The Setup Fee Key
IT marketing needs to be employed when it comes to the onboarding of clients. The primary reason is what’s called a “client intake process” or “client intake protocol.” Think of it like a four-dimensional template. It’s a projection of the necessary steps a client must take over time to be on-boarded with your MSP.
The way you construct this protocol can simultaneously offset operational costs while providing you with bargaining points. Marketing people in both sales and outreach should be aware of several strategies which can be derived from “onboarding discounts.”
Basically, there are going to be aspects of setup which your company can absorb in order to secure a client. For the most part, you won’t get kickback on these things, so you’ll see revenue for them which curtail operational costs. But when you do, it’s no big deal because you’re already getting other clients to pay as is necessary. It just means you’ve got something which will make a client feel like you’re willing to work with them directly and that you’re reasonable as pertains to expenses. (more…)