Build Your Managed Services Marketing on Integrity and Customer Value

managed services marketingIf you want an edge in managed services marketing, then base your marketing strategies on openness and honesty. Put aside outdated sales techniques that manipulate the client. If you’re honest with your prospects and customers, you can achieve maximum sales and customer retention. Presenting your products and services with promises you can’t keep, just to make a sale is tempting, but think of the long term. If you can’t keep the promises you made, your customer won’t stay for very long, and you’ll have to work that much harder for your next sale.

Open Communication

Honest communication with your prospects and customers is the key to rising from mediocre sales to a top performer. Every aspect of your MSP marketing plan should revolve around your ability to engage your prospects in transparent, sincere communication. Reflect your integrity in all your marketing interactions, and your prospects will do the same. Once honest, respectful, two-way dialogue takes place between you and your prospects, a trusting relationship develops, leading to increased sales and customer loyalty.

Understand Customer Value

In order to build an honest relationship with your prospects and customers, you need to understand their value. This refers to the ability of your MSP business to create and add value to your services in a way that meets your customers’ demands. View your customers as co-partners and strive to exceed their expectations. By shifting to this view of your customers, your marketing opportunities expand.

Developing managed services marketing strategies that have customer value as the focus in all decisions, activities, and processes is necessary to give you a competitive advantage. Make sure every member of your marketing team understands your customers’ needs and wants and have a passion for customer service and satisfaction. The following points add value to all your customer relationships:

  • Innovative services that offer solutions and provide help to your customers
  • High-quality customer service that meets or exceeds customer expectations
  • A trustworthy company that performs with integrity and openness
  • Competitive, reasonable pricing for your services

Demonstrate Integrity

Every trusting relationship is built on integrity. This includes relationships with your customers. Having integrity means acting according to your values and honoring your commitments. If you demonstrate integrity while interacting with your prospects and customers, they will see you as someone who is honest and sincere, genuinely concerned with their needs.

Once your customers know you have their interests at heart, you build relationships that can withstand marketing from competitors. Every time you engage with your target audience and customers, show your integrity and honesty. When you build rapport and trust, your prospects feel comfortable dealing with you, so you have the opportunity to share your knowledge and expertise.

Integrity not only deals with demonstrating your personal values but also business values. Make sure you live up to the promises you make about what your products and services can do. Ensure that your marketing team has a thorough understanding of how your services can meet the needs of the customers. When you negotiate with your prospects, be respectful and truthful. Avoid exaggerating what your services can do for them but present a reasonable assessment of how they can benefit from your proposal.

Customers are the reason your managed services marketing team exists. Although sales and profits for your business are important, your business can’t grow without quality prospects and sales. The most effective way to attract and keep customers is to build your brand on integrity, truth, and transparency. Set priorities for your team geared toward satisfying customer needs and understanding their wants. Design every interaction with your customer on delivering superior, honest value, which results in business growth, increased sales performance and customer loyalty.

Vincent Tedesco

Vincent Tedesco is the President and the CEO of Total Technology Solutions, a full-service IT solutions provider distinguished by broad expertise in managed IT services in Long Island and a singular focus on the needs of their clients. Vincent has over 30 years of experience as an IT leader, from his early years beginning at Computerland and to founding and growing Total. He founded Total in 1988 and spearheaded its evolution in the ever-changing technology marketplace by providing consulting and IT support in Long Island. Total Technology’s mission is to secure and to have IT support in Suffolk with reliable solutions and exceptional service so that Total clients can focus on their core business.