Get Rid of Your Sales Staff…Sort of
I have been talking to some MSPs (one as recently as today who will remain anonymous) who have been trying a new model in managed services that I hope will continue to gain acceptance. I am talking about how to sell managed services.
Now, for those of you who have read my book (shameless promotion for
Charles Weaver - Jan 09th, 2010 - Articles
This post – while brief – hits the nail right on the head. Our company spent the better part of 18 months transitioning our clients from a pay-for-pain to a pay-for-gain service model and at the end of the day do you know what the single most critical and time consuming work effort was for our business? Educating the client!
Every facet of “selling” a managed service revolves around education. And if anyone thinks they can sell a managed service using traditional IT sales tactics, they’re quickly going to be frustrated and disillusioned – let alone missing out on $$.
Charles highlights the reality of selling as a professional very nicely when he writes: “…the professional has to educate the end-user about the role they play. Most professionals interview and screen their clients/patients in order to determine if they can be helped.”
I learnt that truth after many hours of cold calling and prospecting (the hard way).
Cheers