MSP Business Tactics to Help You Acquire Life-Long Clients

Your MSP business needs to do everything possible to ensure clientele stick with you. One long-term client over 20 years who routinely delivers you $5k a month delivers $1.2 million dollars to your MSP in that time. Twenty clients who only spend $5k for a month and don’t stick with you only deliver 1/12 of that revenue. It’s better to get long-term clients than a ubiquity of clients who don’t stick around. Following are three tactics to help ensure those who choose you want to stay with you perpetually: 

Consultation 

With prospective clients, it’s important to initially consult with them in order to determine their associated needs and properly meet them. Consultation additionally gives your MSP the chance to show its value. You’re looking at clients from without; they can only look at themselves from within. 

Additionally, you’ve got more experience dealing with similarly-situated clients. You know where trends will take your customers better than they do in many respects. You can help them avoid making common mistakes, giving you value and making them want to stay with you.  

Delivery of Best Solutions 

Once you’ve provided consultative services, you’re now ideally equipped to help clients see what the best choices will be regarding tech services. Show, rather than telling. Deliver solutions which outshine previous tech solutions or provide a very high benchmark that competitors won’t be able to live up to. 

The Importance of Managed Services 

Your MSP business needs to demonstrate how you save clients money. Ever been to a supermarket and had the checkout clerk circle your savings on the receipt? Well, you want to do something similar for your clients in terms of regular reporting. This communicates your importance in objective numbers, and again will likely induce clients to remain with you over the long haul. 

More Tenured Clientele 

Your MSP business should consult with clients, deliver the best solutions, and directly demonstrate their true importance. Figure out ways to do this and you’ll keep clients longer.  

Your managed services marketing profile will require protocols pertaining to reviews. You’ll want to respond the right way in order to counter-balance bad reviews, encourage good ones, and acquire more reviews as necessary. The three primary perspectives you’ll need to design response protocols for in this regard include:

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Your managed services marketing is more effective if you are “there” but you’re not beating prospective clients over the head with your presence. You’ve got to “romance” them. You’ve got to make them accept your services. Granted, you can’t dive into somebody’s mind and force them to work with you. But you can structure outbound marketing such that it is enabled in this direction. Several ways to do this include the following considerations:  

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Managed services marketing could take a page from the playbook of thriller authors and “kill the sheriff on the first page”. In the western areas, such an opening draws in the reader, making them want to read more. You need to design marketing which does the same. Several tips to help you enact this include: 

• Very catchy headlines
• Preview text that intrigues
• Design copy for the medium it will be perceived on
• Understand to whom you are writing

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If you are not careful, you will fall into the trap so many others have found. Improper managed services marketing has the potential to sabotage your own brand. Here is how you can avoid such a fate, take full advantage of your marketing, and ultimately enjoy opportunities for brand expansion:

Start by Officially Defining Your Brand

Establish what your core brand is, what its values are, and commit to a logo, nickname, slogan and other details that create a consistent voice. When new information, content, or marketing is being considered, it should be checked to ensure it fits the brand’s requirements for consistency. (more…)

Managed services marketing has a close relationship to PR. This is going to be the case with most businesses, but technology has a unique quality because of its necessity in the modern age. With a lot of tech provision, it’s all about the flavor you bring to the technology potluck. If you want your dish to be preferred, you can’t be some common casserole; you need to jazz it up with creative presentation and placement on the tech table. Following are several ways you can incorporate tech marketing and PR toward greatest positive benefit: 

 Work together to design a strategy

• Design content around value
• Relationship over transaction

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If you are planning on transforming your business through MSP marketing, you must first understand the difference between marketing and sales. This is an important element which should be taken into account in commercial operations because the results achieved by these two techniques are quite different. In general, both sales and marketing are aimed at increasing the company profits. However, if you assume that they are the same, the potential benefits of these strategies will decline. Consider this discussion on the distinction between marketing and sales in MSP businesses. (more…)

All Guns Blazing

IT marketing needs to take no prisoners or that which seemed sure may slip away. Say you’ve put together a marketing campaign, courted a client, and somehow, they’ve still slipped right through your fingers. Everyone’s been there and it’s ultimately unavoidable, but there is also a learning curve. (more…)

Decreasing Hesitancy

MSP marketing should communicate the security that cloud computing provides to gain clientele trust. With the cloud, data is uploaded into a group of servers representing expanded storage and computational ability. Data is stored in a sort of holographic way across all the servers. Space is “apportioned” for users and utilized for things like Hardware as a Service, Software as a Service, Desktop as a Service (HaaS, SaaS, DaaS) and more.

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Don’t Let Confusion Dispel Your Profit

MSP marketing must communicate security in cloud solutions in order to help MSPs capitalize on a $1 trillion dollar-market (through direct and indirect spending) over the next five years.

There are factors confusing buyers; security chief among them. In 2016, there were a record number of security breaches. Estimates have 2017 putting that record out the window. But many of these breaches have less to do with cloud transition, and more to do with bush-league security.

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