To start selling cloud services, you find a reliable cloud provider. CPU, Check! Next, you look at your market and start introducing your cloud services.
As an MSP, you always want your clients to look to you as the preferred choice for their cloud services. Being innovative, planning, and continually communicating with your clients and prospects is a trait of every successful MSP practice.
However, getting the word out to the right audience is sometimes unclear. But if you follow these three simple steps, promoting your cloud services to the right audience becomes effortless.
It’s As Easy As One, Two, Three…
Step 1. Target existing clients. “Warm Sells, Cold Smells!” It’s a crazy saying, but true. Walk into any client’s office, you could quickly strike up a conversation about cloud services, and they’d listen. With a business that’s not a client, the cloud services discussion is hard to start.
Step 2. Divide your audience into three groups. Examine your clients and prospects and divide into three groups. Eager, Hand Holders and Distant.
Step 3. Apply a different message approach per group. With each group, you will approach them with a different message.
Here Are Your Three Different Message Approaches
What is the exciting thing about existing clients? You discover surprising things they don’t notice. When you spend time with them, you pick up little clues that let you know how to approach them with new ideas and solutions. With that insight, you can begin to put together a tailored message approach that resonates with them about selling them cloud services.
- Eager Clients
This first group is not only eager, but they’ve displayed forward-thinking ideals. They want to know all about your cloud services. How it benefits them, gives them an advantage, and are ready to transition to the Cloud. With this group, compile all the information you can gather, with help from a cloud provider, like CPU, and then present it to them.
- Hand Holders
Unlike the first group, hand holders will display uncertainty. They are still interested in your cloud services but loading them up with material doesn’t trigger interest. Solid proof from others gets them to think it over. Here is where connecting them with some of your cloud services clients breaks down that barrier of doubt, opening the door for more discussion.
- Distant
With the third group, connecting with them is tricky beyond the services they use from you or discussions you’ve had. When they don’t show interest and merely see you as a service provider and not a cloud service solution provider, your message must begin with asking targeted questions. Doing this allows you to uncover the level of their interest quickly.
Give me a call and let’s continue this conversation. We can discuss how your MSP can take full advantage of the cloud to serve your clients better.
