Laura walks me through her “Know, Grow, Scale” framework and how most MSPs are trying to jump straight to lead gen while their business is still “root bound” at the foundation level. We talk about diagnostics, digital health, differentiation, and why your website, offers, and content have to actually say something meaningful before you ever expect your marketing to convert. We also get into mindset: the difference between a 500K MSP and a 5M+ MSP, and what it really means to be “growth ready” as an owner. Laura shares some spicy takes on overhyped Google Ads, what “AI searchable” really means for MSPs, why you should talk about pricing, and how to move forward if you’ve already been burned by a marketing agency. Chapters 00:00 MSP Marketing for Real Growth: Month kickoff 01:00 Why I brought Laura Johns on to talk real MSP growth 02:30 Laura’s journey from telecom and MSPs to The Business Growers 05:20 What actually makes this MSP marketing approach different 07:50 The “health score” and the Know–Grow–Scale framework 11:20 Why “set it and forget it” marketing fails most MSPs 13:20 Cold calling myths and the 3–5% ready‑to‑buy reality 14:35 Who this works for: from 500K MSPs to 25M providers 17:10 2x vs 10x mindset: how serious are you about growth? 19:40 Spicy take: why Google Ads won’t save a broken strategy 22:30 What being “AI searchable” really looks like for MSPs 23:50 Talking price, filtering bad leads, and better-fit clients 26:30 Burned by a previous marketing agency? How to reset 29:10 Competition, geography, and why differentiation wins 36:00 Doing what works in your market vs staying stuck 38:00 Laura’s final advice: get a real diagnostic before you scale Guest: Laura Johns, The Business Growers Website – https://thebusinessgrowers.com LinkedIn – https://www.linkedin.com/in/laurapickardjohns Get More MSP Leads (podcast): https://open.spotify.com/show/1Awr19JiyZz3UBJxXlPNg7 Shout-outs Lydia Walker,: https://www.linkedin.com/in/lydiaawalker Companies / Vendors / Products / Books Get More MSP Leads (podcast): https://open.spotify.com/show/1Awr19JiyZz3UBJxXlPNg7 Endless Customers (Marcus Sheridan): https://amzn.to/42WJbvG They Ask, You Answer (Marcus Sheridan): https://amzn.to/4dw7ExZ 10X Is Easier Than 2X (Dan Sullivan): https://amzn.to/42ixXBA === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

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