Why Your MSP Company Needs a Culture Conducive to the Buyer
Your MSP company isn’t going to retain clients or acquire new ones if you operate rigidly and won’t adapt to client needs. Collaboration is absolutely essential in IT provision; especially as virtually all clients will be unique. They’ll have similarities, but they’ll all have differences.
When collaborating with you helps them do better, you cease to become an optional expense, and become in their minds part of their overhead. That’s right where your MSP wants to be. But this can be sometimes difficult in terms of marketing.
Here are a few tips to help you ensure your marketing endeavors are best suited to be collaborative:
Do a Little, Learn a Lot
When you’re looking to change your marketing paradigms to be more collaborative with clients, that can be a tall order. There’s no direct advice on how to do this as best methods will vary per MSP. There are strategies that help expedite the process, however. Your MSP company should focus on areas of small change to determine what is necessary in that change and what protocols should be codified for use on larger changes later. Do a little, learn a lot.
Be Savvy of Needs and Wants
What do clients want and need? Sometimes clients need what they don’t want and want what they don’t need. Work with them toward the best solution, but additionally be willing to let them see why your advice is correct by choosing against it.
Make Operational Improvements Actionable
Whatever changes you make need to be actionable, not just theoretical. A company-wide meeting that encourages a different “attitude” in sales is not actionable— a plan with expected results and projected metrics is.
When your MSP company provides more qualitative products and services, clients stick with you longer and profit you directly, as well as collaterally. Focus on collaborative efforts to facilitate relationship growth and you’ll find a win-win scenario.