Wall of Love

Video transcript: Hey, my name is Nathan with Groves Technology. I'm an IT MSP out of Downriver, Michigan area. So I just did my first donut run, and it was interesting. I was a little bit nervous at first, but after I did a couple of runs, I kind of got used to it. The script was definitely helpful. I used Timbits for it, and everyone was excited about the Timbits. I actually had one of the clinics say that they were starving, so I definitely made a friend that there. So overall, I got a couple of hot leads, actually, and then found out some valuable information with some being corporate and other ones kind of didn't know anything and they didn't have an IT guy. So here I am. Seven leads or all seven people that I visited and got a couple hot leads off of it. So definitely worked out better and gonna be doing 10 tomorrow.

Video transcript: We're going to Porto's to pick up cheese rolls for law firms and then we'll be heading to law firms in the area, spreading joy, spreading Portos, spreading cheer. And introducing myself. Build rapport, collect recon. We got the tablet, we got our Claude note taker, we got our Google Maps set up that we custom made for Artie's HubSpot, and we got it on the tablet. So we shortlisted a bunch of law firms. 11 to 50 employees. Some of them we know, most of them we don't know. So we're going to go confirm they have the employees that we think they have and then build reports like recon. Let's hit. We just did four in a row. You've broken the ice. What's your take so far? It's easy. When you're taking something that people love, that makes it easy. The first target that we had on our Google Map. Solid. The business directory in the the foyer of the business park that we're in had all the businesses, but then all the partners of the law firm's names were listed. So we knew how many partners were at each firm. So we just did the ones that had more than three partners. Killer.

Video transcript: You're catching up with us in Bakersfield. We got a trunk full of donuts. I'm here with Daniel Burgess from Golden Hills. IT we're going to jump into Staples, Office Depot, print off some more scorecards, and then hit the second half of the day of donuting. Daniel, talk us through exactly what went on today. We met up, started prospecting, showed up to their offices with donuts, immediately got smiles and good reactions and had some good conversations. Based just off that icebreaker of bringing some donuts, we hit 24. 25 locations, 25 attempts, probably 20 engagements, which is killer. Biggest lesson of the day, just got to get out there and just talk to people and, you know, be willing to be human. The act of going face to face, the human to human interaction spurs opportunity. You're not always going to get the last one that we just had where they said, we just had a meeting, agreeing to get an msp, you're not going to get that every day, but you'll definitely not get it if you talk to no one.

Video transcript: I'm Paul Behrent from NetFi Pro IT Services. I saw Donut Dave's Walk around with Donuts. I thought, well, I think I can do this. So I got nine boxes and delivered them, and I got one person really interested. So it's super exciting, and I'm going to do it again. I got to listen to names off the Internet from Michael McKay. I'm doing an event with an association, and I'm trying to get notoriety before the actual event so when the event comes, they know who I am. And then hopefully I can hit the seven touches early on and then move them along the pipeline into actual customer. They were very happy to see the donuts. I didn't have a script, so I just walked up and said, I'm here with some donuts. And they said, okay, that was it. And then I went ahead and gave. It's like, here's my business card. Here's a pen. Here's some sticky notes. You know, just let you know who I am. The donut idea is fantastic. The feedback is, keep doing it. Keep doing it every week or twice a week. At least it works.

Video transcript: Hello, my name is Martin Kuimjan, and I'm here from Logix Technology. We're here at the Oil sands expo in Fort McMurray, and we had a great show. We met a lot of customers, we showed them their cybersecurity scores, and we helped increase awareness around cybersecurity for all of our customers here. What we learned is that customers do have a big need for cybersecurity. With the help of Iceberg Cyber and Mike, we essentially showed them their cyber score. We found some were doing great, some not so great, and we're looking forward to help them learn and grow and enhance their security with our services that we offer. We look forward to meeting them in person, following up with them, and talking to everyone. Thanks for your help, Mike. Really appreciate it. Thanks, guys.

