Mercedes Benz has a brilliant way to upsell their current customers without having to say one single solitary word. This technique gets the customer to think the idea of upgrading their current Mercedes Benz for a better model. If you’re wondering what Mercedes Benz’s secret upselling plan is and if this concept could be applied to your MSP Marketing efforts to grow your MSP Business, then read more!
Mercedes Benz’s Upsell Plan
The way this upsell model works at Mercedes Benz is that they give excellent maintenance services on their warranty so most of their customers come to the dealership to service their cars. If the time frame to get your car taken care of is going to take more than a day, then they will arrange to give you a loaner car to use while the work on your car. The core idea is to make sure they’re not inconvenienced while they take care of the car.
Of course, there is another secret to the idea of giving their service customer a loaner care— that is there upsell plan. Before they assign you a loaner car, they always make sure they can get you into one of their newer and more advanced models. I know this because it has happened to me several times when I got a loaner car and it was always a higher model. Later I found out from my neighbor that this was their policy to always give their service customers a better model to drive.
Of course, after driving a far superior Mercedes Benz for several days, it’s not long before you start loving the advanced features that your older model doesn’t have. This marketing concept plants the idea in your mind that it’s about time to upgrade your car and move to the better model.
The MSP Marketing Lesson
If you want to outmaneuver a current IT company and take their customer away, then you must have better technology. This means constantly attending IT trade shows and meeting all the vendors that sponsor the show so you can continuously stay informed of the latest technology. This way you can always have the most cutting-edge backup and disaster recovery or state-of-the-art cybersecurity tools. You must also have the latest and greatest help desk response time so you need to stay on top of which help desk vendors have the best prices, fastest response times and most knowledgeable techs.
Once you have built a more advanced managed services model or total cloud solution, you should follow in Mercedes Benz footsteps and get these more advanced features in the hands of your prospects that still have an older model IT support provider. You can do this by offering them a free test drive of your more advanced IT services. Once they get the faster help desk or access to an advanced cloud desktop, they won’t be happy with their ancient technology.
The Bottom Line
Mercedes Benz has a great one-two punch system for selling more cars and that building more advanced technology and then getting that into the hands of existing customers. You can take a page out of their playbook and apply it to your MSP marketing. Just built a more advanced managed services model then get it into the hands of your existing customers and also your prospects. Do this in the form of offer a free test drive and then once they start using these more advanced features, it will become their idea to call and discuss upgrading their ancient IT model!