Services are the core of any IT service company. Having many service contracts guarantees continuous income and profitability, as well as the ability to keep the lights on.
However, many providers face the challenge of elevating IT services to the next level. If you are an IT services business owner, you know that competition is fierce, and it can be tough to stand out from the crowd.
What can you do to sell additional services to existing customers, and how can you wow new customers with your product? Here are six options.
Nobody likes to be sold something they don’t need, and it will be much more challenging to convince them they need a service if they don’t (and is it really ethical?). Even though there will always be instances in which a chat with a prospect reveals a benefit they were unaware of, everything you recommend to them must come within the domain of need.
Identifying what would deliver the greatest value and condensing it into a good sales pitch that your prospects can comprehend is crucial to selling your services.
Make Your Services Understandable
When there are so many possible services, services may quickly become complex, especially when contracts and service agreements are thrown into the mix. Simplifying a crucial aspect of the company is one of the greatest advantages a client can receive from employing an IT provider. If your initial engagement with them involves a lengthy list of services, it will not appear straightforward.
Organising services into three or four easy-to-understand levels is a typical method for doing so. Thus, customers can readily compare the benefits of each tier and choose the one that offers the best value.
Set Clear Expectations
Despite the fact that a basic tiered approach simplifies matters, there are still specifics that must be avoided. In the event of a problem, what degree of service are you required to maintain? What conditions need what kinds of actions?
While selling in tiers works wonderfully for a simple sales document, you must still have a service-level agreement that specifies your responsibilities and those of the customer. Providing this information to a customer in advance eliminates uncertainty and allows you to manage their expectations around timing.
Overcharging for services or “nickel-and-diming” consumers for everything little is not an excellent method to create trust with them or to inspire loyalty on their part. This is something that should go without saying.
Aim to price your services at or below the average rate of the market, and be reasonable about charging for any additional features or benefits. However, this does not imply that you should give free your services. If you can justify the cost of what you offer, there is absolutely nothing wrong with being pricey.
A good supplier develops into a reliable consultant when they take the time to get to know their customers’ ambitions, dreams, and goals as well as their staff, and they work hard to ensure that their customers’ businesses are successful. It is not enough to simply manage their IT; you must also act as a business partner and assist them in expanding their operations. Since information technology plays such a significant role in this progression, you are their most dependable resource in this area as a service provider.
One of the other aspects of establishing trust is being reliable in meeting (or even exceeding) the expectations of customers. If you keep your word and provide what you promise, your customers will respect you greatly. The frequency with which service providers don’t exactly live up to their claims may surprise you.
Last but not least, the top service providers are successful because they never take shortcuts in any aspect of their business, including pricing, client management, and performing work they can stand behind. Owners of businesses want trustworthy partners, high-quality labour, and expert management of their technological needs. When you have demonstrated your worth to the customers you already have, you can expect a flood of new customers knocking on your door to find out what all the commotion is about.