MSP technology provides many advantages for businesses. When it comes to small and medium-sized businesses (SMBs), exceptional savings can be achieved. Additionally, the right MSP solutions can make it possible for smaller businesses, and those that are still in startup mode, to compete with larger organizations, which are so established upgrading to new technology takes them longer.
The most cost-effective way for many large businesses to make the cloud transition is gradually phasing in one department at a time as it’s practical. A burgeoning industry with major competitors can get the jump on them technologically by aligning with the right MSP.
As an MSP, this is the kind of thinking you want to sell. Potential and existing clients need to see the future positives from using your tech. Here are three key ways an MSP can communicate the value of specific services to a given SMB:
Providing a Map of Benefits
MSP technology can cut costs, enabling outward scalability, increased profitability, and sustainable expansion. But how this is achieved, and the in-between steps, is data not always available to your clients. So, give them the information. Show them how, for example, with a cloud computing solution they can cut $100k from their yearly expenses and turn that money into optimization strategy and outbound acquisition. The more specifically you can demonstrate this reality to clients, the more likely they’ll be to sign with your MSP.
Concrete numbers are king. You want to know the costs of prospective clients who fit your profile. Get data on what your existing clients pay now versus what they paid before going with your products or services. Plot out the details, and be accurate. You can oversell by underselling, yielding greater profits.
If you know a certain benefit of your company is likely to save a client $100k a year, but you know you can sell them by telling them it will save at least $70k a year, when what you do saves them more than initial projections, you’re virtually guaranteed a happy customer. You won’t always be in a situation to do this, but it is possible.
Consider this: an on-site tech professional maintaining a server array and/or a backup solution will have many duties that require deft professionalism. They will likely have to troubleshoot things, upgrade things, and the list goes on. Such an individual is unlikely to be acquirable for under $50k a year. In many areas, $100k annually for such an individual is a realistic rate. Now say you project the cost of such an employee at $30k, the bare minimum anyone could pay for this service. Then you add in the savings in terms of technology, you add in the savings in terms of utility, you add in the savings in terms of automatic upgrades, and suddenly even an estimate of $100k a year may be $50k short of actual savings.
If prospects spent $50k annually on your services, they would double or triple their ROI for your service. If you’ve got the right numbers, you can make a case like this with clients that makes it very hard to sidestep the advantages your MSP may potentially bring.
Link Your Clients’ Successes to Your Services
If you can demonstrate how your MSP has optimized a business similar to your prospect’s, you’re definitely going to get them excited about adopting your products or services. This may not be immediately apparent in the better negotiators, but if you’ve done your job right, at this point you should see a change in attitude. That said, you want to be sure you show your services are a better buy than competitors.
MSP technology has come a long way in the last decade, and many see it continuing its exponential growth. If you can show how such upgrades conserve resources and enable profit via savings as well as optimization, you’ll get potential clients excited about what you can do for them; and that’s good for conversion.