Your MSP business shouldn’t trudge up a hill when you’ve got a motor vehicle running right beside you. But what if you didn’t know to look left or right? In order to most effectively expand in a profitable way, you need to know what solutions are available for use. You need to work smarter, not harder. Following are three ways you can use data as a means of lessening your operational burden going forward:
- Understand clientele intimately
- Ensure performance is measured
- Don’t shirk personal interaction
Understand Clientele Intimately
Your MSP business is likely going to operate around a core clientele. These clients will all be similar in terms of their needs. You need to keep all the numbers you can and work with agencies providing marketing solutions for MSPs to iron out KPIs (Key Performance Indicators). Basically, you need to know what drives your clients and how to provide solutions for them. Doing so will require keeping close tabs on their needs at multiple levels of operation.
Ensure Performance Is Measured
You’ve got to measure client needs over time to see how your performance positively impacts them. If you’re doing a good job, you can show that to prospective clients in the future. You can demonstrate how Client A’s relationship with you led to an increase of services. Then you can show how the prospect’s numbers are similar to Client A and how you might accordingly serve them.
Don’t Shirk Personal Interaction
The more direct and personal you can be, the better. Part of your marketing outreach strategy should involve deliberate facilitation of face-to-face meetings. Luncheons, golfing, conventions, etc. Whatever works best, do that thing–just ensure you make personal interaction key to your conversion strategy.
An MSP business that structures sales around legitimate data is more likely to see successful conversion over time. Know who your clients are from the inside-out in terms of metrics. Measure performance of clients and your performance as an MSP. Ensure personal meetings are facilitated. Such strategies produce increased conversion of target prospects.