Selling Managed IT Services
Managed services are an involved offering that most businesses appreciate. This also demonstrates understanding and commitment of a firm on Information Technology. For services providers who want to sell their managed IT services must understand that this contract requires long term commitment. All contracts are provided with varying degree of trust. The teamwork of both the client and the service provider is necessary. There are cases that some potential clients don’t make a good fit for such commitment. If one party does not understand the requirements of the other the sales process will surely breakdown. So, it is very important that you will target the right customers. Like ICT services, IT services have been in the demand in the market nowadays.
Companies with a few in-house staff and a small investment for IT support service will not be a good client and you can’t offer them many benefits as you can. Aim for businesses that employ 20 or more personnel who are most dependent on IT for critical business decisions. Get involved with the right decision makers in the company. The head of the IT project management can provide a better source of intelligence about the details on the status of the Information Technology system in the organization but they cannot be the best option to sell managed services. Normally, specific department issues are solved by a managed service solution. So, you must aim for higher positions in the company. This can be the executive decision makers in Operations, Finance, IT, Customer Service and try to find out what critical events are they experiencing every day.
Make sure to qualify the clients you have chosen. These can be determined with his level of organizational commitment to Information Technology. Prepare qualified questions that will determine their voluntary involvement to fix the perceived problems. Discuss to clients certain issues that have been solved and the result of the solution that has been implemented. The main objective you want to emphasize here is to sell the benefits of managed IT services Sydney not the features. If you don’t have particular cases to discuss, try to present relevant research that demonstrates the benefits of managed services. You must understand how to convince clients at hand and your commitment to solve future critical business problems.
Do not use the selling features technique. This will only turn your offering into a commodity and will ruin the overall purpose what’s behind managed services. If you use selling features, most potential clients will compare your offering cost with other competitors in the market.
Danial Martin writes about IT project management such as managed IT services. For more information visit – huonit.com.au
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