customer retention. Be sure to emphasize your commitment to the local community. Nowadays, prospects are almost always talking to multiple potential providers unless they are a referral. If you’re still completely relying on referrals, you are unlikely to meet aggressive long-term growth goals. If a customer is open with you about the other providers they’re talking to, make sure to explain the pros and cons of local versus large. Most small and medium size businesses prefer to support local and this needs to be part of the conversation. Discuss why local is the most logical choice 1. A fully staffed local presence. Explain that choosing local comes with reliable turnaround and MSP support that goes above and beyond. SOAR TO SUCCESS / Core Business Strategies 2. Real people. Clients won’t get auto attendant after auto attendant just to begin getting help with their issues. 3. Knowing your techs. Clients naturally gravitate to certain techs. Losing that is a serious disadvantage for a larger MSP. 4. Local community support. Do you support local charities? Do your family members work in the business? Research your client’s LinkedIn to see if you know any of their connections and use this to your advantage. Can you name drop anyone in the meeting or have them vouch for your MSP? There aremany ways that you can stand out as an MSP. Embracing local is logical, and the “people buy from people” mentality will help you open doors and close deals. Don’t fear acquisition; use it to your advantage in the MSP market and embrace local.
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