Your IT business clients depend on you to keep their systems running smoothly. In an ideal situation, they’ll never know when one of their systems goes down because you’ve put adequate failover protocols in place so that they’ll never experience any downtime. This makes you a valuable asset, but do your clients know how much you’re actually doing for them? Moreover, can you prove to prospects how often your failover measures are actually put into play for current clients when you’re going through the selling process?
Telling your clients and prospects that your services are valuable is one thing, but showing them is another. When you can produce actual reports of how many times a system has failed and how your services have kept clients from experiencing dangerous downtime, you’re proving that you’re a cost-effective and necessary partner. Need more proof that you should be keeping track of failover incidents? Here are a few reasons to have failover proof for your IT business clients.
Your Current Clients Will Understand Your Value
If you’re doing your job right, your business clients won’t know if their system failed once in the past year or every single week. While it’s not necessary to alert your clients every time they have a system issue (unless they request it), it’s a good idea to have a tracking system so you can include the information in regular reports. By simply showing them how many times your failover measures has saved their business from disaster, you can prove to them that they’ve made a good investment in hiring your company.
You Can Track Issues
If the proper failover measures are in place, your client shouldn’t have any ancillary issues related to the initial server problem. However, exceptions always exist and, in the case of other problems arising from the failure, you need to be able to show your client what happened. By showing them the initial problem, how your company’s failover stepped in, and the additional holes that were present, you can not only provide a detailed account of the incident, but you can also put measures in place to prevent it from happening again.
You Can Show Clients if Additional Services are Needed
If a client’s servers are going down on a regular basis, it could be an indication that a larger problem is present. This can be a good opportunity to meet with the business owner and show them why additional services would make sense to strengthen and protect their system. If you’re not able to show them proof that your failover methods are being over-utilized, you probably won’t be able to convince them that what they’re currently doing is not enough.
You Can Show Reports During the Selling Process
Selling on ‘theory’ is usually an uphill battle. When you’re talking to new prospects, you can tell them over and over how much they’ll potentially benefit from your failover protocols, but showing them actual reports of how often your other clients have been rescued is far more impactful. Though you shouldn’t be using actual company names and reports in your sales pitch, you can refer to averages, case studies, or other abstract information to prove to your prospects that your services are well worth the investment.
Do your IT business clients know what value you bring to their companies on a regular basis? Can you take that information and transform it into an effective sales presentation that helps you add new businesses to your client list? By utilizing a system that tracks and creates reports every time a system goes down and your failover services take over, you can show clients and prospects alike that you’re a valuable partner.
