Скачать или смотреть Episode 26: How to get your technicians to upsell

In this week's episodeComing up in this week's show we're going to look at why most technicians are so bad at upselling, and how to motivate them to tell you when your clients really should be buying extra services from youWe're also going to look at how much you charge contract clients per hour for ad hoc work - it's probably not enough, so get ready to put your prices up!Plus this week Paul talks to the people behind a brilliant cybersecurity plug-in for ConnectWise Automate and answers a question from an MSP on how to differentiate yourself from all the other MSPs out thereShow notesOut every Tuesday on your favourite podcast platformPresented by Paul Green, an MSP marketing expertPaul's special guest was Scott Springer from Third-Wall talking about a new cybersecurity plug-in for ConnectWise AutomateMany thanks to Martin Limburn from Limbtech for the question about differentiationWhile talking about how to stand out against other MSPs, Paul mentioned the video service MSPvideos.co.ukThe guest on May 19th will be Brian and Heather Johnson from Gozynta talking about finding new opportunities during financially uncertain timesYou can join Paul in the MSP Marketing group on FacebookPlease send any questions, ideally in audio-form (or any other feedback) to [email protected] transcriptionVoiceover: Made in the UK for MSPs around the world. This is Paul Green's MSP Marketing Podcast. Paul Green: Hello and welcome to a fresh new episode of the show straight out of the oven. Here's what I've got coming up for you today. Scott Springer: Bad guys always find a way in and we identified the primary ways that that happens and we built a plugin that makes taking care of those vulnerability really easy to do. Paul Green: We're also going to look at how much you charged contract clients for ad hoc work, and it's probably not enough, which is good news for your profit margins. And we're going to answer a question from an MSP about how to differentiate yourself from all of your competitors. Voiceover: Paul Green's MSP Marketing Podcast. Paul Green: So we do record this podcast quite a few weeks in advance, and as I'm recording this one, we're still in lockdown in the UK and my nine year old daughter and I, obviously we're in the house, we've been in the house, more or less just the two of us, every single day. You get the drill. I'm sure it's the same with you and your family. So what we've done of course is we've fallen into new patterns, brand new ways of working. She's doing her schoolwork in the morning. I'm being interrupted by her while I'm doing my work in the morning. And then the afternoons she does her own thing and I carry on working. But one of the things that we have enjoyed is every Friday we are ordering in lunch from a local deli. Paul Green: Now where we live on the outskirts of Milton Keynes, there are no shops in our village, but the next village, which is literally just half a mile away has a bustling high street full of shops and there's a deli there, which almost immediately, once locked down started, they announced that they were going to flip from being a deli to doing a sandwich delivery service. And I do believe that you should support your local independent businesses. So every single Friday we've been ordering a sandwich from them. It's nothing that's special, to be honest. It's just sandwiches. Fairly overpriced if you ask me. But we're supporting local businesses, which is the right thing to do. So we've been doing this for a number of weeks now, and it amuses me how little upselling this shop is doing on the phones. You have to phone your sandwich order through, which in itself is not great. Really they should be having online ordering, but there we go. Paul Green: So you phone through and you place your order and they're clearly in a rush and they're trying to get all the orders done in time. There's a deadline that you have to phone it through by. But they never ever try and up sell