How to market your MSP to accountants

Dream client alert. For many MSPs that target verticals or niches, they find accountants (CPAs) to be a very attractive sector. Are you targeting accountants? If not, you really need to hear this, and if you already are, then this is going to make things so much easier. Let’s deep dive into why accountants switch MSPs, what they’d want from you and how to grab their attention.

Accountants are a perfect fit for MSPs. They have a business that’s dependent upon technology. They’ve got compliance and regulations, and they’re often very stable businesses with lots of recurring revenue. So imagine this, you are sitting across the table from a busy accountant and they’ve literally got piles of tax returns and spreadsheets and calls with their clients all lined up. What’s the one thing that you know that they don’t want? More hassle. And understanding that is the first step in marketing your MSP to accountants.

Get inside their head and their heart and really understand what drives them and what would drive them to pick your MSP instead of someone else.

Accountants live in a world of rules, a world of deadlines, a world of compliance, and a world of absolute attention to detail. They value accuracy, speed, and security above almost anything else. So if you want them to even consider working with your MSP, your messaging has got to show that you understand their world. Talk about what matters to them, not technology. Instead show them how you help them keep their client data safe, how you help them to meet deadlines without system crashes, and how you help them eliminate the panic of last minute tech issues during tax season.

I mean you can literally paint them a picture, you can say, imagine your team working flat out in January (or whenever your local tax season is) and instead of the WIFI dropping in and out or your software slowing down or freezing, everything just works because in the background we’re monitoring everything, we’re fixing problems before you’re even aware of them, so you can focus on your clients and tax returns and getting things done while we are focusing on your technology.

Now that’s the kind of language that really gets into someone’s heart as well as their head. And then you start to think about how to influence them and get them to influence each other because accountants really do talk to each other. In fact, most people in any sector talk to other people in that sector. They ask for recommendations,...