About This Episode

It’s our 100th episode of MSP Business School and we couldn’t be more excited to be joined by Ed Carroll and Jeremiah Smith of Edison Marks, a brand new company that’s promising to be a major disruptor in how MSPs operate in the sales and marketing space.

Buckle up and get ready for a few “ah-ha!” moments of your own as you listen to this exciting interview.

2:59 – Ed and Jeremiah start us off by sharing how over 30 years of friendship, 15 years of experience, a great conversation, and a cup of *ahem* coffee can be the perfect ingredient list for a great idea that turns into an incredible company.

8:56 – Ed and Jeremiah share how they were able to utilize their unique experiences and skill sets to develop a tool that helps small businesses get the cybersecurity they desperately need while helping MSPs solve the problem of client acquisition all at the same time. Jeremiah references episode 96 with Allan Jocson of Agilitec.

12:46 – Jeremiah explains the concept of cognitive overload and how they help MSP owners overcome that challenge with prospective clients. He shares how they use social pressure to create a conversation starter that tackles the issues of cybersecurity without requiring small business owners to become cybersecurity professionals.

16:32 – Brian asks Ed and Jeremiah to break down exactly what it is they send out to small business owners and how it directly helps MSPs with customer acquisition. Robb shares how snail mail helped cut the time to target in half.

20:57 – Robb asks Jeremiah and Ed to clarify when in the prospecting process their tool should be used. Brian shows how you can use Edison Marks to take a potential client from prospecting directly into account management.

26:30 – Brian and Robb turn the tables to ask Ed and Jeremiah two devil’s advocate questions: what do you do when someone gets offended when they receive this product, and are they ready for explosive growth? Jeremiah reminds listeners that a negative response is always more valuable than silence.