MSP marketing needs to consider a strong value proposition for greatest effectiveness. Such a proposition does three primary things: it gives your MSP a reason to exist, it shows why you’re better than competitors, and it vindicates the prices you set forth. The value of providing such information to prospects includes a number of factors worth thinking about:
MSP marketing incorporating a clear value proposition will directly communicate why what they do is important to prospective clients, and that in a quantifiable way. When you can show clients that you’ll collaterally save them $10k+ annually (or more, or less, depending) in terms of equipment cost reduction, downtime reduction, and competitive enhancement, that becomes less of a pitch and more of an offer.
You’re going to get more conversions when you demonstrate savings via numerical analyses and even case studies which show similarly-situated peers to your prospects reaping benefit from your MSP’s provisions.
Acquisition of More Qualified Leads
When you show what your services cost, and why, you’re going to attract a more discerning clientele who are apt to be a better fit for your MSP. If you tell what features define your products, but not how those costs are determined, don’t be surprised if you get a lot of people asking questions who aren’t even suited to adopt an MSP’s services in the first place. So additionally, a solid value proposition helps you reduce wasted time dealing with ineligible prospects: some can’t afford you to begin with.
Increased Customer Satisfaction
When clients get what you told them they would, like you said they would, this is satisfying. You’ve made an expectation and fulfilled it. Additionally, this facilitates trust between you and clients and can lead to long-term loyalty.
MSP marketing is made more efficiently viable through detailed value projections which are derived from real data. Look at your primary clients currently and determine the value you’ve brought them so you can show that to future prospects.