Without a doubt, if you stopped at this text, it was no wonder. You are probably an MSP looking to grow and want to know the right way to do so.
Without a doubt, if you stopped at this text, it was no wonder. You’re probably an MSP looking to grow and want to know the right way to sell IT services.
Today, we want to help you. Therefore, throughout this text, we will list 5 strategies that some companies are using to increase their profitability.
Want to know what these techniques are?
So, read on and enjoy all our tips!
What attitudes can help you sell IT services?
For starters, before showing exactly which methods can increase profit through good IT sales, let’s talk about some actions that will help you on this journey.
The first point is to know your customer. So know who you’re talking to and direct all speech towards their needs.
Understanding your possible future partner is an attitude that can increase your chance of selling. Well, you can speak the same language as him and can offer solutions that will really add value to your company.
Likewise, by getting to know your client, you gain several advantages, such as authority on the subject, strategic vision, learning, and the opportunity for this partner to become a promoter of your work if you are satisfied with its services and good service.
Also, when selling IT services, don’t just focus on your customers’ objections, but on the problems that can be solved with the help of your team.
So, don’t just think about the tools and the technical part that will be developed, but also about all the benefits that closing a deal with your company will bring to their business.
Care that will increase your sales
Undoubtedly, the IT market grows every day. With this, new doors are opened, for MSPs like you, to demonstrate all their value in the market.
But to accelerate your sales, it’s not enough to just make the right choices. It is also necessary to avoid some mistakes that can compromise your entire business process.
Here are some tips that can help you win more customers:
- Don’t just sell a solution or product, but a complete service: show the differentials of your work by offering a proactive, effective and comprehensive support service;
- Know how to price your services: charge by devices and analyze costs, as well as services, SLA and customer scenario.
- Bet on marketing: research your customers and publicize your work to reach companies that can really benefit from your Managed IT Services.
In fact, by taking the precautions mentioned above, you can eliminate some problems that could arise during your negotiations;
5 Strategies for Selling IT Services
After knowing a little more about actions and important precautions to sell this type of service, it’s finally time to see successful strategies. Check it out below!
1 – Set clear expectations
In fact, developing a complete plan to suit your customer’s environment is a very effective method. After all, your customers need you to be clear and explain how and when you will perform the services.
So, have clear and direct communication, both with your team and with the professionals of your client’s company.
Thus, you will show that they are aligned and that your company is ready to meet the demand of the business that has relied on its Managed IT Services.
2 – Deliver integrated services
Another attitude that can help you sell IT services is the fact of offering integrated actions that add value to your customer.
After all, this type of service offers advantages not only for the company it serves but also for your daily life as an MSP. Well, it facilitates the management of IT services and avoids many face-to-face visits, since with an effective system you ensure that everything is done remotely and in an integrated manner.
Thus, the tip is to have a tool like N-able RMM, which offers numerous facilities, so you can manage your customers’ assets in a safe, practical, and complete way.
3 – Focus on simple and objective offers
If you want to sell IT services like never before, we have another good tip: keep it simple.
For this, do not create a commercial presentation with a series of services with complex specifications, which can confuse and harm the understanding of your client and your team.
So, simplify the processes. Clearly define all the services your company performs, with basic descriptions that demonstrate their value.
Thus, you can demonstrate to your customer what he is paying for. In addition, by making your proposals simpler and more objective, you can close a deal per package, as you are able to show the advantages of this choice.
4 – Show the value of IT services
In all this way to sell IT services, don’t forget to demonstrate the value of the work you do. For example, demonstrate to the customer in what ways you will present the benefits your services will be providing to their business.
This can be done through reports presented at quarterly customer meetings (QBRs). In the document, you can describe the activities carried out and the threats neutralized, for example.
5 – Talk about the benefits of your remote work
As we’ve talked about throughout the text, with an effective solution, you can manage your customers’ infrastructure remotely.
But to increase your chances of selling IT services, it is important that you explain the advantages of doing so.
So show your customers that this way you eliminate the need to go to their company as often. Well, it can meet all the demand without leaving the place where it is. In addition, it is important to demonstrate that it is not just about remote service, but about preventive and proactive monitoring and management.
Then, explain the advantages of remote monitoring and management, which includes an even more complete and secure analysis of a business’s assets.
