EP085 – Meeting Your Customers Where They’re At by Nate Freedman & Ian Luckett

<div style="font-weight: 400;"> <p><span data-contrast="auto">As usual, Nate introduces and lets us know a little more about himself, who he is, what he does, and how he helps MSPs with Marketing.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="auto">Kicking off the episode, we then go straight-talking about one of the strategies from the whole marketing toolbox. I ask Nate how he came about with this whole concept of meeting prospects and customers where they’re at. Nate says this is something that he’s learned seven years ago from his sales coach and his mentor.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="auto">It’s something that he has seen being done by a lot of their MSP clients. When a prospect comes to you for a one-off need, meeting them where they’re at is all about seeing the bigger picture. It’s about bridging the gap between that one-off need to an ongoing strategy to scale and grow.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="auto">Nate and I then tackled how it connects to the sales process that follows where you continue to nurture, build relationships, and offer value. Nate then explains how it does connect, what to do on these next steps, and why they are important. He highlights that one of the best core values for an MSP business to have is ‘Help first’.</span><span data-ccp-props="{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="auto">It's not about selling, it's about positioning.</span><span data-ccp-props= "{"201341983":0,"335559740":259}"> </span></p> </div> <div style="font-weight: 400;"> <p><span data-contrast="auto">We then talk about conversation around value alignment. Nate says that for an MSP to know whether their prospect is a break-fix client or no