Razzle Dazzle Potential Clients
MSP marketing that concentrates on showing, rather than telling, will ultimately be more effective. As an MSP, most of your clients are working in business arenas that have nothing whatever to do with the cutting edge, except as a means of facilitating operations. Consider a department store, as a for instance. A department store has Point of Sale (POS) technology like credit/debit card readers and cash registers. It also has cameras. Additionally, the data on sales, security, and other statistical aspects of operation are all entered into varying databases and calculated at yearly, quarterly, or bi-annual intervals in order to determine the direction of upcoming operations.
But for these things, your average middle-manager isn’t going to look for top-tier technology solutions sourced through, say, the cloud or some Big Data solutions. Instead, they’re going to look for the cheapest thing that can crunch the numbers. However, if you were to show a client how big data can simultaneously analyze influxes of shipments, sales, and data for a whole chain of stores across a state, city, or even the country; suddenly, they can see where a slight adjustment could save them millions. Being able to see those potential savings will do a lot to engage them regarding your MSP’s technology solutions, and has a much higher likelihood of prompting them to begin working with your organization to streamline their own business.
If you tell them you can help them, they may or may not be interested. If you show them, it becomes very difficult to brush you off. To that end, you want to be showing, rather than telling, at every opportunity. A great tool for this is the telepresence robot. These are relatively cost-effective, and basically consist of a tablet with a screen on a remote-controlled wheel assembly. The IT professional can operate the telepresence robot remotely in order to assist clients in their day-to-day operations. This combines on-call remote support with the advantage of on-site tech support. It’s really the best of both worlds. As it turns out, the vast majority of issues are solvable from a remote location to begin with.
The minority, which isn’t usually fair, requires eyes-on in order to determine what non-technical clients are getting at. A cashier who says the dingus on the doohickey is blinking likely hasn’t given the remote helpdesk support professional enough data for proper advice. But if she can tell that to a man operating a telepresence robot, he can pilot the screen in close to the POS terminal, look at the issue, and then tell her something like: “Oh, you’ve just got to flip that switch over by the dingus.” She’ll definitely be able to understand “dingus.”
If you really want to jazz up your MSP marketing presentations, have one or a few of these robots weigh in during a sales meeting. Explain what they are and what they do, and then give a demonstration. Ask a potential client about an issue they may or may not be having with a device of theirs. Chances are, there’s something a telepresence bot can help them work through with relative ease, directly communicating the worth of such solutions. It’s like always having an IT guy right in a given office. The tech can talk to them, have a real conversation, gesture, point, and communicate with greater accuracy than is possible on the phone. It’s the next best thing to having a Jonny Quest-style wrist communicator wherein individuals communicate face-to-face!
If you really want to acquire new clients, wowing them with that which has an immediate value is a great MSP marketing tactic. To review:
• Show, Rather Than Tell
• Have Available Technology Solutions That Are Tangible
• Communicate With Clients At Their Level
If you follow some basic tips like these, you’ll be able to increase your client base in an organically proactive way which naturally recommends itself to expansion. Remember: your clients aren’t savvy to technological advances in the same way you are. Well, for the most part. Should you find clients who are so savvy, then it’s even more incumbent on you to properly demonstrate how ahead of the curve you are.