As an MSP company, it is imperative you maximize profit from even your smallest customers. It won’t do to force services on them, but similarly, it’s not a wise idea to simply allow all customers to accept the most minimal services you offer. You need to add value.
Tactics to Add Value to Customers
Adding value to customers can be complicated or simple, depending on how you inform and implement associated tactics. Consultation can be a huge help here. Beyond that, consider the following:
Follow-Up Abandoned “Carts” on Your Website
Sometimes, customers are ready to check out on your site, and they don’t because they’re distracted or some network issue keeps them from fully filling out their digital “shopping cart”.
Sometimes existing customers were ready to add new services, and something distracted them. Certainly, there are situations where this isn’t the case. But unless you carefully follow up on all customer carts left abandoned, you won’t know. So follow up.
Find Bundling Options; A-La-Carte vs. Discount Packages
Your MSP company would do well to learn a mild lesson from the French. The term a-la-carte refers to picking up certain items individually. Basically, you’re shopping “by the cart”, as it were.
Well, here’s what you do: you bundle products or services together. Then you provide the same services individually on your digital “menu”. The individualized services should be more costly than bundled services.
This encourages prospects to buy the bundled package and get a discount. Simultaneously, if they don’t want or need everything in a bundled option, they can go with the singular solution.
Though by itself it’s more than it would be in the bundle, it’s still less than the total bundle. So your customers have incentive to buy more, but if they can’t, and they still need what you offer, they can buy less; either way, you still see increased profit.
“Tenderize” Target Customers with Good Content
When you continuously produce solid content recommending the value of fully adopting the products or services you offer, it’s like “tenderizing” a steak before cooking it.
Think of solid content as a meat tenderizer for the entree of target customers. The better the content, or tenderizer, the more effectively you’ll position potential customers to convert or position them for upsell.
Getting The Most Value from The Most Customers
When your MSP company uses content to preemptively prepare existing or prospective customers, you’ll likely see expanded conversions and up-sale potential. When you provide discount bundles while demonstrating what the same services cost individually, this additionally provides incentive toward customer value maximization. When you follow up not only on abandoned “carts”, but in general using organization through CRM and the like, you’ll have a much higher likelihood of getting more value from each customer your MSP serves.