Video transcript: My name is Sean Noble. I'm the founder and CEO of Unison Technology Solutions, and we are here in Tucson at the Southern Arizona Tech and Business Expo. We're here to try and meet other fellow business owners that are struggling with cybersecurity or technology issues and help them improve their cyber hygiene. We're also out here doing cyber scores to check and see if information's leaked on the dark web. It's been a lot of great conversations and looking forward to making some more connections. Since October is Cybersecurity Awareness Month, what's the number one thing that you can do to improve your cybersecurity hygiene? That's at mfa. Whether it's email, banking, social media, if you get it on all those accounts, that's going to get you most of the way there to getting your cybersecurity hygiene where it needs to be. I'm Sean Noble, signing off here in Tucson. See you next time.

Video transcript: Hey everyone, it's Scott woods with its. I'm out at the new Verizons golf tournament. They put this on every year. It goes to a great cause which is helping people with disabilities find job placement. So we're super happy to support them. This is our first time coming out. We got to Talk to over 50 different people who work in all different types of businesses. They're in hr, general contracting, mechanical engineers. We even talked to a magician. We're here revealing people's cyberscore, uncovering those hidden threads, finding some passwords on the dark web. And Anheuser Busch is also here. They're one of the big sponsors. So this is a great tournament. Vibes were immaculate and everybody's energy was really high and they wanted to engage with us which is all we can ask for. So people probably know about its a little bit more than they did before and that's an achievement in our book. Look forward to doing this again. Thanks.

Video transcript: Foreign. Part of the risk reward of golf tournament prospecting. You might get rained out. We still got four hours of handshaking and networking and prospecting under our belt this morning. We're waiting till it lets up a little bit, then we're gonna go see all the golfers at the clubhouse. We just finished up the golf tournament here in Titusville. Chamber of Commerce, fortunately, got rained out, but had a great time, met a lot of great people, and we can't wait to see you all again.

Video transcript: Hey, it's John Lowery with Big Water Tech from Twin Beach Golf Course out here with the West Bloomfield Chamber of Commerce. Nice day out into September. Heading into Cyber Awareness Month, we were asking people to make sure they have strong passwords. Using Multi Factor Authentication and password managers is a wonderful cybersecurity. So the single best thing you can do, the easiest thing you can do, is set up Multi Factor authentication for your email, your bank account. Everyone has access, whether in Google or Microsoft. If anyone's interested in finding out about their cyber security, bigwatertech.com get your cyber score. All you need to do is input your domain and we will send it to you. Thanks, everybody. It's John Lauer from Big Water Tech out here in a lovely day. Hope you have a great day, too.

Video transcript: I'm Chris Doucette, I'm the VP at supercity OS and we are out today on Old Ashburn for the Northwood Live More Invitational. Been having a great day meeting with different business owners and different people looking to a play some great golf but also get their cyber score. One of the great things for today is we get to see where a lot of small businesses are in their IT security posture. October is cybersecurity month, so we've been doing a bunch of awareness around getting people ready for that. We met with an architecture firm today. They've reached out to 20 people. They started using somebody internally to do some things. So we were able to show them with their cyberscore a couple of small tweaks they could make to really, really raise their score for the future. So the Northwood Live More Invitational is the support of the Northwood Foundation. Northwoods has been a client for a very long time and so we're more than happy to be one of the sponsors here and to help bring awareness for long term facilities across Nova Scotia.

Video transcript: Hey, everybody. This is Mark Schilling with Schilling It. We're at the Northwest Indiana Roundtable hardhack golf event supporting five different charities. Plenty of companies out here, over 500 golfers. It's been a great day. Just meeting with a variety of different construction companies, owners, employees, talking about their cybersecurity posture. Got a fun tool, exposing their dark web breaches that I'm just completely blinded to and giving them some information to help them along the way, and then just connecting, watching some people kill it and some people hitting it out in the water. Been a great time out here, and we just appreciate the Northwest Indiana Roundtable and what they're doing in the region.

Video transcript: Hi, this is David Schultes from Red Panda Systems from the World Market Trade center in downtown Las Vegas. We had a really good event. We met a lot of great people, a lot of different vendors. We're super grateful that we're able to all be here together and that we were able to get Michael from Iceberg to come out and help us. We were able to use a tool from Iceberg was super fun to guess. They got to put in their website and it spat out a report that showed if there's any compromises, any vulnerabilities from a business owner perspective, but from somebody that really cares deeply about cybersecurity, was the interest that people generally have in being able to create conversations. We're able to report these things and help people out, inform them of what to look for, what they could do to help themselves, and eventually and hopefully that Red Panda Systems might be able to offer and help them out.

