For many MSPs, few things can be more challenging than figuring out how to get MSP clients. There seem to be more MSPs than ever nowadays, which can make it hard for your business to stand out from the competition. After all, having the technical know-how to manage an MSP is one thing. But knowing how to get your first client is a completely different challenge.
Fortunately, by following some important best practices, you can get MSP clients and start building a solid foundation for your business as a whole. Whether you’re just starting your business or looking to expand, these tips will help you build your MSP client base.
6 ways to get MSP clients
Find your niche
One of the best things you can do to help your MSP stand out is to target a specific niche. Casting a wide net with an MSP that tries to service “everybody” may seem like a good idea at first, but this can ultimately cause you to get lost in a sea of competitors.
Instead, focus on a narrower target market to help differentiate your MSP. Consider which verticals will be the best fit for your business. For example, if you have specialized experience working with healthcare clients, you can focus on healthcare as your primary vertical and use your experience in that industry as a selling point.
You could also consider which types of businesses are most prevalent in your region. Based on the local market, you could target your services to other popular verticals such as education or finance. Expertise and specialization will ensure you can differentiate in ways other than pricing.
Develop your website
Your online presence will play a big role in helping you get MSP clients. A professional-looking website that provides ample information and runs smoothly makes a strong first impression on prospects looking for technology help. Conversely, a website that looks outdated or doesn’t function optimally or properly will make prospective clients think twice about working with you.
Your website should provide details about the type of MSP services you offer, with a focus on your unique differentiators (such as your niche or the scope of your services). Following SEO best practices can also help you rank higher in search engine results, thus increasing the visibility of your business.
Most importantly, your website should give prospects multiple ways to get in touch with you. Consider using a chatbot on your home page, clearly direct users to where and how they can submit support tickets or inquiries, and of course – include relevant contact information and display it prominently on your website to encourage prospects to reach out.
Use your network
Networking is a powerful tool for landing MSP clients and meeting prospective business partners. MSP owners often make use of LinkedIn and other online tools to grow their network. LinkedIn can be used for more than just “cold calling”-style outreach. LinkedIn Groups provide a place for professionals with similar interests or work experience to connect, share insights, and ask for help.
In-person networking can also be a powerful resource for MSPs. Being an active member of your local chamber of commerce and other networking groups will allow you to participate in regularly scheduled events where you can meet other business owners.
These networking activities won’t always directly lead to referrals, clients, or partners. But, being an active participant in both digital and offline networks will help you establish your presence and gain access to additional resources that help you get MSP clients.
Form partnerships
One of the main reasons why networking is so important is because it can help you form partnerships that make it easier to grow your business. For example, you could enter a partnership with a larger, more established MSP that has prospects who are “too small” for their business to service. In exchange for a commission, you can partner with these larger MSPs to become their go-to referral option for the smaller clients that don’t fit their ideal customer profile.
You could also partner with other MSPs to pair your services together. For example, if your MSP focuses on network monitoring and security and another focuses on cloud infrastructure, partnering together to pair your services could allow both of you to grow with the help of each other’s clients.
Remember, successful partnerships must be mutually beneficial and provide value to both parties if you want them to stand the test of time.
Market your services
Regardless of industry, marketing is one of the most important steps in how to get MSP clients. Strong marketing can help build awareness and attract new customers, but you must adapt your strategy based on your budget and target market.
Before launching a marketing campaign, make sure to first clearly define the goals and messaging you’ll use to promote your products and services. For instance, is your goal to generate leads, brand awareness, or drive website traffic?
Establishing the purpose of the campaign at the outset will help you select the right channels to promote your business, as well as what you focus on in your marketing to prospective customers. Additionally, it allows you to gauge whether or not your campaign and larger marketing efforts were actually successful.
MSPs can especially benefit from strong content marketing (such as blogs and podcasts) to demonstrate their expertise and offer value to prospects. Make sure content integrates good SEO practices to enhance its visibility and drive web traffic.
Ask for referrals
Referrals are one of the most powerful forms of word-of-mouth marketing, and can be far more persuasive than paid advertising efforts. Don’t be afraid to ask for referrals from people who know, trust, and respect your work.
If you’re just starting your MSP business and don’t yet have any clients, you could request referrals from people who know your IT work and capabilities. As you gain MSP clients, you should regularly ask for referrals so you can continue to grow your business.
Asking for a referral is free and can be casual. Most importantly, when you come recommended by someone a prospect knows and trusts, they will likely be more inclined to use your services.
Invest in MSP software that scales
Even if you have a relatively small team, this doesn’t have to limit your ability to serve more MSP clients. Syncro offers integrated MSP software to streamline your business, providing a single dashboard for managing all your core tools. Automation features, competitive pricing, and over 50 integrations with third-party tools help you serve each of your customers effectively.
As a tool that scales alongside your business, you can have confidence in your ability to provide great results even as you grow your client base. Learn more about how you can maximize your growth potential with Syncro.