Are you traveling for Thanksgiving this year? Do you have friends and family in far-flung places who you plan to see for the holidays? You’ve got to travel and that can be expensive. You shopped for plane tickets early but don’t want to buy them just yet. “Maybe the price goes down? What if a better flight is available?” Even though you know what you must do, it might be difficult to do what makes sense in the moment. In MSP marketing, you have no doubt seen your customers in the same situation. Clients may not know when to go through with an important IT decision. This can make selling a challenge. Sales have never been an easy business; but, there are ways to gauge customer interest to improve your chances of success.
Ask probing questions about a client’s IT history. Have they implemented long-term solutions for their problems? Did they find the quickest, easiest fix to patch the problem until it broke again? Companies, especially start-ups, try to save money by scraping by with skeletal IT support. That is why they frequently choose to put temporary bandages on recurring issues. Find out what steps they have taken to address their problems.
An equally important approach is to ask potential clients what the results of their patches were. If they seem satisfied with the level of repair they have for troublesome technology, you might find it difficult to convert them to a sale. On the other hand, if the problem has gotten worse, you are more likely to convince clients to consider a new approach.
Level of Commitment
So, you’ve used your MSP marketing skills to empower your potential client. The work is not over yet, though. Every company loves the idea of problem-solving, but very few love the implementation phase. Business owners often take for granted the amount of work that goes into revamping a company’s entire IT department. A willingness to use adequate resources in fixing problems is a good measure of how serious your client is.
Take a direct, conversational approach when figuring out the level of commitment. Doing so helps you quickly differentiate between a buyer who is serious and one who still needs time to decide.
It is important to remember that the direct approach is not always the time when you mention your products. By asking these questions, you merely identify a business’ needs. Describing the benefits of choosing your managed services over a competitor comes later.
Planning the Implementation
Even if you don’t yet have a solid commitment from a potential client, it is a good idea to understand what kind of resources they’re willing to allocate to an IT project. You can usually measure these resources in terms of hours per week spent on implementation.
Too many sales representatives fail to mention the investments necessary to undertake a large IT overhaul. They don’t want to drive clients away. What they often forget to keep in mind is that, if you scare off a potential client with details about what it takes to change their systems, the client probably had reservations about the entire process.
Help your future clients stayed informed. MSP marketing materials can educate them to make sure they know what to expect when taking on sizable IT changes. Your customers are just like you with your holiday travel plans. They want to know that they’re getting a deal. Businesses that are serious about evolving and fixing problems want to make the best investments. They trust you to provide the services they need from experts they can trust at affordable prices. Give yourself the tools to make that a reality. Learn to gauge your clients and you can give them something to be thankful for this holiday season.