We just wrapped up an awesome event in Vancouver, thanks to the Tech Data Team and Tech Select Members!
Yesterday I presented 4 key concepts resellers must execute on if they want to keep growing, or reignite a dying MSP business.
In case you missed it, I did provide a free Assessment Template you’ll want to download
(Click to download it here)
What are the 4 areas?
First, how to use assessments. Over dinner, Dale Cline, President of BlackStratus (A Security Monitoring Firm based in NY) shared with me, that by changing their approach to an assessment based trial, conversion rates have gone from 30% to 80% in just a few months. PWC, Accenture, KPMG – these firms have been using assessments and studies to sell for decades..it’s the key to avoiding price discussions.
Next, The Value Message. People take care of urgent threats before they expand and invest. If you’re having a heart attack, you’re not stopping to check your budget. You just go to the hospital before it’s too late. In our session, using the messaging from The House & Cloud, I showed this group exactly how we converted over 25 business leaders in one hour earlier this week – a lunch & learn I did in Richmond VA.
Transformation also requires an ascension strategy – that means modifying your solution strategy. If your only real offering comes from MSP contracts, then how does the 80/20 rule apply. It turns out there’s a 5X growth strategy sitting above your MSP business…but most IT services providers don’t have one.
Finally, if you want to grow, you need a conversion strategy. Referrals are great, but there just aren’t enough of them…This is marketing…reaching out to the masses, building business-level awareness…then moving to trust, and finally to justification using your assessment.
For those of you who did attend – let me know how I can help as you move forward to implementation!
© 2017, David Stelzl
PS. Get started with the Assessment Template – the fastest way to overcome objections like, “We’ve got it covered”…