Goal: This document can be used as a resource to help small Managed Service Providers get new business. If you are just starting your business, read from step 1. If you have an existing business with customers, feel free to read from step 4.

Step 1: Identifying the Ideal Customer

You will need to identify which type of customers you would like to serve. Managed Service Providers are needed in every industry, but that does not mean you should target every industry. Pick 1 or 2 core industries you would like to focus on that would certainly need your services.

  • Types of industries you may potentially target could be: dental offices, medical offices, accountants, attorneys, small mom & pop shops, florists, home service companies, funeral homes, and etc

Step 2: Learn their problems

  • Notes:
  • When speaking with prospective clients, AVOID speaking in acronyms, abbreviations, or industry jargon. Your customers may have no clue what you are saying. Keep IT Simple!
  • Some prospects may not respond or share information. It’s ok - keep moving until you have found issues that you can solve for.

Once you’ve identified which type of customers you want to target, research what problems they have. (Check FB groups and online forums tailored to the type of customers you want to serve and see what common problems people are posting in regards to dealing with computers or tech)

Another avenue is to visit, call, or email 15-30 of your prospective customers to see what challenges they have with their computers, software(s), or their current managed service providers.

  • Some questions you may ask a prospective customer would be:
  1. Who’s responsible for fixing the computers, internet, or etc when something goes wrong?
  2. Has the company ever encountered challenges with fraud online?
  3. What type of software does your company use to run operations?
  4. What challenges do you have with your computers, or etc?
  5. Who ensures that all the security softwares on the computers are constantly updated?
  6. Who’s responsible for signing off on anything tech related for your company? (Important question to understand who the decision maker is!!)
  7. Show gratitude to the person for answering your questions. If they ask what were you asking the questions for: You may say
  • “I’m doing research to learn what problems {Your target industry} type of companies are having. I’m looking to start or I have a Managed Service company that helps companies like yours.

Step 3: Use their problems as data intelligence for sales

Now that you have 1-3 problems your prospective customers have shared with you, it’s time to start creating your messaging for sales emails to the decision maker(s). To start with a draft sales email it could look like this:

“Hi (First Name),

We have spoken to other dental offices(ideal customer) and noticed that their currently have issues with (Problem #1). I’m curious to learn if you have come across this same problem recently?

I’m with (Company Name) and my experience includes working with companies to solve their ____ issues.  Some of the effects that I have seen from companies having (#Problem 1) include ___,  and ___.

We would be open to conducting a diagnosis to see if your systems might be prone to this issue. Please let me know when you may be available this week to have a conversation. “

Step 4: Using Automation for Sales outreach

Apollo.io is a great tool I’ve used for automating my sales emails to prospective customers. I’ve sent between 25-50 emails(Sequence) a day using just 10 minutes of my time.

With Apollo, you can filter your search by city and state, title of Decision maker, industry, keywords, and more.

In Apollo, I’ve selected these 6 individuals to add to my email automation sequence to contact.

Here are the available sequences(lists) below that I can add the 6 individuals to. Once I add them to the sequence below, they will automatically be contacted at the specified day and time of my choice. You can contact dozens of prospective customers in minutes using this tool!!

Step 5: Checking for email verification - Neverbounce.com

If you have emails that bounce, use NeverBounce to check emails before sending them out to prospective customers!

That’s it! If this was helpful, feel free to let me know.

  • CompAir05 on Reddit