Solid Relationships Are Key to Operational Sustainability
An MSP company has a longer-than-usual sales cycle owing to the expenses involved. An MSP is going to provide services and products which can be very expensive, and require many years’ usage for customers of said MSP to get their total value. Accordingly, the decision to use MSP services is a very careful one for many businesses.
How to Build Good Relationships
A reliable, strong relationship is fundamentally necessary toward long-term profitability for your MSP, and for the customers you serve. But building a relationship doesn’t happen in a vacuum. If you’re going to see the best results, you’ll want to work for it. Following, we’ll briefly explore a few tips to help you build and maintain relationships with your clients:
Focus On Value and Quality, Be the One to Reach Out
You need to provide true value to your customers. Part of that value will be the relationship you provide. Part of it will be the information you give them. Part of it will be direct services. You want to focus on qualitative services that are full of true value. Additionally, don’t wait for those with whom you’re courting a relationship to reach out. You need to be the initiating party.
Understand Where Successful Networking Can Happen
An MSP company won’t likely get a lot of successful marketing done at some sports event. If you’re trying to network at a shopping center, it’s probably not going to work. However, a technology convention is a great opportunity to network. Determine which networking opportunities are best for your MSP, and regularly become a presence at such events.
Pitches Aren’t for Relationships, They’re for Closing
A salesman pitches to a lead when they’re primed for conversion. The idea is to initiate a close before that conversation ends. However, if you’re building a relationship, there should be no pitches. When you’re dating someone, are you constantly trying to show why you’re a good choice for a life partner? No! That’s for the courtship stage prior to the relationship.
With customers, once you’ve got them, you don’t want to annoy them by constantly trying to upsell. Treat them instead as partners. When they do well, you do well; and vice versa. Check in at intervals, be relevant, be professional.
Online Networking and Incorporating CRM Options
Assure you don’t neglect to network using social media options. As you onboard new leads and customers, use Customer Relationship Management (CRM) software to automate outreach and organize interaction.
Strong Relationships Are Key for Success in Business
Your MSP company should build relationships with customers through online networking, CRM management, relationship-building over continual pitching, proper networking, quality, value, and initiation of interaction. Such methods make and sustain healthy relationships between you and customers.