Video transcript: Hey, it's Daniel Burton from Golden Hills it. We're here at the California Special District Association's annual conference in Monterey, California, and we've been speaking with special districts about their Cyber Scorecard, different concerns they might have about their IT and how we can help them solve those problems. We had some great conversations about people's technology. We've been talking to them about their records that can allow or disallow email impersonation and what that means for them and what that can mean for their communities that they serve. There were five other MSPs here. We walked around. We've been paying attention to them. We didn't see the type of crowd we were gathering here. We had a lot of individuals who started cheerleading and champion for us. The Cyber Scorecard and what we were talking about had to have something to do with that. We have 30 to 45 individuals who have actively asked for us to contact them next week. We came into this not knowing what to expect. And I'm going out of this expecting deals. So my job's not over. I now have to take all of this information I've gotten from all of these people I've talked to and help teach them how to buy services like ours. If we missed you, head on to our website, goldenhillsit.com you can run the Cyber Scorecard directly from there and we can still have a conversation. Thanks for coming by and hope to talk to you guys soon.

Video transcript: Hey, it's Brian with Awesome Tech over here at the East Orlando Chamber of Commerce Business Expo. So we're out here checking cyber stores. We got to run1comfortkeepers.com out of over 100 total email addresses, we had 673 dark web breaches. This means that the bad guys know this company exists. So this would be a good company to go after because, one, they're probably reusing their passwords. Two, they're not so much paying attention to what they do. But I will say a really good thing for this company is that they do have their email impersonation security on there. So you might not receive a spam email from them, but they could, you know, release information out to the bad guys. If you're in the area, swing on by. We'd love to chat to you about it.

Video transcript: Hey, it's Craig from onnit. We're here at the Dave Mackey Memorial Golf Tournament in Belleville, Ontario, at the beautiful Black Bear Golf Course. And we're providing cybersecurity scorecards for small, medium businesses in the area so that they can understand what's available about their companies on the dark web so that they can better protect themselves. One of the things we did today was we did a cybersecurity scorecard for an insurance company. And what was shown in that security score was that the president of the company had 18 security breaches that they did not know about, and they left here knowing which passwords they need to change to better protect their company. Lots of folks reuse passwords over and over and over again, and the cybercriminals know this, so they just take your username and your password and they try it on multiple different sites, whether it be banking sites or common sites that people use, hoping to get in there and steal from you. So it's really important to know which addresses of yours are out there and which passwords you need to change. If you'd like your own CyberSecurity Scorecard, visit www.onnit.ca and you can get it.

Video transcript: Hey, Rick Ervin, West Michigan Tech Services. We are here today at the South Kent Chamber of Commerce annual golf outing on the spot, doing dark web breach scans, cybersecurity scores for all of the golfers who drop by, giving away a summer survival pack, letting companies know that they have usernames and passwords out on the dark web. But check this setup out, man. They're able to see this right here on the golf course. Really grateful for the South Kent Chamber of Commerce hosting this annual golf outing. Glad and proud to be a sponsor of a hole, hole 14 this year. Let us run your cyber security score for you and make sure that your company is protected.

Video transcript: Iceberg Cyber has been a fantastic addition to our sales prospecting toolbox. We stumbled across it as recommendation from a peer group, another buddy of mine, implementing it and it was fantastic. Out of the gate, it was simple to set up, roll out and get an operation right away. It took no time at all to start utilizing it. Mike has been fantastic to work with, spends a lot of time working with me, helping make sure that we're getting the most out the product. I think this is really critical because a lot of times a lot of MSP sales prospecting tools just end up getting dust on the shelf. You implement it, you lose some steam and then you're not getting value out of that. But for this, the product is simple, it's effective, and for us, it's helping my reps get in front of the clients. The reps are able to easily open up conversations with prospects with real life data. There's no you should be afraid of this or intangible things that the customer can't even think about. But rather we're coming in with real life, real world situations that they need to be aware of. That puts us in a position in which that we're the trusted advisor, you know, we're the expert in the room, we're helping make them successful and stronger as a result of it. You know, I'd highly recommend that any MSP that's struggling with sales, any owner led, principal led, someone who just doesn't really know where to begin, engage with Mike, you know, take the time, ask them, give it a trial. And I think that it's well worth every penny that you put into it and a great tool in the toolbox for everybody out there.

