SPECIAL: MSP Marketing Audit (2 of 3) - Generating Leads

[00:00:00] Hello and welcome to episode 351. This is part two of our three part marketing audit. Last week in episode 350 we looked at your foundations. So that was your ideal client profile, your unique selling proposition. So basically who you want to work with and why they would choose you, then your website and your LinkedIn setup. So if you haven't yet listened to that one or watched it on YouTube, please do go back and start there. Those foundations are so important. [00:00:28] But today we're going to go deeper into the engine room because we're auditing your lead generation machine using my three step lead generation system. Build audiences, grow relationships and convert relationships. I've got 30 questions for you in total across this episode. It's the same as last week. You're scoring yourself with a yes or a no answer for each one and I'll tell you what your total means at the end. Lets go build audiences. [00:00:58] So in this first section I've got 10 questions for you asking whether or not you're reaching enough of the right people to market to. And the first question, do you have a LinkedIn audience of at least 500 people who are decision makers at the kinds of businesses that you want to work with? Marketing is very much a numbers game and especially for MSPs, because the sales cycle is so long and therefore you need to have as many irons in the fire as you can. You need to have at least 500 connections on LinkedIn but better, a thousand, two thousand, three thousand. And if you don't, it leads on to question number two, which is are you adding new ideal prospect connections on LinkedIn every single day? Now I do think this is something you should be doing every day in fact, not you, but maybe someone on your behalf, perhaps a virtual assistant or someone on your team. But every day you should be attempting 10 connections. You find those people you really want to do business with and you go and connection request them. And there's lots of different ways to do this. You could use an automated tool. You've got Ducks Soup for example, or meet Alfred. I think those two are both still going. I say I think because I haven't personally used them for a few years and they do come with huge caveats of be very careful, LinkedIn hates automated tools. But you could also just use Claude. Open LinkedIn in your Chrome browser and you've got the Claude plugin that can use LinkedIn for you. It's slow but it will get it done. Or as I say, just use a human. That's the approach I prefer and Even I attempt 10 connection requests every single day. We're up to about eight and a half, 9,000 connections on LinkedIn now. And we've done it the slow, long, hard way. And they're good, solid connections because I have a VA Christel, who every day is connecting only to MSPs and to vendors within the channel. It's a very targeted list. You can do exactly the same thing. Now, even if you only get one or two people accepting your connection request, you're still building your list every day, which is great. [00:02:53] So question number three, yes or no. Do you have an email list of prospects separate from your client list that you're actively growing? Most MSPs, they have their client list and they will email them often from within the psa. I believe you need a CRM separate, and that's where your prospect data sits. And you should be sending out regular emails to those prospects at least once a week, which is not overkill. Once a day is overkill. Once a week is absolutely spot on because they're only opening about one in four of your emails. Anyway. [00:03:22] Question number four. When someone connects with you on LinkedIn, do you have a process for getting their email address into your CRM? Now, a few weeks back, in the podcast, we talked about the two different types of audiences. You've got borrowed audiences and owned audiences. So a borrowed audience is LinkedIn. So LinkedIn isn't your audience, you don't own that audience. And LinkedIn could kick you off at any point. In fact, if they caught you using one of those automated tools we were talking about earlier, like duck soup, they could kick you off the platform and you lose all your connections. So a good safety rule is to build that audience again in a way that you own it. And your email list, you own. Even if your CRM bans you, you can take your data and move to a different CRM. So I believe that you should be adding your LinkedIn connections into your CRM every day. You literally go and find their email address. We'll talk about that in a second. And you add them into your CRM and you know you're doing it for what, two, three people a day? Or once a week, you're doing it for 10 people, right? It's, it's, it's fin. I know it's technically against all of the data protection rules, but it's fine. You're a small business adding business connections into your CRM. The first email you send them, you say to them, well, you tell them what you've done. You say hey, we've just connected on LinkedIn. I hope you don't mind, but I've added you to my email database. I'm going to send you one email a week telling you how to grow your business using technology. If you don't want it, you can unsubscribe below. And I, I get my MSP Marketing Edge members to do this and the vast majority of people just ignore it, right? As in, as in they stay on your list, they just ignore that email. Now and again you get an idio hitting reply going, but don't worry too much about those people. Worry about the 9 out of 10 who just ignore it and suddenly you've, you're connected them on LinkedIn and now they're in your CRM as well, which is great. [00:05:06] Question five, yes or no. Are you using data enrichment tools or manual research to find the email addresses of your