The 5 things every MSP and Dev House should do to win new customers.
While interviewing top Managed Service Providers and Development Houses we discovered they all had one common challenge – Winning New Customers.
As small and mid-sized companies you are the hardest hit by this challenge. Typically founders have deep technical skill, and given the opportunity are able to transform the IT environment for their customers. As it so often happens with every small business, the founders are required to broaden their focus and handle day to day admin, HR, legal, accounting, support, R&D and finally marketing and sales, all while actually delivering on the service they provide to customers. This creates the dreaded sell/deliver roller coaster which places significant burden on the business and it’s people.
We challenged sales guru Paul Slade, one of Go2Cloud’s founders, to come up with a solution.
Here are 5 things that every MSP and Dev House should do to win new customers:
1) Be ruthless when defining a target market.
It’s critical to take the time and be realistic about who you’re actually targeting, before simply launching a new website and pitching anyone who’ll listen. Be ruthless in your segmentation.
2) Qualify, qualify, qualify.
Learn whether your prospect has a stated business need for engaging with your company. Ensure they’ve set aside budget and understand their timeline for making a decision. Focus your sales effort on customers that are ticking these qualification boxes.
3) Prove to your prospects that they can trust you.
4) Make good business sense for your prospect.
Your service should either be aimed at increasing profits, improving business efficiency and reducing business risk.
5) Clear Pricing Strategy
Help make that journey predictable for your prospect.