However, in a while it may pose a possible risk as they do not experience that you are "working". It has nothing to do with reports and such things; they are just not in a position to be able to judge the amount of work and your level of commitment to ensure that their system is up and running.
Second expectation: As you may have
realized, building up the service offerings of a solid MSP is not an
easy task. It took years to build, optimize with all the trials and
errors. That is why you have a full expertise in this field. But your
client knows a very little about what you are doing. They are expecting
the results, and they do not really understand how and why it is
working. But again, they have expectations. These expectations have
nothing to do with the services they have ordered. They did not order
the service; they ordered the results, the experience you had promised.
Well, they have signed the contract, but, what do you do if the CEO
complains because your company has charged them 4 hours for setting up
his home cinema system with the NAS at his home?
Third alignment: If awareness and
expectation meet, there is alignment. Either you can align the system
from bottom up, case by case by trial and error or if an issue comes up,
you either fix the expectation or the service awareness. That is a very
unpredictable and slow process. The other way to do it is from top to
bottom. That means, you have to see the big picture and break it down
into details. Usually, it seems impractical, so the client does not have
enough patience to go through the process altogether.
The solution is a mix of both.
The solution is a mix of both.
But just imagine:
With ReframingYourClients you are able to
To be aligned with the client is the first but maybe the most important step for developing a fruitful relationship. But there are further steps you can use to increase your credibility to WOW your clients all the time.
Sales techniques:
vCIO researches:
With ReframingYourClients you are able to
- collect all the necessary issues that should be aligned (bottom) in a questionnaire
- analyze it from both parties' perspective
- have a workshop where you are able to present the differences
- have the conversation about how to fix misalignments in an action plan
- set up the proper awareness and expectation to be able to set the relationship to the next level
To be aligned with the client is the first but maybe the most important step for developing a fruitful relationship. But there are further steps you can use to increase your credibility to WOW your clients all the time.
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:
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