It’s common knowledge that buyers who are researching a solution, whatever it may be, are seeking a personalized experience. If they fail to be impressed by what you have to offer because they don’t see how their needs could be properly addressed, you’ve lost the opportunity to make that sale. This is why it’s important for MSPs to know their buyer personas. MSPs who take the time to map out buyer personas by accurately identifying the profile of their target customers will be better able to … [Read more...]
Smart MSP Branding Boosts Marketing Efforts and Drives Sales
There are a lot of pieces in the MSP marketing and sales puzzle. When you think of a marketing strategy, a few basics often come to mind: lead generation, lead nurturing, thoughtful content. However, a key component of any successful marketing and sales strategy is branding. Developing a unique brand for your MSP gives your efforts a more personal touch, makes you more memorable, and ultimately drives sales. Your brand helps differentiate your business from your competitors and – if crafted … [Read more...]
The “S” in SMB: A Very Large Market Opportunity for MSPs
This is a topic we’ve discussed before. If you’re a managed services provider looking for a greater opportunity to sell, look no further than the small and midsized business (SMB) market — and concentrate on the “small.” The definition of a small business varies by industry, but our MSPs typically focus on companies with fewer than 20 employees — that’s a market of 5.2 million businesses. While it’s easy to be blinded by the potential profits that come along with signing a big organization, … [Read more...]
Why MSPs Should Target SMBs
According to the U.S. Small Business Association, there are roughly 5.8 million companies in this country and 99% of them employ fewer than 500 people. Small and mid-sized businesses (SMBs) with fewer than 100 employees and make up 98% of all US companies, totaling 5.7 million in the U.S. alone. Let’s break those numbers down a little bit further: Among the 5.7 million small businesses, 5.2 million of them have fewer than 20 people on staff. And these are the companies that rely on MSPs for … [Read more...]
The Way to Mutual Success: How to Stage Successful Customer Onboarding
Landing a new client is a great thing. Keeping that client, now, that's where the challenge is. The first few days after the sale are perhaps some of the most crucial in the entire process. These are the times when doubt is highest and when faults are spotted. How do you break through this static and keep a customer in the fold? The answer may be simpler than you think: successful customer onboarding. How Do I Make Successful VoIP Customer Onboarding Happen? Successful customer onboarding … [Read more...]
The Business of Being an MSP: A Changing Environment Requires New Solutions
If there's one thing we know about technology by now, it's that it's constantly changing, whether we like it or not. Just ask the surprisingly large segment of the population who wishes Windows XP or Windows 7 was still the standard. It’s a reality that we can't keep our favorite operating systems running forever, just like we cannot ignore all the changes technology brings to every aspect of our businesses. Managed service providers (MSPs), in particular, have a challenging job with keeping up … [Read more...]
Why is Voice a Low-Maintenance, High-Profit Avenue For More Revenue?
It’s never been easier — or more lucrative — to start selling voice solutions. For MSPs interested in growing their business, cash flow can pose a serious issue. One avenue many providers overlook is voice service, which offers a low-maintenance, high-profit means to an end. Just Set It and Forget It In most cases, MSPs have great relationships with their customers and are already familiar with the infrastructure at their respective sites. Adding voice services to your offerings makes … [Read more...]
Never Sold a Voice Service Before? Here’s What You Need to Know.
If you’re considering selling voice, overcome inner objections with this invaluable advice. In the modern workplace, voice solutions are a must for enterprises of all sizes. Over the years we’ve heard lots of stories related to selling voice services, and most of them sound like the plot of a horror show! Fortunately, there’s a simple way for MSPs to provide top-tier voice solutions – without the recurring nightmares. When most MSPs consider selling voice services, fear often prevents them … [Read more...]
Improving Customer Relationships to Grow Your Business
Selling to customers these days – even as the overall economy improves, and budgets get some life back in them – isn't easy. Customers have access to reams of information about products, comparative studies throughout a market, and price comparisons. A majority of the tasks for getting customers to buy has shifted from the sales department to marketing. So, how can a managed service provider (MSP) get ahead without shattering the marketing budget? The answer may be as simple as conducting a … [Read more...]