ideal prospects? So how do you actually do that? Well, you can do it manually, it's simple. You go to their contact details in LinkedIn, often their email address is in there or you can brute force search for them. So for examp, if it's me and I'[email protected], you can go and Google in speechmarks. Paul Green at Paul Green. Green. Why did my parents call me P. Green? Honestly, anyway, you get the idea. There's only about seven or eight different variables for email. Most people are going to have one of those. So you can put that in speech marks. And believe me, you know, when you found a valid email address, it just comes up with results or the smart way to do this is a data enrichment tool. So something like Apollo or Lusha. Some of these are plugins as well. So when you're on LinkedIn, it'll come up on the side. You pay like a dollar or something like that to uncover the email address and you just copy it into your CRM. [00:06:07] Question number six, is your LinkedIn audience made up of the right people? So business owners and managers in your target market and not other IT people and vendors? So this is a common thing. When I talk to a new member of the MSP Marketing Edge and they say to me, I've got a thousand connections on LinkedIn and when we actually drill down into it, they have 900 IT people and 100 ordinary people. You need a LinkedIn that's very, very focused just on your target audience. In fact, I have two LinkedIns, I have my old LinkedIn that it must be 20 years old and that's all of my old connections from my previous business and just people I know. And then I have my MSP LinkedIn, and that's the one that I'm only connected to MSPs and vendors within the channel because those are the only people I do that. So it's a very targeted, clean audience. Assuming you don't have that, you might choose to Open a second LinkedIn or you might just say, do you know what, I'm just going to clean this and delete my connections with all the other msps. There's no right or wrong way to do it. It's, it's what feels right to you. Just be aware if you do have two LinkedIn profiles, again, LinkedIn doesn't like it, so just make sure you have them open in different browsers. That's a basic safety mechanism for that. [00:07:14] Question 7 Do you have a defined dream 100, which is a specific list of businesses you most want to work with and that you're actively targeting? So the concep to the dream 100 comes from a book called the Ultimate Sales Machine written by Chet Holmes. And in fact, if you're watching this on YouTube, it's up there just behind me on my background, it's one of my favorite books and it's perfect for every msp. The Ultimate Sales Machine by Chet Holmes, go and buy it. [00:07:40] One of the concepts he has in there is, is the Dream 100, which is the hundred prospects you've got that you most want to do business with. And it's either because they're such a perfect fit for you, or they're of a size that it would make a big difference to your business. Or they're kind of like a headline client, they're a local famous clients or famous within your, your niche or vertical or whatsoever. But the point is you rather than doing all marketing to all of your clients, well, best practice is you do regular marketing to everyone. So a LinkedIn post every day, an email every single week, but to the hottest, hottest prospects, those are the ones you spend extra attention on. So you send them stuff in the mail, you post stuff to them, you send them direct messages, you call them and it could be because they're going to swap IT providers next year, or it could be because you just really want to work with them and you want to be in front of when they wake up and they think we're going to drop our msp and move msps. So that's the concept of the Dream 100. Do you have that? Yes or no? And then question number Eight, are you growing your email list by at least a handful of new contacts every month? Just as you need to grow your LinkedIn connections, you need to grow your email list as well. You have it segmented into your dream 100 and then your all other prospects and obviously your clients are completely separate. But if you're not growing that list, well, it's like anything, if it's not growing, then it's deteriorating. Because the reality is, in 2026, an email list is deteriorating all of the time. You have to keep adding people in just to stand still, because you're going into their spam, they're unsubscribing, they're just ignoring your emails. It's harder and harder than ever before to get an email into their inbox, to get them to open it, to get them to read it, to get them to click on it. But it's worth it because it's a really, really good way to get in front of someone. If you can get in front of them on LinkedIn and on email and via some other methods like direct mail or like the phone, the chances of them talking to you, the day they wake up ready to switch MSPs, the chance of them talking to you has gone up dramatically higher. [00:09:35] So question number nine. Are you regularly checking the quality of the data in your email list? Now, we mentioned data enrichment tools earlier. Data enrichment is a great way to check that quality, but sometimes it's just worth going through and looking and seeing. What have we got here? You know, are you getting people signing up into your email list or you're adding people with their, their work domain name or is it a personal Gmail? Personal Gmail tends to be a lower value because you don't really know who that is. Are they opening emails? Are they clicking? If they haven't opened an email for, let's say, 12 weeks, you should probably stop emailing them. There's all sorts of email best practice out there that you can go and look up often. Your AI assistant will obviously tell you what the