Today, we are going to explore another principle that can help MSPs sell more of their cybersecurity offerings.
Clients and prospects often show sales resistance because they believe they will be offered a bunch of tools they do not need.
As a result, MSPs struggle to sell cybersecurity products alongside their core services, leaving them caught in a crossfire, forced to deal with tighter margins and dissatisfied customers.
Here are a few suggestions you may wish to consider to help upsell without friction as an MSP/tech company:
1️⃣ Spot the best Account Manager on your team. It might be you if you’re a one-person operation, but if you have a larger team, leverage your talent. Here’s why:
The person with the best relationships is likely in the best position to spot buying triggers, such as fears of breaches or concerns about the ever-evolving and stringent standards surrounding cyber insurance, etc.
By identifying these triggers, it becomes easier to map your customers’ needs and suggest the right solutions.
2️⃣ Use good old SEO! It’s crucial to have backlinks, optimized keywords, plenty of customer testimonials, and more. This serves as your passive, 24-hour publicity, speaking on your behalf. To understand where you stand with your SEO, you can use free tools like Buddler, which provide a snapshot of what could be improved.
3️⃣ You may want to look for more visibility in places where there is a high concentration of businesses that could potentially need your services. Consider connecting with local Chambers of Commerce, the Confederation of British Industry, etc.
The suggestions mentioned can help you avoid coming across as pushy and guide buyers along the journey you want them to take.
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