There is a time for your MSP business to provide information as a direct means of converting clients, and a time simply to give them information knowing a sale won’t result.
Becoming a resource does much to establish your operation as an authority, and in the future, this will lead to sales with most whom you’ve provided consultation services to.
A good pitch has simplicity, clarity, passion, and practice helping you define these qualities. The same is true in consultation. Where the difference comes is in a concerted pitch, which will likely feature these additional qualities:
- Engaging hooks
- Exposition of problems and their fixes
- Facilitation of confident, unique solutions
Your MSP business needs to hook prospects like you hook a fish. Consultation can be that hook–being a resource can draw them to you. But there’s more than just information to consider as a “hooking” mechanism. Additionally, you might lead with savings, or demonstrating potentiality through products and services.
Exposition of Problems and Their Fixes
You must clearly communicate what issues are and how to fix them. Many prospects have no idea there are issues, much less how to fix them. Be sure to use colloquial language which isn’t tech speak. Most clients won’t understand shop talk pertaining to IT, so find ways of communicating clearly. This is where the aforementioned practice comes in.
Facilitation of Confident, Unique Solutions
You’ve got to have solutions which prospects can get their minds around. It’s no good to say total redundancy can be localized on-site with a well-maintained RAID option. But if you tell them information across multiple hard drives makes fixing a broken one easy as plugging the new unit in, they can grasp what you’re saying. Be confident, and offer unique solutions in ways clients understand.
Leveraging Pitching and Consultation
Your MSP business must act in a consultative capacity, and it must pitch well. Aligning these things can increase conversion. Be confident, offer unique solutions, demonstrate problems and fixes, and be balanced–such actions are apt to initiate increased conversion.