best advice is today, but you do need to keep in mind that that quality of your email data needs to be looked at on a regular basis. It's unfortunately not something you can just not think about anymore. [00:10:25] And then question number 10, if LinkedIn disappeared tomorrow, would you still have a way to reach the prospects you've built relationships with? Now, again, we've mentioned email, but obviously there are other ways. You know, if you have their addresses, you can physically send stuff to them. If you're connected to them. On Facebook, you can send them messages via Facebook. If you've got their, their mobile number, their cell number, you can send them an SMS or a WhatsApp, depending on the most used system in your area. [00:10:51] You always want lots of different ways to connect with people. LinkedIn is a great tool, but far too many MSPs solely on LinkedIn, which is far too dangerous. So that's section one, build audiences. Note your score out of 10 while we go through to section two, grow relationships. [00:11:10] 12 questions for you here to see if you're nurturing your audience consistently enough that they can get to know you, like you and trust you. Question 11 yes or no. Are you posting on LinkedIn at least three times a week, every week? And that, by the way, is the bare minimum. In fact, best practice for LinkedIn is to post every single day. And that could be every single weekday, could even be every weekend day as well. Saturdays and Sundays can be surprisingly good times to post on LinkedIn. The thing with LinkedIn is it's, it's disposable, something you post today, even if it's highly engaging, it's gone within a couple of days. So you need to keep adding new content that's relevant to the audiences that you are building. [00:11:50] Question 12 Is your LinkedIn content written for business owners and managers and not other IT people? [00:11:55] So this is a relevance question. And you know, if you're trying to build up audiences of business owners, then obviously you've got to write about things that ordinary business owners find interesting. You've got to show them and talk about things that they are interested in. They're not interested in tech, they're not interested in servers and cloud and cybersecurity. They are when it affects them, but most of the time they're not. But they are interested in productivity, growing their business, having their staff complain less. So you've got to give them audience that's relevant to them. Now if, for example, you were building up an audience of IT directors because you wanted to sell co managed it, then obviously the content you put in front of those people would be completely different. Because IT directors do want to hear about technology, but they don't want tech tips from you. What they want to do is they want to talk about strategy, they want to talk about cyber security strategy. They're actually super busy, they're far too busy in their role and they want you to acknowledge that and that would encourage them to start a conversation. And as a side note, we have a marketing membership to help you win co managed IT contracts. We have two memberships now, one to help you win business owners as clients and a second one to help you win IT directors as clients. You can see details of both of [email protected] membership? 13 yes or no. Does your content focus on their problems, their fears and their outcomes, and not your services and technology? As I was just saying that those are the things they're interested in. If you can hook into the thing that's annoying them right now, or the thing that they're scared of, or the thing that they want, lots of those things, then you are going to seem more relevant to them. And if you seem more relevant, if they perceive you as more relevant, then they are much more likely to talk to you on the day they wake up and they're ready to Think about switching MSPS Question 14 Are you sending a regular email to your prospect list? Ideally every week. [00:13:49] So once every day is overkill. I would say two or three times a week is overkill, but one email a week is not overkill. I mentioned earlier, they're only opening your emails about 25% of your emails anyway. So if you send an email a week, they're only reading one email from you a week, right? If you send an email once a month, they're only reading it once every four months. One email a week is perfect. And obviously the kind of content that you put into email is, is a different format to LinkedIn, but the subjects can be exactly the same. Hopes, wants, fears, problems. Those are the kind of things that engage ordinary people and also IT directors. Question 15 does your email content feel like it comes from a real human rather than from an AI or a marketing department? This is one of the things that we've been doing within the MSP Marketing Edge for the nine or 10 years that we've been running it. It's being very well. We have a huge process with lots of people. I've got Claire and Laura and Sarah and Amy oversees the whole thing. And they're humans who are writing all of the emails and all of our content as if it's one person talking to another person. The best educational emails and the best LinkedIn content, the best content, full stop, is from one human to another human about something that that human finds interesting and finds relevant to them. So be very, very careful. If you're creating your own email content with AI, be very, very careful that the AI isn't just falling into its AI pattern, really. You should use the AI as a tool to help you don't get the AI to do it for you, use it to enhance what you're trying to do. That's the right way to use AI to write emails or content. Or you could just do something like take our canned content from the MSP Marketing Edge and put a spin