Modern businesses require the right technology today, more than ever before. As an MSP business, you have to make sure your managed services marketing team gets everything right from the initial sales pitch with a potential client. The fact is, small businesses are searching for solutions that are going to steer them in the right direction, quickly. Companies desire solutions that make their business easier to manage, such as the cloud and mobile technologies, but that also maintain cost efficiency.
A major problem with some service providers today is that they focus on just the point of sale, without taking the time to clearly understand what their customers want and what technologies they need. There is always room for improvement when it comes to the techniques used by a managed service provider. Improving and changing techniques can help ensure the services are viewed as valuable to potential clients.
Professionally Handle Cost Queries
It is important to always remain prepared for new customers who raise objections to the offering of monthly packages. It is only natural for customers to seem alarmed by the price at first. Typically, they are going to mention other service providers offering the same technology, for lower prices. Many customers don’t fully understand the concept of the value associated with monthly service plans. Take some time to educate them about the value, and, when this is done effectively, the price is going to become a secondary concern.
Cover Customer Anxieties to get a “Yes”
Acquiring new customers is not an easy task. They are likely currently using the services of another provider, and you have the task to show them the value of your service. When you give your best sales pitch, and the customer responds saying they are satisfied with what they currently have and that your services seem too expensive, you must reevaluate their satisfaction.
You and your managed services marketing people must understand the importance of knowing how to reassess customer satisfaction. When you do this, you are going to explain to them what “exceptional services” really means:
• Outstanding collaboration and customer support
• Improvements to technology and software used
• Excellent communication and constant feedback from the customer
It is also necessary for you to redefine the real costs of IT services:
• The subscription service pays for more than just the actual service; it provides customers with peace of mind.
• The subscription fee covers an entire IT team. Ask them to consider the cost of having an entire IT team on staff.
When you take the time to educate a potential client about the value of your service, it helps them better understand the value they are paying for with your monthly subscription.
Create a Presentation Full of Awesome Ideas
You know how it is… anytime you are buying something, whether it is a product or a service, you want to feel like you receive a great deal. Some customers aren’t going to sit around and negotiate the price. Instead, they just move on to another service provider. If you offer various promotions, incentives, and discounts, a potential client feels he is getting more than just regular services. These incentives and discounts are beneficial to you, as well, since it allows the client to spend more on other services.
Beat Your Competition
When you begin a pitch with a client, you need to use a Unique Selling Proposition (USP). Let them know how your service is different from the other vendors (your competition) that are out there. When you let them know why you are the best and how you are different, they understand the value you have, over the competition.
There is no question that managed services marketing is a tough job. However, when you know how to answer the client’s questions and present your services in a fashion that shows the value you offer, better results are virtually guaranteed.
Nicholas Fortin is the President and Owner of Nexxen Technologies, Inc. (http://www.nexxentech.com/), which provides IT Support in West Palm Beach. With a wealth of experience in the IT industry and a very real sense of what it takes to run a successful business, he is the ideal person to help their clients achieve more through a more efficient use of technology. Nicholas is well versed in the management of computer networks, IT Infrastructure and Operations Services (IOS), as well as in IT security best practices, due diligence, PCI-DSS, SOX, and HIPAA compliance. Nicholas is justifiably proud of his ability to establish and maintain excellent working relationships, not only with their clients and vendors, but with his co-workers too. Their 98% customer retention rate is a source of pride to everyone on the Nexxen Technologies, Inc. team too!