Video transcript: All right, we're here at the LA Sales Tactics Workshop. I'm here with Mike. The two mics. Mike, what'd you learn at the workshop? Oh, man, you know, it was great because most of my experience as an engineer, being an it, so engineer, going to sales, and I think what I got out of this, that was really helpful to me was some insight, you know, around the mindset that you want to have when going and communicating, you know, with leads and prospects. Something I had never even thought of. I think one thing I realized is that a lot of the actual accidental, maybe successful outreach I've had on LinkedIn, I can think back to him like, oh, that's because I accidentally did what you guys were actually teaching me to do. So yeah, it was great. So what were your big takeaways about the LinkedIn Playbook aspect? Yeah, well, now I actually have playbook and some, some tactics to follow and knowing what I should do and not just kind of throwing some stuff out there and seeing what works is what I have been doing. And so of course, results of that have not been very good. Did you get your drip of my profile set up? Yeah, set up. I already have a campaign going. I actually turned it off because I was like, maybe I should double check what the heck I'm doing here. Okay, just start. Starts going nuts. That's how hands on we got. The objective was you come to this two hour workshop and this box is ticked. Mike arrived, we went through the instructions. He set up an outbound campaign tomorrow morning at 9am when the schedule starts. He's going to be sending automated connection invites to new prospects on LinkedIn. Yep. Sweet. All right, tell us about the riches and the niches part that you took away. Oh, man. You know, we work across a bunch of different industries, but one thing we've actually been thinking about a few different, like, specific niches to go after. And there was no real kind of thought or like strategy behind that. But now I can, I can clearly think about maybe two or three different niches that we already work in and that we want to have a strategy of going after them. Once again, now we have a playbook and some knowledge about it, what to actually do to go after them. And the formula is pick the niche, find the line of business application that that niche works on the most. Now in our example, we were talking about the H Vac service companies. Their line of business application is Service Titanium. That's, that's step two. Find the business associations for that niche. That's easy, you know, like the H vac association, the state level, or whatever. And then three is find a YouTube channel or podcast that speaks to that niche. What vertical do you like doing? Just pick one of the ones that you like. You know, I think one that we actually get a lot of margin on is animal hospitals. Okay. Yeah. Okay. So we're talking vets. Is the difference between vet and animal hospital. I mean, maybe, but what's the primary line of business application Cornerstone. Cornerstone is what it's called. Perfect. So there's one angle cornerstone. I'm sure there's a state level animal hospital association and either the Cornerstone YouTube channel or find some Day in the Life influencer that does animal hospitals. That's unlimited marketing content for you. You put that on your website, you use that in your hooks, There's a great lead magnet for you. Yep, right on. Mike, great to have you at the workshop. What would you say to someone, this is our first of the roadshow? What's your takeaway from them? Oh, man, for a couple hours. Absolutely. Worth the time for sure. Especially I think I can already see us potentially converting some leads. I'm like, man, So I had to spend an hour in traffic and a couple hours of my time here, well worth it. Easy return on investment. There we go. Stay tuned. We're coming to a city near.

