MSP Blog Logo

BDR

Business Growth

Cybersecurity

Help Desk

MDM

RMM

Sales & Marketing

Subscribe

Empowering Your MSP Business to Grow and Prosper—One Post at a Time

5 Ways to Improve Your MSP Service Level Agreement (SLA)

Featured Post

5 Ways to Improve Your MSP Service Level Agreements (SLAs)

SLAs are the foundation of your MSP business. They are essential to building strong client relationships and must be clear, reasonable and well-constructed.

Read Now

5 Important Onboarding Touchpoints Every MSP Should Know

Posted by Nicole Hunter Hart on July 6, 2017

5 Important Onboarding Touchpoints Every MSP Should Know

When bringing on a new client, the first 90 days is the most crucial period in ensuring their success with your IT services. If you’ve been following along with my blog series, you’re already well on your way to optimizing your MSP onboarding process. In my first post, you asked and answered five critical onboarding questions to provide important insight into your client onboarding experience. In post number two, we embellished on your learnings to create a client onboarding journey to help you visualize the end-to-end process and identify areas of improvement. Now, it’s time to talk about impactful touchpoints during client onboarding that are not to be missed.

Let’s take a deep dive into how you can properly set expectations for a successful start to your partnership—starting with these five important onboarding touchpoints.

Read More

Topics: Business Development and Growth, Client Acquisition and Management

Understanding the MSP Sales Process Part 2: Information Gathering and Your Initial MSP Meeting

Posted by Blake Loughran on June 20, 2017

Understanding the MSP Sales Process Part 2: Information Gathering and Your Initial MSP Meeting

Welcome back to my series, Understanding the MSP Sales Process, where you’ll learn all about the four key stages of the MSP sales process. In part one, I gave you actionable tips on how you can tackle the first stage—prospecting. Today, we’ll be discussing how you can use information gathering to schedule a meaningful first meeting with your prospects and build successful business relationships.

Almost every celebrated sales methodology compartmentalizes each stage of their strategy. Instead of going about it this way, MSPs need to focus on how each stage of their sales process flows into the next—all the way to the end. A well-planned prospecting strategy will inevitably produce initial meetings with new prospects. Just as the goal of prospecting is not to immediately sell a new contract, the goal of initial appointments is to gather the right information so your proposals ultimately align with your prospects’ priorities.

Read More

Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

How to Demonstrate Your MSP Value from Day One

Posted by Nicole Hunter Hart on June 1, 2017

How to Demonstrate Your MSP Value from Day One

As the saying goes, you only get one chance to make a first impression. For the average managed services provider (MSP), that chance comes once your client signs on the dotted line. Managing the client onboarding stage is a must, because once this process begins, your client sees your service delivery team in action for the first time. Do it right, and you will quickly establish trust and confidence. Get it wrong, and your client relationship may be short-lived.

Client retention is an essential component of being a successful MSP. In essence, this is why I’m authoring this client engagement series; to help you increase your retention and revenue through onboarding strategies and best practices. In my previous post, I left you with five important questions to consider from your client’s perspective. Let’s take a deeper look at how this exercise can help you set the stage for long-term success with a new client from the outset of your onboarding process.

Read More

Topics: Revenue Growth and Profitability, Client Acquisition and Management

Understanding the MSP Sales Process Part 1: Prospecting 101

Posted by Blake Loughran on May 23, 2017

Understanding the MSP Sales Process Part 1: Prospecting 101

Most successful business owners agree that enforcing process is critical to maximizing efficiency in other departments; but why are so many slow to implement a formal sales process? Perhaps the sheer number of potential sales methodologies is intimidating, or perhaps their cost is a hindrance. In this four-part series, Understanding the MSP Sales Process, I’ll provide a proven framework based on common threads shared by the most popular sales methodologies. We’ll take a close look at how these steps are pertinent in the MSP industry and how to best leverage each to increase your bottom line.

In their purest forms, the most prevalent sales processes follow four chronological stages: prospecting, information gathering, proposal, and closing the deal. Each of these steps is as important as the others and will be covered in separate monthly entries. Today, we’ll focus on the first step, prospecting, which is defined as a systematic method of developing relationships that can potentially be fostered into new clients.

