Managed service providers (MSPs) have relied on traditional sales techniques, such as cold calls, door-to-door outreach, and developing sales teams from ground up. But in the age of digitalization this method is now beginning to fall apart. This strategy is not only risky, but also outdated because of its high cost as well as the slow time to ramp up and short tenure of sales representatives. MSPs continue to invest large amounts of money for outbound marketing with minimal return, while other B2B sectors focus on marketing more than sales.
It’s as if you put the cart on the back of the horse and relying on only sales. Even the most successful salespeople are unable to succeed without a constant stream of leads. MSPs who want to be ahead of the game are turning to pay per click advertising as a way to generate leads from those already interested in the services they have to provide.
What is it that makes PPC for MSPs so efficient?
PPC for MSPs offers direct access to clients actively searching for services like managed IT support, cybersecurity, as well as helpdesk outsourcing. PPC captures the need in real time, unlike cold outreach which may interrupt people who aren’t ready.
If the campaign is put in place, MSPs can appear at the top of search results as well as in targeted LinkedIn feeds, or on YouTube videos that are watched by decision makers within mid-sized and small businesses. This kind of marketing is not just about boosting the visibility of your business, but it also attracts customers who are likely to convert.
The return on investment is also far more trackable than traditional sales methods. You won’t need to determine which calls will lead to a sales. Instead, you’ll discern which keywords and advertisements are generating the best results in addition to your actual cost per call.
The reason most campaigns fail is because they do not have the proper expertise
A successful PPC campaign involves more than simply boosting an existing Facebook status or choosing a handful of Google Keywords. MSPs focus on a particular audience. To reach the target audience effectively, you have to have specialized knowledge of the industry. A highly-specialized MSP PPC company can make the difference.
A qualified MSP advertising agency knows how to:
Bring up business issues like security threats, unreliable service and downtime.
Create ad campaigns that are aligned with MSP packages and services.
Create landing pages that convert interest into genuine inquiries.
PPC campaigns lacking the necessary details can quickly transform into costly experimentations. However, with the right direction, they become powerful engines for growth.
Marketing First and Sales Second: A better growth path
The traditional approach of investing in marketing prior to recruiting salespeople is shifting. MSPs are increasingly recognizing the importance of generating demand. If marketing is effective, sales teams can spend less time looking for customers and more time closing.
PPC is a vital tool for generating warm leads. It fills the top of the funnel with warm leads, allowing the founders and teams to concentrate on delivering value rather than seeking out cold leads. It’s best to expand sales staff once there is a steady stream of traffic coming in.
This growth model that is driven by marketing has helped MSPs expand more efficiently to reduce costs, time, and make better use of their money. And best of all it connects with today’s buyers where they already are online.
Final Thoughts
If your MSP is still relying on old-fashioned sales-oriented methods, it’s time to take a step back and evaluate. There’s a more efficient, durable way to go and it starts with reaching people who are already seeking solutions that you can provide.
MSPs should not solely focus on getting clicks. They should also get clients. It is possible to finally get rid of the unpredictable nature of cold outreach with help by an MSP PPC or MSP advertising firm. Marketing is no longer optional and is now a fundamental activity.