Selling Managed IT services is highly-competitive. At any point, you might have thousands of competitors. They are cloud-savvy, just like you, and have employees with similar skill-sets as yours. They provide the same solutions as you and promise clients similar deliverables. How do you stand out from the crowd?
Selling Managed IT Services can be extremely challenging
According to iTeam Technology Associates Managed IT Services NYC, Whether you engage in your own sales strategies or outsource to an agency, selling Managed IT Services isn’t a walk in the park. There are endless tools, solutions, and approaches to be considered. What works for another provider may not necessarily have positive outcomes in your case.
Here are some steps you can take to differentiate yourself:
Provide solutions to your customers’ problems
No one will pay attention to your sales campaigns if they don’t address the troubles they face. It is imperative then to conduct in-depth research to find out what ails businesses the most when it comes to IT.
After discovering their problems, the next step is targeting your clients on the sites and forums they frequent. If they are online looking for solutions for their IT troubles, you will need a digital strategy with an objective for high conversions.
Put yourself in your customers’ shoes
Your content won’t gain interest if there is a disconnect with the concerns of your customers. Determine the pressing issues that other MSPs like to sweep under the rug and take them head-on. Industry-leading MSPs understand that a one-size-fits-all type of approach does not apply. The needs of your clients are as diverse as their profiles and products and services.
Create buyer personas
These are buyer profiles that will help to focus your sales on addressing customer needs and pains. Most MSPs begin by outline the ‘bespoke services’ that they provide and not what customers want—that’s wrong.
Change the way you present your business to the outside and help people to want to know you and trust you naturally. You can achieve that by showing a genuine understanding of their concerns. Pick out issues and start addressing them, from GDPR to cybersecurity and the pain of regulation compliance, and even managed it services pricing to mention but a few.
Give your message a human face
Who is the Steve Jobs or Mark Zuckerberg of your organization? They don’t necessarily need to be the founders, but your business needs a person who can continually represent the brand in all online publications and out at conferences as well. You can choose one of your standout employees with excellent credentials and let them take this mantle. It helps with consistency and adds life to your messaging.
Strengthen your SEO strategy
The world of MSP is highly competitive, and your digital strategy should, therefore, be about getting you at the top and helping you stay there. SEO is about building credibility and trust through a painstaking process that can be abundantly rewarding.
Keyword optimization is an essential aspect of this process. It would help if you had both short-tail and long-tail keywords that promote your business. Long-tail keywords generate plenty of traffic when used in blogs, whitepapers, and podcasts. On the other hand, short tail keywords perform well in service pages.
Short tail keywords such as Managed Services New York are low hanging fruits, and they get lots of searches. On the other hand, long-tail keywords like the FINRA Compliance Requirements can help attract those looking for meaningful information.
Research the keywords your competitors are using. Your IT strategy can benefit from the keywords your top competitors are using if you plan to displace them.
The bottom line
When selling Managed IT services your sales strategy needs to identify your audience and their pain points then draw them in with the right solutions through great content and SEO. When your competitors offer the same services as you, messaging is the only way to differentiate yourself.