MSP Business Marketing Needs to Look at Selling as Problem Resolution

MSP businessYour MSP business will have a lot more success in sales if it presents itself as a provider of solutions for common problems. At least, that can be the case if you do the job right. Basically, you’re providing relief for existing and potential clients. You’re the problem solver, and this is the attitude that you must attain and disseminate throughout the ranks of your MSP. A sales approach structured from such an attitude will look something like this sequence of steps:

  • Discovery of issues
  • Priority identification as it pertains to clients
  • Clear description of issue as client sees it
  • Resolving the problem cost-effectively and cohesively
  • Marketing that employs this strategy in a non-obtrusive and effective way

Discovery of Issues

The first thing your MSP business will want to do in relation to both existing and new customers is to discover common issues they face. As a matter of fact, you want to be able to identify what’s going on before the client even tells you what they need. This can be done by looking at your local market, identifying likely clients and figuring out where they may have needs in terms of IT. 

Granted, there will always be clients who you can’t predict. Also, even ones you can predict may have problems you didn’t see coming. However, you can probably get an accuracy rate that’s greater than 50 percent for “discovering” issues before clients enter your MSP. If you’re wise enough with free time to study existing and prospective clients, comparing them with other clients to see potential issues, then you’re likely to make some salable discoveries.

Priority Identification

You need to have your clients’ priority figured out, or it doesn’t matter how many fundamental issues you discover that your MSP could fix. Clients are going to put things together this way: if they don’t absolutely need tech provision A, they’ll put it on the “back burner” of repair and upgrade. When you discover issues, you want to focus on those that are a priority of some type for your existing and potential clients.

Clear Description of Issue as Client Sees It

It’s not enough for you to describe what the issue is and how you’re going to fix it. If you want to be the most successful using problem resolution as a marketing strategy, you need to present the problem as the client understands it. It’s like a mechanic saying something to the effect of: “So when you turn left, it squeals and pulls a little, right?” Well, when that mechanic can exactly describe what his potential client is going through, they’re more likely to trust him with their money for a repair. It’s the same thing with you and your MSP. You want to say something like: “So you’re spending tens of thousands of dollars on employees, patches, troubleshooting, storage and upgrades, right? Well, our MSP can cut that figure to X and save you X, then implement it all by X date and over X amount of time. Overall, you’ll get the same service through the cloud, but it won’t cost you X amount of dollars.”

Solving the Problem Cost-Effectively and Cohesively

At this point, the client is willing to work with you. So, you need to do your job. Solve the problem, save them money and ensure you don’t just “pass the buck,” so that another issue develops on the network. If you do this— and especially if you do this with some solution that requires regular monthly payments— you’re going to see your clients stick around longer and even bring others to the table.

Proper Marketing Strategy

When you’re marketing with this kind of strategy in mind, you’ll be able to meet potential and existing clients (because you should definitely upsell in this way) amenably. They’ll be searching you out, since you fix problems. You’ll be seen as necessary, not optional; that’s the key.

Advancing Your MSP

An MSP business that becomes necessary to clientele through problem resolution solutions is one that has increased the likelihood of forward success. Look at your own marketing strategy and see if it needs an update.

Lance Stone

Lance Stone

Lance Stone established On Time Tech in 2004 to provide support and IT services in San Francisco for small to mid-size businesses. Prior to On Time Tech, Lance graduated from LMU in 1994, obtaining a business degree with an emphasis on information systems. He worked as an IT Director for several law firms and accounting firms in Los Angeles during the mid to late 90’s. In December 1999, he moved to the Bay Area to work as an Internet System Engineer at the data centers that ran Google and Yahoo. After several years of working in the enterprise, Lance decided to create something meaningful. He wanted to build an IT consulting company in San Francisco that was a positive work environment for himself and others. At On Time Tech, Lance always says, “We work together.” In fact, their IT support team in San Francisco has weekly company meetings and yearly company outings. Lance believes in doing what’s best with his San Francisco customer's IT Support. When he approaches a problem, he does so with high morals and integrity. Lance resides in Danville, CA, with his wife and two children. He enjoys hiking, biking, and learning about science; but above all, his family is the most important hobby of his. To find out more about On Time Techs IT Services in San Francisco please visit our website.