Video transcript: Where do I even begin to thank Michael for everything he's done for me? When I told him that I was sponsoring a hole at a golf tournament for one of my clients, he offered without hesitation to fly down on his own dime to help me pass out Red Bull to the golfers and drum up some business. I felt a little guilty at first to accept his generosity, but my wife assured me that it was invaluable offer that I couldn't pass up. So I said yes. It's probably one of the best decisions I've ever made as an entrepreneur. I was nervous leading up to the event as there was a lot of time and expense in planning for everything. Never done anything marketing on this scale before. I had koozies printed up with the cyberscore QR code printed on the back, embroidered baseball caps, custom table cover with my company logo and 102 sided flyers printed up with for the goodie bags, I gave away a drone to one of the people that dropped their card in the fishbowl. All of this had me anxious to the point where I wasn't sleeping well for the entire week leading up to the event. But I knew that the rewards were going to be greater than the risk. So I pushed through. I met up with Michael the afternoon before the tournament. I took him out for some Texas barbecue. We talked hockey and he put my mind at ease. He helped set the expectation that this is just the start of a three to six month dance with my potential clients. I shouldn't put pressure on myself to sign them up right then and there. That alone made climbing the hill that much easier. It was still tough getting to sleep that night, but I managed. I woke up before dawn ready to take on the biggest challenge of my career. We made it down to the course and he was right there helping get everything set up. Got the flyers loaded in the golfer bags where were whisked off to what was the best hole on the golf course. Right by the bathroom where golfers would stop and we could greet them and meet them with a nice cold drink. Michael was the perfect wingman. He was acting as a member of team partner, but he let me run the show. He helped hype me up and let me shine in the moment. I had a few nerves greeting the golfers, but I got a lot of fantastic opportunities to make connections out there on the course. I'm particularly proud that I drew interest from the president of the national organization that was hosting the event and he was interested in discussing business opportunities with me. That deal alone will be life changing for me, and I wouldn't have been able to do that and be at my best that afternoon had Michael not been there to provide the rock for me to lean on. Going forward, I'm going to take a lot of the advice that he offered between sets of golfers. I'm going to shift the focus of my website to point to specific verticals I want to serve. I'm going to reach out to the vendors, the largest software products from the industry and feature those on my site and my social media posts as well. I'm going to have photos of myself featured on the site and in my literature as I agree with what Michael said that my clients are buying me, not generic computer service people. It's my story and my experience that'll sell my business and I need to place myself into that picture. I'd say that I was really lucky that Michael offered his help, but he's right there as well. Luck happens when you're prepared and persistent. If I keep plugging away and doing the right thing, great things are going to happen for me and for my business. It's not that I was lucky, it's that I was fortunate to have Michael's help this weekend. If you are fortunate enough to spend some time engaging with him, take it without hesitation. He understands that you get back out of life what you put into it, and he's a fantastic coach and a great entrepreneur. I recommend Iceberg Cyber to all MSP owners as it's the perfect icebreaker to begin the conversation with prospective clients, but that's just the tip of what you receive when you're on his team.

Video transcript: I'm mckenna Hart from dependable solutions. And I'm Tricia Kendall from dependable solutions. So what I really liked about using iceberg was the fact that I didn't have to be a slimy salesperson. And I was able to be like, let's take a look at what you've currently got going on, and let's see how we can actually help you today. We're not looking for anything. We're not asking for a commitment. We're just saying, hey, what can we help you with? Let's look at what you're doing, and let's see what you're doing. Right. And let's see what you can improve on, and let's get that information to the right people through iceberg, which makes it really easy by just downloading their report card, basically. And I really liked that factor. Cause otherwise, I feel like I don't have anything sincere to say to them when I'm trying to just do a sales pitch. We could send an email to you to send to whoever is your IT person to get these things corrected. But that was also my foot in the door right now. I already am contacting you now. You've went from a cold lead to a warm lead. We've established a relationship. And so that was a great foot in the door. Where normally if someone's like, look, we already have it. It's like, okay, we'll have a great day. On the marketing side, for me, this kind of played as a lead finder. I didn't have to go pay for a list. Yes, we did get the list coming into here, but right away, when they put in their website, we have all that information. That was probably one of the most beneficial aspects to me, I had it all right there in their email. That was the quickest I've ever done that in a conference. It was an eye catcher right away, too. Big screen, big score. Looks like a credit score. People are like, well, I want to know. I want to know what my friends know. It turned it into not only a game, but an educational experience for myself and for everybody that was in this conference. So I would recommend, I would use again, this is a tool that I'm going to be using every conference that we go to. It kind of opened up the door for us to be able to say, to hear from them what the problems were that they were facing within their communities and think about ways in which we could help without it being a sales pitch. Right. Because the end of the day, we just want people to be safer and being better at their cybersecurity. So that was a great lead that we kind of didn't even anticipate that came out of this. I think the score got them. Once one person did it, they brought up their friends. Everyone had to see after that, and it came from vendors and attendees. Everyone was just very curious. And, I mean, our platform can help any of them. We're just trying to get our foot into municipalities right now.

Video transcript: If something happens and this company has to file an insurance claim, if they don't have proof that this was done, they are not covered. That's the bottom line. Most people work from home with their personal computers. What do they do with those personal computers? They access company data, whether VPN or whatever it is. How do those companies ensure that those devices are protected and the data that they're actually touching is secure? Where in your HR policy does it say that your staff have have to use company devices? Or where does it say in your HR policies that staff using personal devices have to get security protections in it company security protections.

