{"id":39550,"date":"2020-04-08T21:36:27","date_gmt":"2020-04-08T17:36:27","guid":{"rendered":"https:\/\/www.msp360.com\/resources\/?p=39550"},"modified":"2021-01-27T16:03:47","modified_gmt":"2021-01-27T12:03:47","slug":"are-you-selling-your-msp-services-on-price-or-quality","status":"publish","type":"post","link":"https:\/\/www.msp360.com\/resources\/blog\/are-you-selling-your-msp-services-on-price-or-quality\/","title":{"rendered":"Are You Selling Your MSP Services on Price or Quality?"},"content":{"rendered":"

MSPs have always faced sales challenges. Overcoming sales objections isn\u2019t something many MSP owners<\/a> enjoy handling. They\u2019d rather focus their efforts elsewhere. But here\u2019s the good news: MSPs can overcome one of the most common sales objections by simply tweaking their approach to sales.<\/p>\n

Price objections are commonplace in the world of selling. One way to avoid price objections is by not focusing so much on price. When you sell on price alone, you\u2019re viewed as a commodity by your prospects. You\u2019re more valuable than that, aren\u2019t you?<\/p>\n

If you\u2019re still selling your services on price, it may be time for you to change up your sales approach.<\/p>\n

Are You Selling Value? If Not, Why Not?<\/h2>\n

With the MSP space overcrowded, managed services have unfortunately become commoditized over time. One of the best ways to stand out from your competitors isn\u2019t by offering your services at a lower price. The last thing you want to do is compete on price. This puts you at a disadvantage. When you compete on price with your competitors, then it\u2019s just a numbers game (which you don\u2019t want).<\/p>\n

To avoid competing on price, you must have a unique selling proposition to offer. What makes you different from your competitors? How do you provide value? Why should businesses trust your judgment? Think about your customers when developing your value proposition. What do you think they would pay extra for if it was presented to them?<\/a> Evaluate your services. Determine what makes them different. Why do they solve customer issues better than what your competitors are offering?<\/p>\n

\n
\n
FREE ASSETS<\/div>\n
MSP's Marketing Templates for Selling Backup<\/div>\n
Struggling to win new clients? Use this set of white-label marketing materials to close more Backup-as-a-Service deals.<\/div>\n\"CTA\"<\/a><\/span><\/span>\n<\/div>\n
\"WP<\/div>\n<\/div>\n

If you don\u2019t want to be treated as a commodity, don\u2019t present yourself as one when sitting down with a prospect; instead, take a look at how you can mutually benefit from one another (if there\u2019s a match).<\/p>\n

Further reading<\/span> How to Sell Managed Services to SMBs<\/a><\/p>\n

Instead of Pitching Your Services, Explore Business Opportunities<\/h2>\n

Customers may not necessarily understand how the tools and solutions you\u2019re deploying to protect their systems and networks work from a technological standpoint, but they don\u2019t have to \u2014 that\u2019s your area of expertise. Remember: You should be selling them much more than just managed IT services.<\/p>\n

View every business relationship you enter into as a partnership instead of a transaction. One of your top goals as an MSP owner should be to help your clients by providing additional value to their customers. By ensuring your clients are properly protected and their networks are secure, you're enabling them to focus on building, operating and growing their businesses for their own customers.\/p><\/p>\n

\u00a0<\/a>\"CTA\"<\/a><\/span><\/span><\/div>\n

When engaging with prospects, be upfront with your intentions. Let prospects know you\u2019re not simply sitting down with them to pitch your services. You're meeting with them to explore potential business opportunities between you and them. If there aren\u2019t any, don\u2019t be afraid to move on. You can\u2019t partner with everybody. Be selective whenever you can be when evaluating prospective clients.<\/p>\n

Some may simply need some additional guidance from you. Not everybody can see the bigger picture. If prospective clients are open to listening to what you have to say, educate them.<\/p>\n

Further reading<\/span> How to Turn Your MSP Prospects into Clients<\/a><\/p>\n

Educating Prospects on How You Can Be of Service<\/h2>\n

Sometimes prospects may not know how you can help them. In fact, they may not even be aware of the challenges they\u2019re facing in their own businesses. It\u2019s your job to educate them in both areas. Show them you know your industry by informing them of the latest concerns and challenges SMBs are struggling with daily. Think of yourself as a resource instead of a salesperson.<\/p>\n

Further reading<\/span> 17 MSP Statistics to Show the Value of Managed Services<\/a><\/p>\n

By selling value, you put yourself in a better position to make more sales and overcome one of the most common sales objections \u2014 price.<\/p>\n","protected":false},"excerpt":{"rendered":"

MSPs have always faced sales challenges. Overcoming sales objections isn\u2019t something many MSP owners enjoy handling. They\u2019d rather focus their efforts elsewhere. But here\u2019s the good news: MSPs can overcome one of the most common sales objections by simply tweaking their approach to sales.<\/p>\n","protected":false},"author":46,"featured_media":39552,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[877,884],"tags":[],"class_list":["post-39550","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-articles","category-msp-business-articles"],"acf":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/posts\/39550","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/users\/46"}],"replies":[{"embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/comments?post=39550"}],"version-history":[{"count":0,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/posts\/39550\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/media\/39552"}],"wp:attachment":[{"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/media?parent=39550"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/categories?post=39550"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.msp360.com\/resources\/wp-json\/wp\/v2\/tags?post=39550"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}