How to Market Your MSP With Little to $0 Cost and Get More Leads

When we first started our MSP over 38 years ago, our budget was tight. Really tight. We didn’t have a marketing department or a fancy PR agency. What we did have was determination and a willingness to try new things!

Now, as a cloud provider focused on supporting MSPs, I want to share exactly what worked for us back then and still works today!

You don’t need a big marketing budget to grow. In fact, some of the most powerful tactics cost you nothing but time. Read on for exactly how we did it.

1. Education Is King

Content. Content. Content! Blogs, videos, tips: you name it.

Today’s prospects don’t want to be sold to. They want to feel empowered. And the way to do that? Educate them. We wrote blogs, created videos, and answered real client questions with content. You don’t need a big studio: your phone and a YouTube channel are more than enough!

Have a client ask you about cybersecurity? Boom. Turn that into a blog. Someone wonders about backups? Great: shoot a 2-minute video. This kind of helpful, consistent content built our credibility and made us the go-to experts!

2. Use Lead Magnets to Build Your Email List

We created lead magnets that offered real value, such as: “5 Reasons to Move to the Cloud” or “How to Select a Managed Services Provider.” These simple PDFs worked wonders.

Once we had their email, we followed up with newsletters and helpful content. Our newsletter included tips, local updates, client success stories, and yes, more links to our blog and videos.

3. Local Networking: Still Worth It

Most MSPs hate networking… but it works.

We didn’t go to events looking for prospects. We looked for apple trees: referral partners like insurance agents, accountants, and consultants who had networks full of potential clients. One great apple tree could bring you a whole orchard of leads!

4. Make the Most of Social Media

Even if you hate it, you’ve got to be on LinkedIn and Facebook at the very least. Connect with every prospect, client, and partner you meet. Post regularly. Respond to discussions. Join groups in your niche.

By posting as well as answering questions, we built our visibility fast.

5. Donate Services in Exchange for Testimonials

This is a powerful one. We’d offer a few hours of service free. And if they were thrilled (which they usually were), we’d ask for a testimonial!

 That social proof helped us land even more business. Don’t give away products, give your time: it’s valuable and still cost-effective!

6. Speak at Events, Clubs, or Trade Associations

Rotary clubs, local chambers, trade events: we reached out and offered to speak. Not once did anyone ever say, “Sorry, you’re not polished enough.”

If you know your stuff (and you do), people will listen. You become the authority in the room and build instant trust, which is invaluable for securing interested leads!

7. A Little Door-to-Door Can Go a Long Way

We’d drop off small gifts: mugs with chocolates, branded stress balls, our card, etc. These simple thank-you’s weren’t expensive, but they sure kept us top of mind.

8. Cold Calling Still Works

This one isn’t flashy, but it works. We created a script and called businesses in our area. Was it uncomfortable at first? Absolutely. But over time, we got better, and it brought in more leads than almost anything else.

If you’re interested in learning more about cold calling, make sure to listen to Episode 22 with Wendy Weiss!

9. Have a Professional Website

This doesn’t have to break the bank. There are tons of affordable platforms now! But you must have a solid web presence where people can find your videos, blogs, and lead magnets. Your website is your digital storefront!

10. Create a Referral System

Ask for referrals: don’t wait for them to come naturally.

We offered to make donations to local shelters or charities in the name of clients who referred us. And we always brought it up during QBRs. It was a simple, effective way to keep referrals flowing.

11. Revisit Old Leads

Finally, don’t ignore leads that didn’t close the first time. Go back to that quote you sent months ago. Call the person you met at a trade show. Check in! Ask how they’re doing and if they’re still working with a provider.

It’s amazing how many opportunities are buried in that “no for now” pile!

Time To Get Started!

Growing your MSP doesn’t have to cost a fortune. We built our seven-figure business using the strategies above. Now, as a cloud provider for MSPs, we continue to help partners use the same tools to win more business.

Want help getting started? We have a free Cloud Academy packed with lead magnets, blog content, marketing tips, and more. It’s all stuff we actually used when we were in the trenches running our MSP!

Today’s quote is from Mark Twain: “The secret to getting ahead is getting started.”

Have a great week and weekend!