Video transcript: One of the things that is always said is, AI is going to take my job. No, AI is not going to take a job. AI will make your job a lot easier. But if you are a company or an individual who is not actually grasping the concept of AI or trying to use AI, yes, you will be left behind. Does it mean you're going to lose a job? No, not at all. Does it mean that you're going to struggle to actually do things more efficiently? Probably. AI still needs to be managed, AI still needs to be implemented, AI still needs to be functional.

Video transcript: Sorry, folks, but the managed service providers are not the ones who tell you how to run your business. You are. They're there to support you and help you. So if you can tell them what it is that you need, we can absolutely do that. And we can advise you and we can make suggestions like I've done with my clients. But at the end of the day, as you, the business owner, you've got to make that call yourself, and we will support you on that call.

Video transcript: If your email is not authenticated by the email servers that receive your email, it's going to be marked as spam. You're saying that legitimate emails, because they're not meeting this new Gmail thing, which you can expand upon, they're going to spam. Correct. So if your email is going to a Gmail account and it's not meeting their regulations, they probably are blocking it completely and it's probably not even been delivered. Because now, as business owners, we now have to monitor not only your inbox, but now also your spam folder. That is a real, real pain.

Video transcript: Did you say that your first client is still your client now? Yes, that started about 2017 when I first started Cybertlick. I know what people are doing with data. So yes, it's a close relationship. And you know, that's what a managed service provider is. That is, that's the relationship you go in when you're talking about having a seven year relationship with another business. And you're so intimately connected with them because you're managing like everything that is digital for them. You're an integral component. This is more than just like an outsourced service provider. You have a close knit relationship with them. Some companies might just want a managed service provider to help with their email, in which case you do that. It really depends on what the client wants.

Video transcript: The saying where the client is always right, that is absolutely wrong. So whether you're an msp, whether you're a client working with someone, or whether you are the client yourself, the client is always right. Is not correct, is wrong. But here's the caveat. But what the client wants is always right. So if a client wants xyz, that is what they want. Give it to them. Does it mean if they do it incorrectly or if they implement it in a manner that is unsafe, does that mean they're right? Absolutely not.

Video transcript: You found me. What was going on in your life before? What triggered you to think about making a change? You provided a free way to have a place where my customers or prospects can put in their web address and be able to see their cyberscore. As we started looking into that, you also had a secondary option that allowed us to get a sensor to put on the customer's network to then further show their cyber risk or what that looks like and be able to have a detailed report and everything. To me, I think it's more a true real world scenario of what is a hacker going to see comparative to an application that you're putting, maybe in a controlled environment. Your sensor, you plug in, leave it for 24 hours, you come back and there is beautiful amount of data to be able to show the customer with a great report. Very simple export. So it was a simpler process for us to get that data than what we're trying to do with the software application before. What got you thinking about this for your process? What's it doing for you? I think it's starting to have customers see data that make them ask the question. They may not understand the technical parts of email deliverability. Okay, but if they see, hey, your emails may not be delivered. Whoa, whoa, whoa, whoa. I need my emails delivered. Why would they not be right? Just the educational piece of that. It helps questions being asked and takes education over time with customers. So the fact that your very simple solution provided all that, if they get that report from you and they don't do anything, then you can put them into a drip campaign that really then helps. Again, the education part is so important to me. I can't speak to all my customers fast enough to help them stay up to date on all the changes that happened in our, in our industry.

Video transcript: Alright, we're going to go through three steps that an MSP from Denver used to upsell $2,000 in an hour worth of effort. Step one went through his warm list of contacts, chose 20 that he hadn't spoken to in a while. No overthinking it. He just choose 20 people. Step 2 He created their cyber scorecards, saved them as PDFs, and emailed them talking about some of their low hanging cybersecurity risks. He was doing community outreach, wanted to make sure they knew about their risks. Step three he jumped on the phone with four of them that responded. That's a 20% response rate. Out of those four, two people booked break fix projects worth $2,000. That's $2,000 worth of in an hour's worth of effort. Not a bad deal. And if you look at these projects as a start of an upselling campaign, that's client finance acquisition, cyberpowered prospecting.

