What are some of your New Year’s resolutions? Are you hoping to devote more time to growing your managed services business, or even to reading more? Well lucky for you, you can do both because we’ve rounded up the best of our December blog content just in time for 2017! A lot was covered on the MSPblog this past year, but last month we focused on business management and growth, including important topics like which IT support mistakes to avoid, how to improve your SLAs, how to sell your services and much more. Here’s what you found most valuable on the blog this December.
What would you like to see on the MSPblog in 2017? Be sure to sound off in the comments below!
Posted by Scott Spiro on December 1, 2016
Your IT support company offers an excellent set of managed services for potential clients, but you can't seem to land as much new business as you'd expect. Why is that?
You could be unintentionally driving prospects away or missing lucrative opportunities. Whether you're looking to speed up your sales process, drive more qualified leads or develop a more profitable, loyal client base, growth in the new year is possible. You just have to get out of your own way. Here are 6 IT support mistakes MSPs make that push clients into the arms of their competitors.
Posted by Jacque Rowden on December 6, 2016
SLAs are the foundation of your MSP business. They are essential to building strong client relationships and must be clear, reasonable and well-constructed. Just like building a house, it’s important to have a strong foundation in case any larger issues emerge. Sure, your house may stay standing through a few thunderstorms, but what happens when a hurricane rolls through? Will your foundation be strong enough to weather the storm? SLAs provide that same foundation for your managed services business, and if they aren’t built correctly, you may be in trouble when disaster strikes.
Posted by Lane Smith on December 14, 2016
An important part of the sales cycle, objections act as queues that indicate where you are in any given deal.
If you’re not hearing them, your prospect is either:
- Not interested
- Not listening
- Not understanding
- Or not at the right level
Receiving objections is key to closing deals and should be considered an opportunity to demonstrate your value, rather than a warning to forfeit the sale. As long as you know how to effectively address objections and do so early on, you can accelerate your sales cycle and increase close rates. Overlooking and failing to handle objections, however, will ultimately lead to lost sales. That's why it is absolutely critical that you accept the challenge and prepare yourself to transform every sales objection into a sales win!
Posted by Lane Smith on December 8, 2016
As you close out the year and finalize annual revenue targets going forward, consider whether you have the right internal resources needed to hit these goals. And by this, I don't just mean bodies available to answer and make sales calls. Have you established a sales super team? Perhaps you already have dedicated sales personnel or plan to hire more sales reps in the future. No matter where you fall along this spectrum, to grow revenue and profitability for your managed IT services business, it is vital that you build your team along the following guidelines.
Posted by Brandon Garcin on December 5, 2016
Backup and disaster recovery (BDR) and business continuity are must-have offerings in managed IT services today—but that doesn’t mean the technology sells itself. Despite the fact that many SMBs see the need for an effective continuity strategy, many still think that traditional backup solutions or off-the-shelf software are sufficient.
In this episode of The Weekly Byte, we offer three tips that you can use to enhance your BDR marketing and sales efforts and win new business. Tune in now to learn more!
There you have it, another month's worth of content created to help you grow and scale your MSP business! Thanks for another great year of blogging, and we'll see you next year! Want these insights delivered straight to your inbox? Subscribe to the MSP Blog here!
Bolster your managed services for the new year!
By Courtney Swift
By Lily Teplow
By Scott Wittstock