MKLINK MSP Marketing : The Best Bits of Byte-Sized Brilliance !

In this episode, we explore the different ways MSPs can value a business during the acquisition qualification stage. We discuss several common valuation approaches, including book value (net assets), profit-based multiples such as EBITDA, and the cost of building a similar business from scratch. Looking at a business through multiple valuation methods helps provide a balanced perspective, particul...

In this episode, we explore the early stage of negotiation when considering the purchase of a business. Once an initial valuation appears viable, the next step is to meet the seller face-to-face to build rapport, gather deeper insights, and begin negotiating. Establishing trust is essential, as both parties are likely to feel cautious and uncertain during the process. Through open conversation and...

In this episode, we continue exploring the negotiation stage of acquiring a business by focusing on the detailed questions buyers should ask when evaluating a potential deal. We discuss how to examine key areas such as sales performance, operations, administration, finances, staff structure, customers, suppliers, and the overall health of the industry. Gathering this information helps identify ris...

In this episode, we explore the principles of effective negotiation when buying a business. Rather than treating negotiation as a win–lose confrontation, we focus on building collaborative, win–win outcomes by using positive language, listening carefully to the seller’s needs, and maintaining strong rapport. Successful negotiation involves understanding both the seller and the business while also...

In this episode, we continue exploring negotiation techniques used when making an offer to acquire a business. We discuss how psychological principles, such as reciprocity, rapport, and anchoring expectations, can influence negotiations, alongside practical tactics like using data to support your position, mirroring communication styles, and presenting carefully calculated offers. We also look at...

In this episode, we explore the due diligence stage of acquiring a business, where MSPs take a deeper look at the company before completing a purchase. This process involves carefully reviewing financial records, legal structures, contracts, assets, and operational systems to verify the information previously provided and uncover any hidden risks. Working with professional advisors such as account...

In this episode, we continue exploring the due diligence process by focusing on the detailed financial, operational, and organisational checks needed before acquiring a business. We review key areas such as financial records, bank statements, cash flow, tax history, and liabilities to verify the true financial health of the company. We also examine sales and marketing performance, operational proc...

In this episode, we explore the different ways MSPs can fund a business acquisition and the mindset required to secure investment. While using personal funds is one option, relying solely on your own capital can limit growth, so we discuss a range of alternative funding sources such as bank loans, specialist lenders, investors, crowdfunding, grants, supplier or customer financing, and vendor finan...

In this episode, we challenge MSPs to rethink how they view Marketing Development Funds (MDF) and confront a simple but uncomfortable question: how much vendor-funded marketing budget are you actually claiming? Every year, millions in MDF go unused, not because vendors are unwilling to fund partners, but because many MSPs misunderstand the purpose, assume it’s complicated, or fail to ask properly....

In this episode, we explore why something as simple as an espresso machine can turn a quiet trade show booth into the busiest spot on the floor, and what that reveals about human psychology. We break down the powerful triggers at play, including reciprocity, social proof, and curiosity, and explain why people engage when they feel personally involved rather than passively marketed to. We argue tha...

In this episode, we take a hard look at the Net Promoter Score (NPS) and question whether it truly predicts business growth the way it claims to. Drawing on research by Michael Knight in the MSP (Managed Service Provider) sector, we explore how NPS, shows only a weak correlation with actual revenue growth. In contrast, the Net Satisfaction Score (NSS), demonstrates a dramatically stronger link to...

In this episode, we dive into the critical timing of your communications to maximize referrals. Building on our discussion of the ‘who,’ ‘what,’ and ‘why,’ we now explore the ‘when,’ ‘where,’ and ‘how’—focusing on Environment Sabotage and how MSPs often miss key referral opportunities. Discover how to strategically time your interactions and leverage specific business signals to generate more refe...

In this episode, we dive into the heart of effective communication—focusing on what you offer and how you present it. Building on our previous discussion about identifying your stakeholders, we now explore the power of reiteration in marketing and the importance of emphasising benefits over features. Discover why reiteration is crucial in today's age of information overload and learn practica...

In this episode, we're building on our previous discussions about effectively communicating with your stakeholder groups. Last time, we talked about onboarding clients, staff, and suppliers, and the importance of developing your referral packs. We also began exploring the process of growing your prospect list, emphasising the "connect, communicate, and cooperate" mantra. Today, we&a...

In this episode, we're continuing our deep dive into building a robust communication framework for Managed Service Providers (MSPs). Last time, we covered the essentials of different stakeholders and the importance of onboarding your staff and clients. We also explored the concept of a referral pack that not only incentivises referrals but also enhances the referrer’s reputation. Today, we ta...

Welcome back to another episode of Rampant Referrals for MSPs! Today, we're diving deep into the world of referral marketing specifically tailored for Managed Service Providers (MSPs). We kick off by revisiting the product matrix and exploring strategies to increase sales and value within the MSP framework. From identifying gaps in your offerings to optimising pricing and upselling techniques...

In our previous episode, we delved into the "why" of referral sabotage, covering various reasons such as neglecting to ask for referrals, inconsistency in communication, and failure to acknowledge or reward referrals. Today, we shift our focus to the "what" of referral sabotage – the actual products and services you offer. We explore how gaps in communication about your offerin...

In our last episode, we explored the crucial communication channels within MSP operations. Today, we uncover the common pitfalls that sabotage effective communication and hinder referral generation. From neglecting to ask for referrals to inconsistency in brand messaging, we'll dive into the reasons why MSPs don't get as many referrals as they should. We'll also discuss how miscommu...

In our last episode, we explored how personality traits can either support or impede referral growth within MSPs. We emphasised the importance of traits like empathy, trustworthiness, enthusiasm, and likeability in nurturing client relationships and driving referrals. This time, we will focus on the intricate landscape of communication within MSP operations. We'll navigate through four key co...

In this episode, we continue our exploration of factors that can hinder referral flow for Managed Service Providers (MSPs). This time, we dive into the realm of personalities and how they can impact client relationships and referrals. We begin by acknowledging that companies are comprised of individuals with distinct personalities, and not all traits are conducive to fostering referrals. The main...

In this episode, we delve into the factors that affect clients' motivation to refer Managed Service Providers (MSPs) and how these motivations can be sabotaged. Drawing parallels with Newton's Laws of Motion, we explore the concept that motivation is essential for action and can be influenced by various forces and frictions. We start off by mentioning ill-considered incentives, emphasisi...

In this episode, we continue exploring how Managed Service Providers (MSPs) hinder their referral flow by focusing on service-related issues. We discuss the tendency for MSPs to overestimate the uniqueness of their offerings and emphasise the need for continuous improvement. We caution against prioritising product over service quality and stress the importance of tailoring services to meet diverse...

In this podcast episode, we delve into the critical aspects of referrals for MSP (Managed Service Provider) owners, focusing on the potential pitfalls that can sabotage referral success. After recapping the key benefits of optimising referrals, we explore one of the five categories of referral sabotage - Service Sabotage. We begin by highlighting the paramount importance of service excellence in t...

In this podcast episode, we delve into the pivotal role of referrals for B2B owners, particularly MSPs (Managed Service Providers). Highlighting their cost-effectiveness and ability to foster trust, referrals emerge as a cornerstone of business growth.  The content explores how referrals generate invaluable feedback, internally and externally, aiding in refining services and boosting customer sati...

In this episode of our podcast series on leveraging referrals for Managed Service Providers (MSPs), we delve deep into the fundamental question: Why are referrals so crucial for MSPs? Join us as we uncover compelling statistics and insights that highlight the unparalleled effectiveness of referral marketing in driving business growth. From eye-opening data revealing the ineffectiveness of conventi...