Video transcript: This one's how to Turn Popcorn into Profit. Last week I was reading through Joe Girard's sales book from 1977. One of his tactics was to walk into a business with a dozen donuts, introduce himself, make the warm connection. Fast forward 47 years and one MSP in Connecticut is doing the exact same thing. He spent the day doing the walk and knock with local businesses walking in with a smile, some popcorn, and their cyber scorecards. Said he was doing some community outreach to help other business owners understand their cyber risk. Left his business card, followed up a few days later. One of these businesses turned into a new client worth $1600 in MRR. That's $20,000 in a year with just a day and some popcorn. Joe Gerard would be proud.

Video transcript: Hey, MSPs. If you're outsourcing cold email marketing to an agency, you're going to want to listen to this. Make sure they don't use email open rates as your performance metric. Here's why. Microsoft Outlook's Safe Links program automatically opens emails and clicks links to check them if they're spam or phishing. You don't believe me? Here's a shot of our mailchimp newsletter from this past week. Here's one of the emails we sent out within minutes of reception, 12 opens and two link clicks. The kicker? This person doesn't work at the company anymore. No one's opening these emails. That's why open rates are complete fluff. Only focus on the response rates and make that your key performance metric. Good luck.

Video transcript: Okay, here's a harsh reminder of why you got to look past the vanity metrics, especially when you're doing digital advertising. This past week I was looking at our Google Ads. Thought they were doing well. Bunch of impressions, around a thousand clicks. Woo. Then I watched some of the session recordings in post Hog, the web analytics software that we use. No one was spending more than like two seconds on the landing page. Looked at Google Ads. All of the clicks were from midnight to 1am Coincidentally, the window of time when the ad campaign starts every day. That's all junk bot activity. The lesson look past the vanity if no one's putting their contact information in, the ad campaign is not working. Good luck prospecting.

Video transcript: Passwords, phishing, and patching. They all start with the letter P. These are the top three things bang for your buck that will defend any small business from the majority of cyber attacks. Passwords Number one Having a unique, complex password combined with multifactor authentication will save your butt. Second P Phishing. This is something that we all live with. Training your employees to spot scam emails. Feel comfortable talking about scam emails and knowing what to do? That's going to save a ton of headache when it comes to cybersecurity. The third P is patching. Patching is just a convenient P term for keeping your stuff up to date. All we have to do is go into the settings, check for updates, install them, and then reboot the device.

Video transcript: Passwords, phishing, and patching. They all start with the letter P. These are the top three things bang for your buck that will defend any small business from the majority of cyber attacks. Passwords Number one Having a unique, complex password combined with multifactor authentication will save your butt. Second P Phishing. This is something that we all live with. Training your employees to spot scam emails. Feel comfortable talking about scam emails and knowing what to do? That's going to save a ton of headache when it comes to cybersecurity. The third P is patching. Patching is just a convenient P term for keeping your stuff up to date. All we have to do is go into the settings, check for updates, install them, and then reboot the device.

Video transcript: How's it going with the list that we had with the cold emails? Yeah, so I pretty much have sent all those out. Honestly, for the last, you know, the last batch, I think it was eight or nine that have. The last seg. The last part of that batch that I sent out, I've gotten four customers out of the totals that I've sent out so far.

Video transcript: One of our customers we deployed this with was one of my least paying monthly revenue customers. They were one of my oldest customers and I hadn't increased prices for many years, but this actually doubled my revenues for that customer. It's been really helpful to use it that way. We've probably increased our revenues by 1500-5000amonth for our customers just from using the reports. Have been easy to get a quick sample report for the customer and to understand how exposed they are on a couple things. We've used the cybersecurity report to really upsell our clients. It really helps generate more business for us moving forward.

Video transcript: It literally took me less than two minutes. It's at least somewhere between 10 and 20 employees, and that's a couple grand a month. An actual prospect reached out because they were having issues with their website. I asked, are you comfortable if I just do a real quick security check on your website? We use Iceberg Cyber, and I was able to get a really nice report out to them. She loved so much so that they came to us as a prospect to do some web work. They told me they have been looking for another IT company, so that was a win. I'm excited to actually keep using that for more prospects and leads and stuff, because it's just an easy way to get into a conversation, talk about security, and just open that door. I just have so many ideas revolving around being able to use Iceberg Cyber to do that.