Your MSP business does not operate in a vacuum; it is an integral component of your local community. It also has business partners and competitors of varying degree. Accordingly, as you’re courting clients, you’re competing against other MSPs who may or may not be able to serve them better. You’ve got to overcome them, have successful proposals and have a way of approaching the interaction that is known to be successful. With this in mind, here are several suggestions to help you focus your proposal efforts:
- Know if the client is new or has worked with an MSP before
- First, explain what the costs are
- Inform clients regarding what you do
- Use real language, not tech speak
- Illustrate using examples that can be related to
- Specify where limitations are
New or Tenured?
Your MSP business first needs to know with whom it is working. Are you courting a client who has never had any MSP support before or someone who has gone through multiple tech providers? If the former, you have things going for and against you. It’s good that they don’t quite understand, but knowing as much themselves, they’re likely to be cautious. You’re going to have to spell it out. With the latter, which is those who are experienced, you need to anticipate common problems such clients have and address how your MSP avoids them while continuously providing top-tier service for customers.
Explain What the Costs Are
Whether new or tenured, you want to get price discussions out of the way quickly. This saves you time, it saves the client time, it’s straightforward and it’s recommended. Granted, there may be fringe scenarios where you’ve got to play your cost hand more closely to your chest. Generally, though, you’ll find that experienced customers want to know what they’ll be spending right off the bat, and newbies need some idea of the scale an MSP brings to operations. Also, explaining costs helps build a picture in the client’s mind pertaining to what you do and why it’s good for them. If you’re proactively monitoring for security purposes, then provide case-studies that demonstrate the likelihood of cybercriminal incursion and how likely your monitoring is to prevent it. You can then present savings and even ask whether the client has experienced similar statistical instances of breaches.
Inform Clients What You Do
Again, spell it out and in terms that provide value. Whenever you get an opportunity, drop a stat about how doing this for a certain cost saved your client so much over a certain amount of time.
Use Real Language, Not Tech Speak
Technology lingo can be complicated and confusing. Speak in plain words. Don’t say a cloud-based server array linked together provides the ability to process terabytes in microseconds. Say the cloud processes things faster. Elaborate if you’re questioned. You’re looking for basic, direct communication.
Illustrate Using Examples That Can Be Related To
Analogy and metaphor help. You might explain the cloud this way: you know how those neon light displays in Vegas are really hundreds of lights going on and off at the right time? Well, a server array is like that, except each server would be represented by a light bulb. The more of them you get together, the bigger the picture can be.
Whether your clients are new or have some experience, you want to let them know where things stop for you— and where they stop generally. Sometimes, clients want more than the preponderance of tech companies can provide. There is a compromise opportunity here where combined services and a creative suite of provisions may meet this client’s needs. You need to know their needs as well, so focus on this. You’ll have a better chance of landing the client if they have some stationary parameters with which to build a mental picture of what you do.
MSP business proposals that take limits into account, illustrate using examples, feature understandable terminology, properly inform clients, explain costs adequately and determine whether targets are new or not will more likely produce conversions. Getting it right may take time, but it’s worth it.