Reel Them IN
When it comes to your MSP business, having an instant help desk can be an essential sales tool. Many MSPs already have this feature in their traditional business model, but it isn’t used as a selling point. You may have already learned this technique and put it to work; but here’s the twist: you can additionally use your help desk to help demonstrate other areas of tech delivery that may not be easy for potential clients to see otherwise. Many tech issues require additional service.
It’s possible to put your entire IT support plan on display as a means of bargaining with potential clients, but that’s going to devalue your offer to a degree. Think of it like this: you know Star Wars, right? Well, what if somebody told you Darth Vader was Luke Skywalker’s father before you got a chance to see that plot twist for yourself in The Empire Strikes Back? Hopefully, you’ve seen Star Wars and this writing isn’t a substantial spoiler, but you get the idea. Sure, you’d enjoy the films, but it takes away some of their impact.
It’s like if you have the choice of a buffet as opposed to ordering dishes individually. When you go through the menu and determine what you want to eat, then you enjoy each course of the meal more. When you’ve got a buffet, you might take a bite of this and a bite of that, then end up full and bloated without having any real memory of the food you ate. It doesn’t matter if it’s a Chinese place or some all-American solution. This may be one of the reasons buffets aren’t usually so expensive as a conventional meal at a high-class restaurant.
Better Than a Buffet
Your MSP business has enough tech solutions to be its own IT buffet, but if you just put everything out there as a selling point— it diminishes the impact. Meanwhile, if you have each individual item fully defined, your potential clients get a chance to get their head around the full value of each service. Then as you add additional solutions, suddenly the value becomes positively— key word “positive”— overwhelming.
Offer a free help desk for 30 days. Provided your services include actual people answering incoming calls promptly, providing information for questions, solving problems that can be solved over the phone, and other features of such a service, you’ll substantially impress your clientele while only revealing part of your hand.
Also, if you give them 30 days free before they acquire full services, what an incentive that is for them to retain said service continually! Offer 30 days free on the help desk and they’ll ask, “How do I sign up?”
Close That Deal
This is, when you get down to it, a bit of a deal-closing secret. And it often works for a number of reasons:
• You’re not showing your full “hand”
• You’re providing actual value
• Clients generally appreciate “free” services
• You’re giving them something they really need