on, put your own spin on that using AI, which quite a lot of our members are now doing. Number 16, are you replying to every comment on your LinkedIn posts? This is a must. [00:15:39] LinkedIn brought in a new thing. It was actually the back end of 2024. Again, we've talked about it in the podcast in recent weeks. It's called either 360Brew or Brew360. I think it's called 360Brew. And this is where LinkedIn have stopped looking at all of your posts individually and deciding who they're for and whether they're any good. They now look at everything you create. So LinkedIn is building up a picture of you, which is why it's really important that you're very consistent with your content. But also they look at the kind of comments that you put. Excuse me, the kind of comments that go on your LinkedIn posts and the replies. And it's now a golden rule that if someone comments on your LinkedIn post, you must reply to them. And not just a thanks for your comment or a thumbs up. You've got to actually add some value to that, keep the conversation going. That's really important that there is a great way to use AI tools. You could have the Claude plugin in your Chrome. You could get it to look at your LinkedIn comments and suggest a reply to you. Just make sure that the reply sounds like it has come from you and not from an AI question 17. Are you tracking which prospects are engaging repeatedly with your content? So when someone likes something or comments or hits reply to an email, it's engagement. And engagement is good. Now, we mustn't chase engagement for the sake of it. Lots of MSPs say, oh, I put this stuff on LinkedIn and I don't get engagement. We don't want engagement for the sake of it. But engagement as a signal is good. When someone's thinking and nearly ready to switch MSPs, they start to engage more with your stuff. The rest of the time they don't. They might read it, they might perceive it, or might not perceive it, it doesn't matter. It's there for that moment that they're kind of ready to think about talking to someone. And that's the point. They might comment or they might reply to an Email or something like that. So it's really worth you tracking that. And good CRMs will obviously be able to track opens and clicks within emails. And I know email scanners can, can kind of screw that up a little bit. And the more sophisticated CRMs do take that into account. But it's worth you just with however you're doing it. Just saying. Interesting. This person here has commented on three of my LinkedIn posts and they replied to an email. Let's have a look at that person. Let's reach out to them, let's give them a phone call. [00:17:46] Question 18, yes or no. Would a prospect who's been following you for six months feel like they genuinely know you and your opinions? Now, this is again about being consistent. It's about you being you and not just having an AI doing stuff for you. It's really important. It's really, really important. The people buy you. They don't buy the business, they don't buy the brand, the logo, the service. They buy from the human. So whoever is doing the selling to the clients or whoever is the front person of the business, it's really important that it's you that you're putting out there, the real you. I'm the front person of my business. I do no real work in my business. I'm just the front person. I do all the webinars and this podcast and videos and talk to all of the members. And that's all of it. That's all I do. And what you're hearing now and what you're seeing now, if you're watching this is the real me, right? Yes. I'm in a, in my own studio and I've got my nice background and all my kit and stuff, but this is the real me. If we were talking one on one right now, I'd be waving my arms around just as I do on the videos. I'd be talking exactly like this and I'd be saying the same kind of things because that, that being human is so important, otherwise they can't get to know like and trust you. These things are really important. [00:18:54] Number 19, are you consistent enough that prospects would notice if you stopped showing up? Now, this is a big one as well. It's, it's a, it's a quality score of that, that, you know, are you being engaging? Are you putting the real you out there? Would anyone notice if you vanished? The reality is a very small number of people would notice. But if they would notice, then that's a good thing. And you only get that by being consistent We've done this podcast every single Tuesday since November 5, 2019. I've done a Friday email every week for 300 something in a row. I've done a Thursday email to my members for 450 weeks in a row. You know, I do all of this stuff and it is a bit of a hamster wheel, but I do it because it's showing up and it's important. And I guess the day I stopped showing up, I don't know what would happen to me. But if something awful happened to me and I stopped showing up, I like to think that some people would notice, which is a good thing. Question number 20. Does your content ever include personal stories, opinions or specific experiences? Or is it just generic advice? [00:19:52] Again, part of being a human is putting stuff out there. Talk about the real things that happen. You can talk about a client being breached or a mistake they made, or a problem that you had in the business, but you can make it anonymous. You don't have to name names. But the more you tell real stories, the more real you come across. Because this is what we do, isn't it? As humans, we tell real stories and when we meet people, we bond over storytelling. Our brains are used to it. It's what we did as cave people. People. I'll tell you a very quick real story about me. I'm not going to give you the whole details, but think of it as a tease for a future episode of the podcast. In my last