The existing
customer base is truly a good start to grow. Your mutual past will determine
what the opportunities could be. As you have provided several services to the
client, he puts you in a slot. He can put you in the IT geek slot, in the IT
advisor slot, the IT department slot, or whatever slots they have in mind, and
whatever services you have been doing for them.
The problem is that the slots are limiting your options. If you have been doing remote support, monitoring and backup, it is quite hard to come up with ideas about Cloud strategy or a CRM implementation project. The MSPs usually start the job by doing technology related things, so they put you in one of the technology related executor's slots in their heads. They are expecting expertise in the things you have been doing.
Would it not be strange to get an offer from Starbucks for a fine Steak, or for a bottle of wine from CocaCola? These are offers are from the same industry, but from different segments. So you have the slots in your head already.
This is what branding and reframing are all about. “Reframing” means to change the perception of the client about your capabilities. This reframing is not about telling you how good you are or having better marketing materials.
It is about experience. They have to experience that you are different from what they have thought. It shouldn’t be some slight difference. It has nothing to do with how many things you can offer. It has to do with how high-level a business-related partner they could have.
This has to be a real eye opener, a thought provoking experience, to make the change and put you to a more valuable, interesting slot in their heads.
After that, the conversation and the respect will be different.
But just imagine:
With ReframingYourClients you are able to:
The problem is that the slots are limiting your options. If you have been doing remote support, monitoring and backup, it is quite hard to come up with ideas about Cloud strategy or a CRM implementation project. The MSPs usually start the job by doing technology related things, so they put you in one of the technology related executor's slots in their heads. They are expecting expertise in the things you have been doing.
Would it not be strange to get an offer from Starbucks for a fine Steak, or for a bottle of wine from CocaCola? These are offers are from the same industry, but from different segments. So you have the slots in your head already.
This is what branding and reframing are all about. “Reframing” means to change the perception of the client about your capabilities. This reframing is not about telling you how good you are or having better marketing materials.
It is about experience. They have to experience that you are different from what they have thought. It shouldn’t be some slight difference. It has nothing to do with how many things you can offer. It has to do with how high-level a business-related partner they could have.
This has to be a real eye opener, a thought provoking experience, to make the change and put you to a more valuable, interesting slot in their heads.
After that, the conversation and the respect will be different.
But just imagine:
With ReframingYourClients you are able to:
- shake up your clients with a thought- provoking questionnaire
- facilitate a fun, engaging, eye opener workshop with very special tools in place
- act like a business coach, asking the right questions, and helping them to think
- tell stories about business opportunities achievable by IT with a gorgeous Info graphic report and with your personal analysis
- formulate short, medium, and long term IT plans for the global IT strategy of the company
- align everybody to execute those action plans and strategies
As you move out of the techy slot, the perceived value grows, and the billable
hourly projects or recurring revenues can rise as well.
See: Trusted Advisor or Technician, What Pays More?
See: Trusted Advisor or Technician, What Pays More?
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