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?

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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

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

msmith@ehpub.com