In the IT world, everybody knows that prevention is worth every penny. Nobody needs to convince an IT personnel about that. However, to a non-technical person, it may take a while to finally make him believe in this premise. It will also be a similar situation when an IT managed service provider tries to convince a business to avail of its services.
Yes, the business will gladly agree on the scope and the charges on the service, but once the process is explained like how the service will be implemented, the challenge starts from almost immediately.
Here are some pointers to help you execute selling managed services to a customer.
Sell “your company’s way.”
One way to approach a customer that wants the best IT support service with no objection to the cost is to give it all you have and let them know that this is how your company works. Let the client know that with your years of experience in the IT industry, your IT managed service is top notch and you are doing it “your way.”
Sell the service not the technology.
Outside the IT world, non-technical people just do not care on security patches, spam filter, a backup copy, cloud computing or other technical related service. All they care about is their machine running to the max all the time. The end result is what matters to them. So if you are selling managed services, offer your prospective customers with proactive support and system automation to bring in a higher level of productivity. For them, improved efficiency and productivity is always better.
Set your focus on sales.
Many IT companies who are providing managed services always want to increase revenue. It is a fact, and every business wants an increase in whatever way they could employ. However, many IT managed service providers do not focus on adding new services. Top notch MSPs have their own dedicated team focused entirely on getting additional revenue in managing IT services.
Do not be afraid to raise your price.
One cannot deliver a top-notch level of support if an IT MSP charges low. Your customer will be happy for service price that is lower than the normal rate, but the question is, will your company be able to deliver a high quality of service? No, you will not be able to do that. Charging less than delivering a low level of support will create a negative impact for both parties. Not just your company, but your client, as well. Be honest, let the client know that a support service for the technology at hand will cost a little more, but inform them also that in the long run, their investment will pay off.
IT managed services in the IT world is a strong business. If one will stay true to its core, to the quality of service provided and to the commitment it has imparted to the client, an IT company that sells managed services will surely be a successful one.
An MSP should focus on being consistent with their product and maintaining top quality services. Do not be afraid to seek out other great partners who are also committed in providing good service. Lastly, the IT world is in continuing evolution, so your managed services must evolve too or you will be left behind.