An easy way to differentiate yourself from the managed services crowd is to embrace the managed services solution based sales process. As MSP’s, you’re not selling a product, you’re selling a solution.
By altering your managed services sales process and inserting a ‘needs analysis/consulting session’ on the front end, you will provide your MSP sales team with an opportunity to flush out your prospects real ‘business needs’. This allows you to gather the information required to then customize the appropriate managed services solution for each prospect.
In any business or industry, understanding your clients needs play an instrumental role in determining what it is you’re going to sell them. It also makes it much easier to then position those new managed services. Once you have determined ‘who it is’ you’re going to market your managed services too, you then have to look at what those prospects ‘need’ in order to ensure your company’s services are properly aligned.
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