business, which was a marketing agency for healthcare, like veterinarians and opticians and stuff, I once, on a Sunday evening after two beers, deleted the entire web server and deleted the backup and I deleted a hundred of our clients websites. And I didn't sleep much that night. Our web designer saved my life at 10 the next morning because he'd taken a backup of the entire server on a hard disk like a week before. Before, because he didn't trust me, because he thought I was technically incompetent. And obviously he was right. There we go. Real story. I would never normally admit to something like that, but doesn't that make me a normal human being? I made a bad mistake, I made it worse. And a member of my staff who didn't trust me saved my life. I mean literally saved the business. We'd have gone if I'd have deleted those hundred websites anyway, onto question number 21. Are you repurposing your content across more than one channel? Yes or no? So for example, do you turn a LinkedIn post into an email? Do you turn an email into a LinkedIn newsletter. You know, we put out so much content, but really there's only about 200 different themes, maybe 250 different themes across all of it. And I don't actually personally use a content calendar to plan. I much prefer going with what do I want to talk about today? But if I was to get Claude to analyze all of my content for a year, it would probably say, there's 200 odd themes, Paul. You just keep coming back to the same themes, but you attack them from different angles. Like this. Everything I'm talking about in this audit I've talked about on the podcast before or in a LinkedIn newsletter or in emails or on blog posts. But in talking about it in an audit, I'm taking all of those themes and I'm just finding a new way to talk about the same kind of content. Does that make sense? That's something that you can do as well. Question 22, have you posted any content in the last month that got you a direct reply, an inquiry, or a conversation with a prospect? Now, as I said earlier, we're not chasing engagement, but sometimes you just need to ask people, can we work together? Would you like to have a conversation? And sometimes just putting something on LinkedIn saying, Are you thinking of switching IT companies? Is it worth us talking? DM Me, right? Or sending that out as an email, Are you thinking of switching IT companies? Is it worth us talking? Please hit reply. Right? And you do that once every two or three months. And you never know, it might generate a conversation for you. You. Right, that's section two done. So note your score. Out of 12, how many of those were a yes and how many of those were a no? [00:22:45] Convert relationships. [00:22:48] So in this section, I'm going to ask you eight questions to check whether you're turning warm relationships into actual meetings. Because that's why we do all of this marketing stuff. Question 23, yes or no. Do you have a process for identifying when a prospect has warmed up enough for you to reach out to them directly? I was saying just a few minutes ago about what if someone's, you know, liked a couple of your posts and hit reply to an email, you should call that person. But really, that should be a system. It shouldn't be haphazard. Who is looking at your email stats? Who is looking at your LinkedIn? It needs to be that same person who is looking at all of them. It's not like you're connected to 50,000 people, but you're looking for that small number of people who are showing signs of engagement and then who picks up the phone. This needs to be systemized within your business. [00:23:33] Question 24 when you do reach out to a warm prospect, does your message reference something specific? So actually if they have liked a post or they've replied to an email, you know, could you mention that? In fact, could you reply to their reply and just, you know, get them talking or ask them a question in return? I send out a lot of emails to our prospects and I'll get perhaps two or three replies every day from MSPs around the world. And some of those we then go on and have a really good email conversation. I'm not pitching, I'm not pushing stuff, but sometimes they'll ask about what we do, sometimes they'll ask a marketing question. I'm always happy, always happy to answer any question from any MSP because sometimes some of those people go on to work with me, sometimes they don't. But the point is it's a level of engagement. If you did want to email me, by the way, you can email me directly. Hey there spmarketingedge.com and I'm more than happy to have a chat with you. Question 25 Are you inviting warm prospects to a low pressure next step? Step. So no one really wants to jump straight into a sales meeting unless they know they're ready to have a sales meeting. For most people they want a lower step. So you could do something like a webinar, you could just send them through a guide or something or give them an interactive quiz like a scorecard or the real sort of next step that really works if you can get them onto this is a 15 minute discovery course. So literally a teams or a zoom meeting and just having a chat with them and obviously the purpose really of that discovery meeting is for you to qualify that person, check that you want to do business with them and then get them into a proper sales meeting. [00:25:03] Question 26 do you track your MQLs marketing qualified leads? So this is the number of prospects who show genuine interest and are you tracking them? A marketing qualified lead is someone who is showing a level of engagement. They've hit reply to an email, they're doing something like that. Are you tracking those people and tracking if the numbers are going up or down? Because when you start tracking them, you can start doing more stuff to get them to