Gaining benefit is certainly a motivation for many, but a greater motivation than that is the sustainability of operations. Your MSP business should definitely communicate what potentiality and value your products or services bring directly, but loss-deferral is also valuable and it should not be neglected in sales presentations.
In order to effectively communicate how your MSP provides solutions to the clientele in your demographic, you’ll want to compose proposals, pitches, and presentations incorporating a few tried-and-true tactics:
Ensure Problem Resolution Pitches Concern Issues About Clients
An MSP business needs to construct marketing materials which directly address statistically visible pain points of clients. What’s giving them trouble? What sort of costs are they having that you can reduce? What security risks can you patch up? Answer these questions in pitches and presentations that demonstrate loss-deferral potential.
Use Careful Research to Provide Sales Presentations that are Factually Accurate
Any pitch has to have research supporting it; think of this as a foundation to the structure of your proposal. Internal clientele similar to those you seek to convert can be goldmines of metric information which speaks to prospects directly.
Consider Marketing Tactics Competitors Employ and How to Contend with Them
Competitors may incidentally stumble upon some loss-deferral provision you also give clients, but which you have yet to produce in marketing materials. Accordingly, get your version of this service visible to prospects.
Also, if you see competitors focusing on the value they provide, then you can likely increase your own attractiveness to clients by focusing on loss-deferral as a matter of local market contrast.
Communicating Loss Prevention: A Valued Sales Tactic
An MSP business should take competitors into evaluation regarding loss prevention tactics, inform all sales outreach with relevant and accurate data, and make sure outreach truly matches client interests.