How to Sell Managed I.T. Services

Managed I.T. services are behind the growth of many I.T. companies across the country. Service providers of all sizes face the challenge of how to sell these services to prospects. Whether dealing with server issues, data backup, or voice-over-internet protocol (VOIP), your sales team should build a solid foundation for explaining these highly technical subjects to your customers.

Ready to level up your technical sales game? Keep reading to learn how to sell your services successfully with this guide from Cinch I.T.

What Are Managed I.T. Services?

“Managed I.T services” is a term that can apply to outsourcing business information technology services to third parties.

These tasks can involve the technical portion of providing services, or they could involve innovative solutions for improving processes and aligning strategies with technology. In either case, there are plenty of misconceptions surrounding how a franchising model affects I.T. support.

It is a great option for companies that don’t have the budget or the workforce to run their I.T department or that have an in-house staff but need additional assistance. Therefore, the company should get an I.T service management solution that specializes in the kind of services it needs.

Your Managed I.T. Services Might Include:

Managed Service Providers (MSPs) provide a wide range of services, including:

• Hardware support
• Software support
• Cloud infrastructure
• Network monitoring
• Data Storage
• Security services
• Application and infrastructure management 
• Software-as-a-Service (SAAS)
• Support services
• Mobile communication and computing
• Predictable recurring revenue

Outsourcing such tasks to experts reduces costs and improves quality, allowing you to focus on what they do best.

7 Steps to Selling Managed I.T. Services

A lot goes into making a sales pitch as a low-cost franchise, from writing up contracts to hiring a robust sales staff. That’s why we’ve developed these 7 steps — giving you the best framework for presenting your services to customers.

1. Understand the services you provide

Knowing your service offerings, whether a small business or a large corporation, is important. A clear understanding of your services will help you grow your business and allow potential customers to make a more informed decision about whether or not they want to work with you.

Understanding your services makes it easier to explain to buyers what they can expect from using your services. 

Once buyers learn about your services, they will be more pleased and feel more confident purchasing them.

2. Understand the needs of your customers

Your prospective clients need you to provide them with services; it’s your job to fully understand what they need to turn them into paying customers.

You might think that the best way to sell managed services is by demonstrating the value you offer. This pitch only works if you fully identify and understand the customer’s pain points.

Understanding your client’s pain point and the potential value your MSP solution can bring is the key to selling managed services.

The best way to understand your customers’ needs is to conduct a customer needs analysis. Ask the customer what their challenges are. What would make them happy?

By understanding what they need and what will make them satisfied clients, you have a better chance of convincing them that you can provide an improvement over their current solutions.

3. Offer customized solutions

It’s important to understand your customers’ daily operations to provide a service tailored to their needs.

Go beyond being a managed I.T. services provider by tailoring your services. Help your customers find everything they need without investing too much time into doing it themselves. 

Your prospect is much more likely to purchase from you if you tailor your solution to their needs. For example, businesses that serve veterans might offer exclusive discounts for referrals.

4. Display your success and expertise

It isn’t just enough to say what you do; instead, show how the value you provide has helped others achieve their goals.

Prospects are more likely to trust you if you can show evidence of a certain level of success in the past, like selling software-as-a-service (SaaS) to upgrade cloud storage.

One of the best ways to display evidence of your success is to use case studies and testimonials from previous customers. This step will help you establish your credibility and expertise in the field.

If possible, include data like how much time it took to solve their problem and any other relevant information.

5. Make your scope of work understandable 

Make sure your customers understand what you offer and your specific services. Eliminate any confusion or ambiguity when defining your scope of work. That way, you can set up a clear recurring revenue stream to benefit you and your customers.

No matter how technical your services are, it would be best if you were mindful about explaining them in a way that makes sense to your clients. Don’t assume they know what your service is all about, as they probably aren’t IT experts.

6. Price your services appropriately 

The price of your services is a critical piece of the puzzle. It’s not just a matter of what your customers can afford but also what they are willing to pay.

Before engaging in a sales pitch to prospective customers, set business goals and work out the right price. To help you get an appropriate price, consider what your competitors are charging for similar services.

Other factors that play into the pricing managed I.T services are the complexity of the service, whether it is an on-site or remote service, and the skill required to complete it.

Also, understand the value you provide. Like anything else in life, not all managed service providers offer the same kind of value.

7. Keep contracts simple 

One way to avoid unpleasant surprises is to keep contracts concise. This streamlining allows you to outline the service your I.T. support company provides clearly. 

When you spell out your services in a contract, you reduce the chances of future conflict or dissatisfaction. 

Every service you sell, the monthly charges, upsells, and every company you partner with have it elucidated in a very readable document. That way, should any disputes arise down the road, it’s easier to prove what you promised. 

What Skills Do You Need to Sell Managed I.T. Services?

I.T. support companies provide clients with the tools and resources they need to maintain their I.T. infrastructure. As a result, they must make the best use of their skills and experience to keep up with the pace of technological development.

There are many skills that you need as a managed I.T services provider. These include: 

• Communication skills
• Critical thinking
• Creative marketing
• Leadership
• Innovation
• Collaboration 
• Technical skills

Key Takeaways

If you’re interested in owning a low-cost franchise that can solve computer, server, or security concerns, you’ve come to the right place.

Cinch I.T is the fastest growing franchise in the I.T industry with an almost 67% growth rate. Our success is due to our unique combination of best-in-class products and high-quality service, which has made Cinch I.T a preferred I.T franchise model.

Our team of experts is ready to answer any questions you may have about our services.

About Cinch I.T.