Read More

Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

What Is Your Client Onboarding Experience? (Hint: If You Don't Know, You're Doing It Wrong)

Posted by Nicole Hunter Hart on May 4, 2017

What Is Your Client Onboarding Experience? (Hint: If You Don't Know, You're Doing It Wrong)" class="hide" width="638" title="What Is Your Client Onboarding Experience? (Hint: If You Don't Know, You're Doing It Wrong)

Did you know that it is six to seven times more expensive to acquire a new customer than it is to retain an existing one? As a managed services provider (MSP), you know this first hand. Finding and closing a new client deal takes time and money, and that’s before you’ve even factored in onboarding! Many businesses are under the impression that acquiring and adding new clients is what keeps them successful. While this is a factor, in reality, a long-term client is of much more value than a single-deal client. When you focus your attention on existing clients and retaining them for a longer lifecycle, you’ll be able to build a revenue foundation that is more profitable and predictable. Let’s take a deeper look into how you can do just that.

I’m writing this new blog series in the hopes of helping you increase your client retention and revenue through onboarding best practices and strategies. Throughout the series, you will learn how to analyze your client journey from the client’s perspective, effectively structure your onboarding experience for maximum impact, successfully demonstrate your value and set the stage to build lasting client relationships by leveraging a customer-centric model. Each post in this series is designed to build upon the previous, so be sure to come back regularly as we provide you with top tips for enhancements, homework questions to consider, and helpful templates to aide in elevating your client onboarding journey.

Read More

Topics: Business Development and Growth, Client Acquisition and Management

Unleashing the Power of Social Selling in Your MSP Business

Posted by Robert Kocis on March 21, 2017

Unleashing the Power of Social Selling in Your MSP Business

I hear over and over that a top challenge for managed services providers (MSPs) is effectively acquiring new clients. It’s very difficult to run a business, handle client care, payroll, HR duties, finance and then in your spare try to “sell.” It’s a common challenge for many MSP owners, but I believe that effective social selling can play a key role in helping you effectively acquire more clients and up-sell, cross-sell and retain your existing ones.

I first started to study and implement social selling in 2014 when I met Annie Stankevich, she was my LinkedIn sales rep at the time. Annie helped me transform how we prospected and engaged with clients at my previous company by leveraging social selling techniques Today, I am fully bought into how powerful social selling can be. 

Read More

Topics: Sales and Marketing, Client Acquisition and Management

4 Steps to Ensure Interest in Your IT Sales and Marketing Presentations

Posted by Johannes Beekman on February 5, 2017

4 Steps to Ensure Interest in Your IT Sales and Marketing Presentations.png

As a managed services provider, you may not realize how important it is to attract the interest of your prospects. IT marketing is a crucial part of any tech service and can ensure your long-term success, yet it isn’t always an MSPs strong suit.

The key to landing new clients and closing more deals is fully communicating the services and features you have to offer. The same, fly-by-the-seat-of-your-pants approach to a sales presentation doesn’t work with these clients. If you are ready to see how to create an effective presentation that helps you close more deals, then just keep reading.

Read More

Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

Four Tricks to Get Your MSP Marketing Prospect's Attention

Posted by David Walter on January 27, 2017

Four Tricks to Get Your MSP Marketing Prospect's Attention.pngMSP marketing has evolved far beyond blind outreach and simple cold calling. Actionable strategies are now required to generate more interest from your prospects. But if marketing isn’t necessarily your forte, how do you know which approach is best? Quite honestly, there’s no one right answer, but one established strategy that you should definitely be cognizant of what is called “AIDA.” AIDA stands for Attention, Interest, Desire, and Action. Let’s breakdown some of these AIDA principles and how you can leverage them in your MSP sales and marketing meetings.

Read More

Topics: Sales and Marketing, Client Acquisition and Management

Can Managed Services Bridge the IT Skills Gap for SMBs? [CHART]

Posted by Lily Teplow on August 26, 2016

Can-Managed-Services-Bridge-the-IT-Skills-Gap-for-SMBs.png 

The IT skills gap phenomenon isn’t a new concept, but it has become increasingly evident in the past several years. Most small- and medium-sized businesses (SMBs) have the same IT needs as larger organizations, but unfortunately lack the necessary internal bandwidth and resources. With new IT rules being written every day, complicated by the internet of Things (IoT) and an increasingly mobile workforce, IT professionals need to stay up-to-date and receive the latest certifications to cover their bases. As conditions continue to evolve, how can SMBs deal with the widening skills gap?

Read More

Topics: Sales and Marketing, SMB Trends, Client Acquisition and Management, MSP Sales Chart

Starting the Sales Conversation with a Positioning Statement

Posted by Mary McCoy on August 2, 2016

After one of your prospects becomes a sales lead, what’s the next step? You might be familiar with the basics – their contact information gets passed on to your sales team and they attempt to persuade them of a need for your product or services. However, do you have a clear understanding of how exactly that conversation gets started?

Read More

Topics: Sales and Marketing, Client Acquisition and Management

RMM 101: Must-haves for Your IT Management Solution
MSP Guide to Managed Services SLAs  [white paper]
comments powered by Disqus