Episode 26: How to get your technicians to upsell

In this week’s episode We 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 you We also 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 you can differentiate yourself from all the other MSPs out there Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert Paul’s special guest was Scott Springer from Third-Wall talking about a new cybersecurity plug-in for ConnectWise Automate Many thanks to Martin Limburn from Limbtec for the question about differentiation While talking about how to stand out against other MSPs, Paul mentioned the video service MSPvideos.co.uk The guest on May 19th will be Brian and Heather Johnson from Gozynta talking about finding new opportunities during financially uncertain times You can join Paul in the MSP Marketing group on Facebook Please send any questions, ideally in audio-form (or any other feedback) to [email protected] Episode transcription Voiceover: 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