Managed Services Marketing Techniques to Build More Qualitative Customer Connections
In your managed services marketing, you need to take into account the relationship angle of sales. Especially in regard to MSP services, which cost more and are designed for long-term customer relationships, you need to consider each new prospect is essentially a new partner in a mutual enterprise benefiting you both. Provided your MSP is operating as advertised, you’ll bring value to clients which reduces their expenses and expands profit. Accordingly, they’ll grow and require more tech services, meaning they’ll continuously pay you more as you provide more value. In ideal conditions, you could plot this mathematically. The point is, first-time meetings could be the beginning of lifelong relationships, so you need to focus on facilitating strong connection at every opportunity. Several strategies to help do this include:
Design outreach to fit clients
Be real–address client concerns
Emphasize personal, face-to-face outreach
Design Outreach to Fit Clients
Your managed services marketing strategy shouldn’t try to force clients into its mold. Rather, you should mold marketing to fit clients. This means you’ll have to have individualized outreach and provision. You need to go after each client like a big game hunter stalking different prey. You wouldn’t hunt an elephant like a crocodile, would you? Well, hopefully not! It’s the same with, say, a local public education facility and a retailer. You’ve got to approach them separately in terms of strategy.
Be Real–Address Client Concerns
When concerns of prospects or clients are brought up, address them and try to reach a compromise. Sometimes, you can package something else in or give a discount, coupon, or deferred payment option. Be willing to negotiate and enter into discussions assuming you’ll have to.
Emphasize Personal, Face-To-Face Outreach
Lastly, ensure you actually meet with clients and treat them like human beings. Overzealous sellers are as bad as faceless ones; ensure you’re not in either camp.
Optimized Marketing
A managed services marketing campaign incorporating personal, face-to-face interaction, addresses relevant concerns and personalizes outreach is prepared for greater success. Consider your existing procedures and whether you should make changes.
About The Author
Ravi Jain
Ravi Jain is the Chief Executive Officer for Technijian, with a demonstrated history of working in the information technology and services industry. Skilled in Enterprise Software, HP Products, Storage, ITIL, and IT Service Management. <a href="https://technijian.com/ professional with a BS focused in Physics from University of California, Los Angeles.
For over a decade, Technijian has strived to provide Fortune 500 IT Support in Orange County for the small to mid-size businesses. During this time our client base has grown from small office with less than 10 people to mid-size businesses with over 50 employees. We offer corporate wide Managed IT Services for Orange County clients with hotels all across the country as well as IT support for medical device startups here in Orange County. Regardless the size Technijian strives to deliver "Technology Support Your Way".
This entry was posted on Friday, September 28th, 2018 at 6:54 am and is filed under MSP Services. You can follow any responses to this entry through the RSS 2.0 feed.
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