ChannelPro Event 11-2-2017 MHS Event 11-2... · 2017-11-07 · Mark%Smith How%to%Get%MSP%Clients...
Transcript of ChannelPro Event 11-2-2017 MHS Event 11-2... · 2017-11-07 · Mark%Smith How%to%Get%MSP%Clients...
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Mark Smith
How to Get MSP ClientsEven If Nobody’s Ever Heard of You
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“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
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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
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• 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
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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
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Step 1: Clone a Strategy Funnel
Traffic Lead Magnet
Strategy Offer Scheduler
That Works in Any B2B Niche to Generate Qualified, Inbound Scheduled Leads
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• Easy to build funnels• A/B Split testing• Integrates with
everything• High converting
templates!• Great support
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Step 2: Create a Lead Magnet
Traffic Lead Magnet
Strategy Offer Scheduler
Map Out The Steps To Get Results for a Prospect
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How Can You Help a Medicare Provider?
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MIPSPenalty
MIPSBonus
Qualify for MIPS Bonus?
Steps to Earn MIPS Bonus
Implement MIPS
Strategy
CustomHIPAA
ComplianceStrategy
CustomMIPS
Strategy
Implement HIPAA Strategy
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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
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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
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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
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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
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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
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Now that the funnel is ready…
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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
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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
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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
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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
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• 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
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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
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The Current MIPS Funnel
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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
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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