Managed service providers (MSPs) have long leaned on traditional sales methods, like cold calls, door-to-door outreach and building sales teams from the bottom up. However, in the digital age the old model is beginning to fall apart. The strategy is dangerous and outdated due to the high cost, lengthy ramp up times, and limited tenures for sales representatives. While many other B2B sectors have shifted to place more emphasis on marketing over sales However, a lot of MSPs continue to spend a lot of money on outbound tactics that produce minimal returns.
In reality, relying on sales alone before creating demand is as putting a cart on the horse. Without a steady stream of potential customers who are interested, even the best salespeople are unable to succeed. That’s the reason why modern-day MSPs are now turning their attention to pay-per-click ads to offer MSPs a smarter way to get leads already searching for the services they can provide.
What makes PPC for MSPs Effective?
PPC for MSPs offers a direct line to buyers actively searching for services like managed IT support, cybersecurity, or helpdesk outsourcing. PPC tracks the market in real-time, unlike cold outreach which could interrupt those who are not prepared.
If the proper campaign is put in place, MSPs can appear at the top of search results as well as in targeted LinkedIn feeds, or even on YouTube videos watched by decision-makers in mid and small-sized companies. This kind of marketing will not only increase the visibility of your business, but it also attracts in-market prospects who are more likely to convert.
The return on investment is also more easily trackable than traditional sales methods. Instead of figuring out which calls may result in a specific destination, you can know exactly the ads that are working and which keywords are performing and what the actual cost per lead is.
What causes campaigns to fail if they don’t have having the correct expertise
It’s not as easy as just boosting your Facebook post or selecting some Google keywords to run a successful PPC. MSPs have a specific audience and bringing that audience effectively requires expertise in the industry. That’s why a highly-specialized MSP PPC agency makes all the difference.
A MSP advertising agency with certification for the following purposes:
Discuss business issues directly like unreliability of service and security threats. Also, discuss downtime.
Make ad-hoc campaigns that align with MSP packages and services.
Create landing pages to make inquiries from interest.
PPC campaigns lacking this level of detail can quickly turn out to be costly tests. If properly managed, they can be effective engines of growth.
It is better to concentrate on marketing first and sales afterwards.
The conventional approach of hiring a sales team prior to investing in marketing is beginning to shift. More MSPs are beginning to realize that demand generation must come first. When marketing is effective and sales teams can to spend less time on searching and more time closing.
PPC is a key method of generating warm leads. The warm leads it brings at the upper end of your funnel enable the founders to focus in delivering value instead of chasing down cold leads. If there is a consistent flow of inbound activity that’s when you should increase the size of your sales team, not prior to.
MSPs are able to scale more effectively with this marketing-led approach, while reducing time and spending smarter. The most appealing aspect is that it gets to customers wherever they are online.
Final Thoughts
If your MSP is still relying on outdated sales-heavy strategies, it’s time to step back and reassess. There’s a more efficient, durable way to go and it starts by contacting people who are already seeking solutions similar to those you offer.
Pay-per-click advertising for MSPs does not just focus on getting clicks. It’s about acquiring clients. A reputable MSP PPC firm or MSP marketing agency can help you build regular flow of quality leads and relieve you from the shakiness of cold outreach. Marketing isn’t just a matter of choice anymore, it’s fundamental.