When encouraging clients to make the move from on-premises hardware to cloud services, partners tend to make a series of mistakes that ultimately stunt their cloud sales and client relationships.
Whether by offering resources on the benefits of cloud services or helping clients think more long-term, you can utilize the following effective strategies to transition valued customers to cloud services.
Don’t Compare Cloud Services to Old-School Hardware
Although 66% of enterprises already have a central cloud team, plenty of businesses remain reluctant to transition from traditional hardware to cloud-hosted services.
When speaking with clients about making the switch, it’s best to start the conversation by highlighting the various advantages that clients will gain with the cloud long-term, as opposed to making comparisons with their old-school hardware.
With improved IT support for clients, less downtime, better cybersecurity measures and much more, cloud services are the way forward for businesses who seek to continue growing and thriving in today’s digital age.
Speak the Client’s Language
A cardinal mistake that some MSPs make when selling cloud services is assuming that the client automatically understands IT jargon and acronyms.
Take the time to slow down and present cloud services in a way that your client can clearly understand and appreciate. After all, having a discussion about how to utilize SaaS in a secure way is only beneficial if your client understands what you’re saying.
At the end of the day, the goal is to showcase the positive impact that cloud services can have on clients’ businesses. Always keep the conversation revolving around the overall benefits that cloud services offer.
Offer Long-Term Solutions
Particularly when clients are still using on-premises hardware, they rarely think about their IT services beyond 5 years into the future.
However, because cloud services scale with your client’s business as they grow, clients are finally free to expand without the constraints of old-school servers and hardware.
In this way, encourage your clients to think beyond the present moment and into the next decade in terms of business growth.
Clear the Way for Additional IT Services
Some MSPs may fear that cloud services will make clients practically independent and that their teams will become irrelevant. Luckily, this is not the case at all.
In reality, helping your clients move to the cloud actually allows for more IT spending that they may have been neglecting.
With old hardware out of the way, you can help your clients tackle issues like compliance, cybersecurity and much more.
Partner With CPU’s Experts for Seamless Transitions to the Cloud
CPU’s experienced team is eager to form long-lasting partnerships with MSPs just like you. Not only can we help transition your clients to cloud-hosted services, we can also offer a vast range of IT support and solutions that will help your business thrive.
For more information, simply call (866) 883-8836 or reach out to us over email. We can’t wait to get started!
