The companies who are not supported by MSPs are declining. Surely, there are still blank spots, but if a company had a problem previously, it has long since been settled by having a MSP. So, if other areas are not supported, it is because the need is not there, or IT does not place much value in them. So these companies do not offer great opportunities.
The hard fact is that good prospects are already served by other service providers, so you have to compete to acquire them.
And here is the problem. Usually the clients are satisfied with the local MSP for several reasons, which makes the work for the entrants hard. Either the MSP or the client is an old buddy, or the clients just do not see other options, or they just trust the vendor because they are not able to measure the performance. So, this is not an easy task to reframe the client to use our services, right?
Another option is when the client has a bad experience with the provider. This is an easier situation, provided the timing is right and Client is really upset. However, usually there are highs and lows in those relationships, and the bond is so strong that they would need to invest a lot during the change, so they usually come up with the decision of not changing to another vendor. They are afraid of what happens when the service provider is leaving in terms of security and continuity.
Just imagine:
With ReframingYourClients you are able to
The hard fact is that good prospects are already served by other service providers, so you have to compete to acquire them.
And here is the problem. Usually the clients are satisfied with the local MSP for several reasons, which makes the work for the entrants hard. Either the MSP or the client is an old buddy, or the clients just do not see other options, or they just trust the vendor because they are not able to measure the performance. So, this is not an easy task to reframe the client to use our services, right?
Another option is when the client has a bad experience with the provider. This is an easier situation, provided the timing is right and Client is really upset. However, usually there are highs and lows in those relationships, and the bond is so strong that they would need to invest a lot during the change, so they usually come up with the decision of not changing to another vendor. They are afraid of what happens when the service provider is leaving in terms of security and continuity.
Just imagine:
With ReframingYourClients you are able to
- have a unique value proposition on the measurement and management of the IT competitiveness, which is far from the IT techy stuff
- measure, assess, and benchmark all the business related IT areas without having technical conversations, done with a measurement tool
- demonstrate to the CEO the general performance of his service provider against a benchmark
- give an eye opener experience and position yourself as a trusted advisor in the IT management area
- control the local service provider and challenge them after having made an action plan in spite of the fact that they may be given a second chance
- collect the high value added, high margin work components like project management, high tech work, integration, organization etc.
The power is in the trusted advisor's hands. It is the trusted advisor who does the reframing.
Checkmate. Yes, this is truly an "unfair" advantage in your hands.
See:
- Proactive Customer Development - leverage your QBRs
- The 6 Reasons MSPs Tend to Over Deliver
- 4+1 Website Sins Preventing MSPs from getting more leads
- Boundaryless team
- The 5 Levels of vCIO Operational Maturity
- Build your MSP with the help of virtual CIO services
- What is the one business skill MSP leaders can teach their clients?
- Who's The Ideal vCIO Candidate?
- Do You Know Your Customers?
- Trusted Advisor or Technician, What Pays More?
- 12 mistakes most MSPs make with their vCIO services
- Building up a 45 people rock solid MSP - Interview with Chris Day
- Why inbound marketing works for MSPs
- Our first book: MSP 2.0 - The Managed Service Revolution
- How does the current definition of "IT" hurt your MSP business?
- Monetize smart the client apps, saas solutions
- Practice building or business building
- Webinar takeaways about selling IT security and compliance
- Game Changer Sales Ideas From The Book - "The Challenger Sale".
- The MSP 2.0 service offering in the 7C IT management Framework
- Cracking the code of the future of the MSPs
- The process of becoming the Trusted Advisor [video]
- Why clients need more consultative work from MSPs lately? [video]
- MSP East vs West All Star Game
- Story of how the struggle of an MSP led to the ReframeYourClients project
- MSP 1.0 vs. MSP 2.0 [video]
- 3 ways to segment the market for MSP services to get the best result [video]
- How to decide who to transfer from Time and Material to MSP contract?
- Why MSPs are struggling on sales nowadays?
- How to make business easily from the wasted time in the workplace trend? [infographic]
- Research: World of vCIOs on Linkedin
- Hard truth: why the Network assessment could be the MSP's worst enemy in the long run
- The 3 building blocks of a remarkable MSP sales process
- Want To Know the Performance of Your MSP Competitor's Online Marketing?
- Breakthrough sales method to dominate your MSP industry
- Three easy B2B sales process hack, very few sales people use
vCIO researches:
