IT Nation is over. And now… you probably feel just as empty inside as we do. Between Universal Studios, all that free coffee, and loads of impressive breakout sessions, no one really wants to be back at their desks.
Or at least, we don’t. But we’re CharTec. And we’re just like that. We like being out there, talking to all you guys, and getting to know how everyone operates. At the end of the day, that’s how we perfect and fine-tune what it is we do for our members and the IT industry as a whole.
Throughout the event, though, we were approached by many companies with a lot of the same questions… which must mean that these facets of your business are not only important to your success but common issues MSPs face on a reoccurring basis. That being said, we thought it’d be best to gather all those questions together and answer them for everyone all at once. So here ya’ go.
For a small to medium-sized business owner, hiring is always going to be a challenge. Especially when it comes to hiring new salespeople. Can I afford it? Will everything work out okay? Am I jumping the gun? Am I hiring the wrong person? Let’s face it. It’s a frightening process because there are so many what if’s involved. But – and this is a big but – if you have the five prerequisites down, then you’re probably good to go to hire a new salesperson. And just what exactly are these five prerequisites? A defined product offering. A proven sales process. Standard presentation material. A training program. And, of course, that money in the bank.
All MSPs everywhere are doing the same thing – managing technology. Usually, there aren’t any clear outliers that allow you to stand out from the competition. But this doesn’t mean all is lost. Here at CharTec, we recommend reinforcing the idea of a strategic partnership. In other words, you aren’t just there for the technology… you’re there as a consultant, as an extension of their business, and as a legit partner. This positioning should increase your value and make your company worth the monthly investment.
This is really simple. But for some reason, everyone wants to complicate it. If you really want to streamline your marketing efforts and target the right market, then you need to do a little research. Determine who your best clients are. What do they look like? How big are they? What type of products do they use? What industry are they in? Who’s in control and what’s their annual revenue? Pair the answers to these questions with data from the U.S. Census, and you’ll find yourself with the makings of an actual marketing strategy.
In a way that makes the most sense to your bottom line. Obviously. And at some point, there should be an equation thrown into the mix that helps you determine this. But – and this is another big but – you need to be extremely careful with how you present this pricing to your clients. For example, if you’re pricing out your agreement per user, that’s fine. You just never want to list this out in your agreement. The moment someone quits or gets fired, that company will be knocking at your door asking you to adjust their pricing.
It’s never about that 60-second word vomit. It’s always about those questions. Can you tell me a little about your business? Or, Can I ask you some questions about your company? If you’re talking about your MSP, what you do, and how you got started, no one but yourself will be listening. And honestly, you probably won’t even be listening. Control the conversation with questions and keep it centered on the person in front of you.
Yeahhhhh, we got asked this a lot. Which means we should probably step up our marketing efforts a bit. But in a nutshell – a really big, impressive nutshell – CharTec will train your MSP how to sell, market, and manage better.
Every year, we host 7-10 Academies, where over 100 MSPs will come to our training facility for 3 days to learn about marketing, operations, sales, and human resources. We also pull off 5-day Training Labs on sales and operations, where we’ll take a deep dive into how you operate, how you hire, how you present, and where you’re struggling. On top of that, we offer memberships that include unlimited HaaSing, custom-built marketing deliverables, how-to documents, monthly webinars, and so much more.
If you’d like to learn more about what we do and how we can help build your MSP, then give us a call, shoot us an email, or check out our website here. We’d be happy to chat MSP with you.