The More Attractive Your Offer, the Better
Any MSP business is collaterally involved with attraction–specifically: the attraction of target customers. But attraction is difficult. Often, it’s a nebulous quality that is incidentally stumbled into more than it is specifically attained. That said, as going to the gym and participating in social circles increases personal attractiveness, studying marketing best practices and applying them expands the attractiveness of your MSP to target customers.
Enhancing Tech Offers
Much of the problem with offers that aren’t converting customers at the levels you expect has to do with how attractive those offers are to potential customers. Here are three tips that can enhance the offers you make as a means of more efficiently facilitating conversion:
1. Build Offers Around Customer Priorities Over Your Own
It’s about what the customer wants more than it is what you want. You’ve got to identify common pain points of core demographics and answer those pain points. You need to demonstrate what your MSP does will either reduce complication, cost, or both.
You need to show how competitive viability is enhanced through IT option A or B. Do you have customers who work with multiple distant locations? Well, maybe you show how cloud computing can consolidate information while reducing complications, diminishing overall operational costs, and expanding potential.
But no matter how good that pitch is, if it isn’t aligned with the customer’s needs and desires, it will fall flat. So, identify that specific aspect of what your customers need which you can provide, and offer along those lines.
2. Position Offers Attractively: Emphasize More Desirable Data
Your MSP business needs to be attractive. Take a supermodel, drape her in a burlap sack, douse her head with marinara sauce, and have her drink a pot of coffee. Even though she’s the hottest of the hot, she’ll look strange and strung-out to those for whom she would normally represent attraction. Or think of carrot cake. Everybody loves carrot cake. But who would order carrots for dessert?
You want your business to be like dessert, not salad. Identify aspects of what you do that are most desirable to target customers and emphasize that information over less attractive data, like associated costs.
3. Embody Marketing Outreach Methods in Action and Business Design
Last, but certainly not least, be sure you “practice what you preach”. If you say you’re on the cutting edge, potential customers had better get that impression from outreach content, service offers, how your office is designed, and the veneer you present to the public.
Making More Conversions
When your MSP business builds attractive offers around customer priorities, emphasizes desirable data, and embodies their brand message in more than just words, that tends to make offers more attractive. Customers can see you practice what you preach, you have their best interests at heart, and you are offering something they actually want. Accordingly, they’re more likely to convert.