“At a time when many are stressed about how they are going to survive, retreating, and freaking out about their financial situation, I’ve been able to personally coach a small group of my managed it services clients to secure an average increase of 209% in bottom line profits, a 45.2% increase in NEW clients and 50.6% increase in managed it services. So what are they doing differently? (Not just from a marketing standpoint – but a philosophy and strategy standpoint?)
MSP Marketing Blog
Why Managed Service Providers Need To Pay Attention To What They Call Their Managed IT Services Solution
By: Robin Robins, Author of the Managed Services Marketing Blueprint
When you talk to clients about your IT managed services, what do you call it? Do you say it’s “managed software?” Do you just use the common industry term, “managed services?”
If so, listen up …
What you call your managed service solution IS important to how well it sells. First off, you don’t want to use the generic term “managed services” or “IT managed services” for two reasons.
First, the average business owner has no clue what ‘managed services’ means is; therefore you’ll lose rapport with the prospect and make them feel stupid for not knowing what you are talking about. Classic geek-speak!
Second, you want to create your own brand. You don’t see bottled water companies naming their product, “bottled water.” They use more exciting names such as “Dasani” or “Aquafina.” You need to do the same.
If you want to differentiate yourself from other managed services providers, naming your services will go a long way to doing just that.
Here’s another tip… Read full article and comment →
Should You Put A Guarantee On Your Managed Services Solution?
By: Robin Robins, Managed Services Marketing Blueprint
I often get e-mails from managed service providers asking if they REALLY need to offer a guarantee on their services. So, here is my final position on the matter:
If you cannot unconditionally guarantee your managed IT services solution, you need to go to work on improving your delivery, or find something else to sell. A guarantee is not only important when marketing your services, but it also keeps you sharp in making sure the client stays happy.
I’ve had multiple managed services provider clients who put a guarantee in place and subsequently doubled – sometimes tripled – their close rate. So yes, you need a guarantee. Read full article and comment →