Competition is the name of the game in our hyper-capitalist economy. If your MSP company provides the same services as your competitors at a similar cost, you will gradually lose market share. It is important to distinguish your offerings from those provided by competitors. The question is how to accomplish this feat. Obtaining a competitive advantage is easier said than done.
Provide Unique Insight and Assistance
Specialization is the name of the game. Provide clients with helpful insights and assistance your competitors can’t offer, and the flow of your business will ramp up in due time. Solving client problems in a thorough and timely manner will establish a rapport that leads to loyalty across the ensuing years and decades. Staff your MSP company with talented employees and they should be able to offer clients highly unique insight that establishes your group as a true authority in this competitive industry.
Make Competitors’ Weaknesses Your Strengths
Those who invest the time and effort to study the competition are that much more likely to emerge with client business. Highlight competitors’ flaws when pitching your services to target clients. This is your chance to show your company’s superiority. Furthermore, if you offer more services than your competitors, it will be that much easier to attract clients with diverse tech needs.
Don’t Pester Prospects
Take a moment to imagine what life is like for one of your prospective clients. It is one thing to reach out to target clients with a sales pitch every couple months. It is another to cold call a prospect several times per week. Furthermore, the manner in which sales communication occurs is important. A hand-written letter is more effective than a series of emails. The point is to respect your prospects. They have work to do just like you do. If you are constantly interrupting their work routine, they will think of you in a negative light.
Make an Effort to Understand Prospective Clients
Clients warm up to those who are willing to learn about their industry, business operations, and nuanced challenges. Learn about your target clients, mix in some of these insights in your sales pitches, and explain how your offerings can improve their idiosyncratic business hurdles. If you can show how your business can serve as an extension of the client’s business, your bottom line will benefit across posterity.
Staff Your Team With Intelligent and Courteous Professionals
Accomplishing everything detailed above will prove quite difficult if the professionals you employ are not cordial with clients. It is not enough to hire a crew of tech geeks who lack social graces. There is an element of customer service to this business. A tech professional with people skills is that much more likely to please clients and retain their business across the long haul. Alternatively, if your business is known as the group that does not pick up calls and responds in a reactive manner as opposed to a proactive manner, you will lose market share.
Above all, your staff should be honest. Clients respect honesty even if it is negative in nature. Tell clients the truth about potential downtime, the true cause of tech problems and other uncomfortable realities, and they will ultimately respect your team that much more.
Focus on the Client Experience
Your business is only as good as the last client’s experience. Provide each client with the same level of assistance, and word of your company’s merit will quickly spread throughout the community. Leaving even one client disappointed can spur a decrease in business. Do not underestimate the potential of a bad client experience to negatively impact your profitability. Such an experience will preclude repeat business from that customer. Furthermore, a disappointed client will be inclined to speak poorly of your company to others in the community.
Separate Your Company From the Pack
Provide diverse services, hire the right people, key in on customer service, then your MSP company will stand tall amongst the crowded competition. In fact, proving the merit of your services to a single client has the potential to lead to referrals that keep your business profitable for decades to come.