5 steps to becoming a Managed Service Provider
Selling Managed Services
As an IT service provider, when it comes to selling Managed Services have you been asking yourself:
- How can I sell Managed Services?
- What target group is the right one for me?
- Should I go after new or existing customers?
5 steps to becoming an MSP: Selling Managed Services
Selling Managed Services is easier said than done. Our five step guide can help you set up a successful strategy!
1. Define your target group and use your industry know-how!
If you’ve decided not to specialise in terms of industry vertical, you need another commonality that defines your target group. This could be focusing on a particular region, or customer size. Defining this target group allows you to accumulate knowledge about the customer that will help you sell.
2. What does your ideal client look like?
Something to consider here is your customers’ stability and creditworthiness. With Managed Services you are building a long-term relationship, and at the beginning of the contract you will often have set-up costs that only pay for themselves over the contract term. In traditional business, it’s not necessary to check this as they pay in advance – with Managed Services this is no longer the case.
You can find more information on how to become a Managed Service Provider in our video “Getting Started”
3. Understand the needs of your customers
Try to think less technically and focus on being more customer-goal-oriented.
For more tips on convincing your customers of the benefits of Managed Services, download our PDF, ‘What are Managed Services? And why does it matter?’
4. Why are you the ideal business partner?
Think about why, from your customer’s perspective, you might be the ideal business partner. If you want to convince your customer of your merits, you have to be convinced of your own.
Why should a potential new customer be interested in your offer, and why should they work with you instead of with another IT service provider? Consider which benefits and opportunities you can provide to your customers if they choose to work with you.
5. Existing customer or new customer?
But don’t be afraid of cold calling – although we know it can be challenging, anyone can convince a customer if they are well prepared and have a clear goal in mind. Approach your potential customer with the questions learned from step 3, and this will provide you with a basic understanding of their business and their needs.
Ask lots of questions and get the customer to describe their problems, and also the perfect solution. This way, they’re informing you what you need to do in order to be better than their current IT service provider.
You can find more tips and tricks on Managed Services on our YouTube channel or get in touch with us
Where does SYNAXON Services come in?
Read more about other SYNAXON Managed Services
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