reply to you. If you know, for example, that someone who replies to an email and has a chat with you is much more likely to book a discovery call, wouldn't you want more of those? Of course you would so you need to track them so you can proactively try and get more of them. And that leads on to question 27. Yes or no, do you track your SQLs? So SQLs is sales qualified leads. Look at it as the number of discovery calls or sales conversations you have each month. Now, you may track them in your head, but it's really important to write them down. You have to write them down because otherwise there's no way of tracking them. And we're looking for trends. Are you trending up or are you flat or are you trending down? Question 28, are both of those numbers growing month on month, even if slowly? You have to track it so you can see if they're growing. And question 29, when a prospect goes quiet after being engaged, do you have a process for gently re engaging them rather than just hoping they'll come back to you? People go quiet for a number of different reasons. You know, we all have trends and things that are big for us, and then we move on to something else. And that conversation, you know, it could be that they've decided not to move MSPs for a year or two, they've signed a contract with their existing supplier again, and that's why they go quiet. But wouldn't it be good just to know that? And really the process is pick up the phone. You know, if you've had a meaningful conversation with someone and they've ghosted you, it's gone quiet. Just pick up the phone and just say to them, or send them a voice note. You know, send them a text message, voice notes, or WhatsApp. If you use WhatsApp in your area, send them a message and just say, hey, I haven't heard from you for a while. Just, just wanted to check in, see where you're at. If it's not something you want to look at now, could you just let me know and I can come back to you next year? There's nothing wrong with asking that. [00:27:02] Question 30, could you look at your pipeline right now and name at least three warm prospects who are moving towards a conversation with you? So this is the kind of the are we filling the pipeline question. And if you couldn't name three of those people, then obviously you need to do more work getting more marketing qualified leads and more sales qualified leads. I know most msps don't have enough leads. That's the whole purpose of this podcast and everything I do with my members on the MSP Marketing Edge. But it's really important that you track these things and you're Looking at these things on a weekly basis because if you don't have enough people, don't feel down about it, just take action to get more of those people into your marketing funnel. Right, that's section three done. Note your score there. How many yeses did you get out of? [00:27:48] Let's work out your score. [00:27:51] Okay, so add up all of the yes answers across all three of those sections and you want to work out how many yeses you've got. Now, if you've got 26 to 30 yeses, then you have a solid lead generation engine. Don't change anything. Well, you can tweak it, you can improve it, but it's, it's good, it's up and running, it's firing on all cylinders. You've got good audiences, you're nurturing them consistently, you've got a process for converting warm relationships into meetings. You can feel smug, you can feel happy, and you can move straight on to next week's episode 352, where we look at getting the first purchase over the line. We're also going to look next week at account management and upselling. More on that in a second. Now, if you're scoring somewhere between 18 and 25, then the engine is running, but maybe the one of the cylinders is misfiring. I'm not really a petrol head, a car person, but you get the idea. Some parts of your system are clearly working, but there are gaps in and I'll be honest, that's costing you leads. So go back through your no answers and just try and find two or three fixes that you think will make the biggest difference to building those audiences, growing the relationships and converting the relationships. And then if you've got 10 to 17, you've got an engine but it hasn't been switched on. So you've got some activity happening, but it's not consistent or it's not connected enough to generate reliable leads. And consistency is almost certainly your biggest problem. So pick one channel, commit to it, and it's probably LinkedIn. Commit to it, show up every single day and just build from there. And then if you've got under 10 yeses, well, you haven't built your engine yet, but that's okay. That's exactly what this audit is for. And actually, I can help you if you go onto my website, mspmarketingedge.com 3step mspmarketingedge.com three step and it shows you how to implement my three step lead generation system. [00:29:38] So that is part two of your marketing audit with done 30 questions today over the three sections. And now hopefully you should have a really clear picture of whether or not your lead generation machine is actually working or just running in the background making some noise but not actually producing anything. The no answers are the areas for you to look at. So next week in episode 352, we're going to finish this three week audit talking about revenue. How do you get that first purchase over the line and how well are you doing with it? How how do you keep your clients so happy they never ever leave, but it's essentially retention? How do you make your retention bomb proof? And also how do you grow the value of the relationships that you've already got? How do you get them to want to buy more from them? We're doing that next week and I'll see you then for MSPs around the world. Round the World, the MSP Marketing podcast with Paul Green.