The 300 pound Elephant in the room on every marketing call you make to pitch managed services is, the learning curve.
Every company that you meet with already has something in place to handle their technology. Whether they have another computer consultant in place or not.
As we have stated, every company usually has a very high threshold for pain when it comes to dealing with problems that arises from their vendors especially IT Providers.
So even if you have gotten your foot in the door to present a marketing presentation to a firm that has expressed some discontent with their existing services, you must realize it will still take a lot of momentum to get them to transition away.
Even when you are pitching managed services and have gotten the prospects to agree that there are 3 or 4 areas where your proposal would be a dramatic improvement over their existing services; you must still contend with the fact that they have so much familiarity with their exiting provider and you are the “Devil they don’t know.”
This issue really comes to play when you have an appointment that was generated by telemarketing. Most often telemarketers set appointment with companies by acknowledging that they are happy with their existing computers consultant but should still compare what your MSP firms offers.
So how can you prevent this 300 pound gorilla from walking away with your all of your MSP prospects?
You must bring up the issue even if you clients don’t and tell them instead of being afraid of an unknown learning curve lets show you what the actual learning curve would look like. Then you can make a decision based on the facts and not a boggy monster.
Heed this warning and your managed services marketing should net many sales and avoid this 300 Pound Gorilla!
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT sales