January 28, 2020
Selling the Value of Managed Services
One of the most important elements to being a successful MSP, is knowing and showing the value of your business. Focusing on your key business strengths and demonstrating exactly how you can cater to your client’s needs will help your business thrive.
Many SMBs may not be familiar with MSPs or the value they bring, so it’s important to spend some time thinking about how to position your business to prospective clients. You need to highlight the value of a proactive approach to a business’s IT infrastructure and underpin the long-term value it can bring to an SMB.
First thing’s first: anyone can promise better and cheaper, but for MSPs, it’s important to emphasise that cheaper doesn’t equate to better.
“Cheaper offerings won’t give the best service, won’t add value to your clients’ businesses, and won’t make you any money in the long run,” explained Steve Stokes, Aura Technology. “The best way to ensure you’re adding value is by customising the best IT strategy for each client and being upfront about what they need in order to drive efficiencies and help them grow.”
Start by looking at your clients business and building a strategy to help them with their technology needs. Remember, your clients are experts in their field, but they will need educating when it comes to why your MSP is best suited to them. The more clear and defined you are in your presentation, the easier it will be for your clients to grasp your solutions.
You can begin with something simple, such as demonstrating the value of your services by having a conversation with clients about downtime costs. All SMBs will inevitably face scenarios that result in downtime. When meeting with prospective clients, ask about their revenue and employee costs on an hourly basis. You can use this number to calculate how much they stand to lose when things like server failure, ransomware, or power outages occur. This is where your proactive approach as an MSP comes into play. You can also highlight the value of your MSP by showing a potential client how you could help them avoid these scenarios by simply running regular penetration tests and disaster recovery tests. Proactively running tests allows you to spot vulnerabilities, and address them before they become a bigger issue.
To stay in the game, make sure every client and prospect knows the value your business can bring them. Remember, shaving money off your offerings won’t help reinforce your worth nor keep your bills at bay. In the long run, your clients will be thankful for a proactive approach to their IT needs, rather than a reactive approach when downtime occurs.
If you’re just starting out as an MSP, it’s important to play to your strengths. Ask for feedback, learn from your mistakes, and replicate what works. For more information, why not check out our eBook, How to be an MSP: 7 Steps to Success.