04 May MSP Client Lifecycle for IT Assessments, Part 1: Acquisitions
Are you like many MSPs who find that new client acquisition and retention rank as one of your biggest challenges? Well then, read on. We’ve developed a five-part managed service client lifecycle series that explains a simple–yet–effective IT assessment system you can use to win new clients and grow service relationships.
Acquisition is the first phase in your client lifecycle. Getting your proverbial foot in the door is that critical first step. You must get the prospect‘s attention, make them want to hear what you have to say. Then you must make a compelling case for your value and convince them to secure your services.
The main way to get a prospect’s attention is having a legitimate purpose for your call. There are some simple things you can do in advance of that call that will make your job easy. You can easily find out your prospect’s corporate domain and IP address and run both a Dark Web scan and External Vulnerability scan. There’s a good chance that you’ll find at least one email on the Dark Web that’s been compromised, and open ports on the firewall that represent a clear vulnerability.
You can use these findings as leverage to convince the prospect to allow you to come in and do a full network and security audit to see what else they don’t know about. Even if your initial scans come up empty, there’s a ton of public-domain articles, studies and vendor-documents that highlight everyday risks and issues that all businesses face. Send those to your prospects along with an offer to do a free network and security audit.
You know sales is a numbers game. Every new biz opportunity and precious, and every lost pitch costs you money—money for the lead–generation marketing, money to set up and conduct the meeting, money to build the proposals.
You must make every proposal count. That begins with a meaningful discussion with the potential client to build rapport. Then comes conducting discovery to understand their needs and pain points–present a need and the possible solution.
Network Detective can help you do this and improve your lead generation and close rate. Built-in Dark Web baseline scans are included to help with prospecting. Then, once you get in the door, non-intrusive data collectors make gathering the information from a prospect’s network fast and easy. There is nothing to install, nothing left behind on their network. You can also create automated reports that will help in closing a deal.
Then you’re ready to present your solution and pricing. With automation, nothing will be missed or forgotten, no accidental over-pricing.
With Network Detective saving you so much time and preventing errors, you have more time for more sales calls.
To learn more about Network Detective sign up for a free demo.