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 is their very own idea. If you’re wondering what Mercedes Benz’s secret up selling plan is and if this concept could be applied to your MSP Marketing efforts to grow your MSP Business, then read more!
Mercedes Benz Up Sell 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 into the dealership to service their cars. If the time frame to get your care 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 you’re not inconvenienced while they are services your Mercedes Benz.
Of course, there is another secret to the idea of giving their service customer a loaner care and that is there up sell 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 there policy to always give their service customers a better model to drive.
Of, course after driving and far superior Mercedes Benz for several days it’s not long before you start loving the advanced features 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 out maneuver 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 on the latest technology. This way you can always have the most cutting-edge backup and disaster recovery or state-of-the-are cyber security 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 play book and apply it to your MSP marketing. Just built a more advanced managed services model then get it into the hands for your existing customers but 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!