Offering file storage and sharing services to companies with so many free products on the market is challenging. While you know the importance of managed services, file storage and sharing, and cloud computing products, it can be a tough sale in a world that offers similar products for free. There are strategies for selling your managed services offerings however, and your business can thrive while doing so. Here’s how:
The Problem with the Free Cloud
Users turn to services offered by Google, Dropbox, and OneDrive. While they are useful for saving and sharing personal data, emails, and documents, they pose a significant risk to businesses large and small.
The problems with free cloud services are numerous. Just a handful of concerns with free cloud storage include file size limits, bandwidth limitations, a lack of security, and scattered customer support services.
While free cloud storage is generally okay for personal files and sharing documents with families, it shouldn’t be relied on for business transactions. The primary problem with free cloud storage for businesses is the false sense of confidence business owners and essential personnel have in such products and the security of the information stored in them. If the business is dealing with confidential or sensitive data they should absolutely not rely on free cloud storage options – but many decision makers are unaware of the security concerns. This presents a business opportunity for the managed services provider.
One thing that keeps stalling your sales when speaking with clients is simple – MONEY. Business owners may not understand the value of paying for cloud-based data storage and sharing solutions when they can use a variety of cloud storage and sharing options for free.
When you start talking cost, they start pulling away for a number of reasons:
- Others offer cloud storage for free
- Set-up costs concern owners
- Price fluctuation in the past prevents confidence in new products and services
- Poor data management has had a financial impact on the company
3 Ways to Overcome the Money Talk
As you can see, money to a company is more than the price of the products and services. For some, it has had a significant impact on operations overall. When money stalls the conversation, these 3 strategies will help you recover the sale.
1. Keep talking about the money
This is a matter of redirecting from the negative conversation about money and shifting it to a positive one. Use the negative experiences of the past to ensure the company can see positive results, without tarnishing its reputation. Demonstrate the financial problems associated with a data breach when sensitive information is stored in unsecure, free cloud storage solutions – so that you can show that your solutions, while not free, save the business from such disasters.
When pricing and positioning cloud services, consider the efficiency of your managed services and what it is you really offer in the eyes of the business owner. Five factors that affect the bottom-line price are your company’s business model, what you offer, what the cost of delivery is, sales, and how efficiently you can honestly deliver services. Compare that price to what is offered in the market. Position yourself so that you are competitive, yet attractive. This is the price you want to tell the customer to ease their anxieties about higher prices, especially if you can offer more than they are used to. If you are talking about file sharing and storage options, don’t forget to show your potential customer all of the other services you can offer to go along with it, including data backup and disaster recovery. Paint a picture of the complete package of services you are offering and how it benefits the customer.
2. Get off the tech talk
Take a step away from the tech talk for a moment when meeting with clients. If you talk at them with convoluted conversation, you will lose the client and the sale. Keep it simple. Stop talking about what you offer and all the specific, technical features that only you and experienced IT managers understand. Business owners don’t particularly care about all that. When selling any form of managed services, talk about the client’s technology, how to make them more efficient and profitable, and their security needs. Next, translate that into how your services address those concerns.
After talking about the customer’s comprehensive needs for technology solutions, it is important again to point out how personal and free cloud storage and sharing options are not equipped to handle their security concerns. Focus on the end result for the client instead of listing all the tech and services you offer. They present a problem, and you need to offer a solution. That’s it.
3. Spend as much time on sales
Now that you have spelled out all the services and technology you offer to successfully close the deal, it’s time to move on to the next managed services agreement, right? Or is it? How much time are you putting into sales and the customer experience? Are they top priority for your managed services company? They should be, and should be treated just like any other service you add to your menu.
You upgrade technology, find the best products, and hire the best people, but how do you get it in front of potential clients if you don’t spend time and resources on sales. Free cloud storage service providers have excellent marketing strategies, and you need to break in with yours as well. We help managed services providers with website solutions that help you sell your solutions and explain your services in terms of benefits to your customers. Learn more here: www.spc-intl.com/store