What kind of working interactions and relationships do you have with potential and current clients? Is there more confusion than clarity or are you always on the same page? Establishing great relationships with clients as an MSP company extends beyond the quality of the managed IT services you provide. It also encompasses your ability to communicate and educate your clients about your services, their systems, and their real needs when it comes to IT services. If you can clearly outline for them what the benefits of a particular service are for them, they are more likely to adopt it without any hesitation or misgivings.
Key Benefits of Client Education
Client education is valuable on both ends. It positions you as an expert in the field and allows you to sell your services better. From the client’s perspective, education helps them understand the value of a service to them. It also gives them clarity about what each package or contract entails and about charges and pricing structure. They can make an informed decision with feeling like they are being manipulated or tricked into anything.
Tips for Effective Client Education
If you want to tap into the amazing benefits that educating your customers can give you as an MSP company, there are a number of ways to do this. You do not need to establish a training program or anything of that magnitude; you can weave education into all your communications and sales pitches. Here are a few tips:
- Be clear about what you are offering. What a potential client wants most when deciding between different services is clarity about what is to be expected, what each service package includes, what is not included, and what the charges are. They want to know what their responsibility is and what your exact role is. You can help them by speaking in simple language and not industry jargon.
- Give them an opportunity to seek additional information. Maybe your potential client needs time to think about your offer and go through the information once again. Be understanding if they are not ready to make a decision there and then and provide them with ways to seek additional clarity and information. This could be through marketing materials and links to your website. You should also make yourself open and available to receiving and answering their questions at that point or later by different communication channels.
Educated clients are better able to decide what services they want and appreciate what services you’re offering as an MSP company. To build great working relationships with all your clients, you can help your team adopt some of the tips covered above.