If you are consistently proactive in monitoring how your customers are using their IT systems, you can put yourself in a good position to identify new revenue opportunities.
Keeping an eye on things like data volumes, system logons and license usage should be something you do anyway, but it’s wise to study this information with a sales mindset, aside from being aware of it as part of regular system maintenance.
Here are a number of examples of how easily attainable system usage information can be turned into a sales opportunity for your MSP business:
The great thing about identifying new opportunities in this way is that your customers are unlikely to view your suggestions as “hard sell.” Their reaction is in fact likely to be quite the contrary.
When a managing director gets a call saying, for example, that “we’ve noticed that the data within your corporate database is growing 85% faster than it was this time last year,” their most likely reaction is to be impressed. They’ll probably express some surprise that you really do offer a genuinely proactive service, and be resultantly open to your suggestions.
Often, clients aren’t as reluctant to invest in their IT provision as you might assume, but nobody likes nasty surprises. By being truly proactive in monitoring system usage, you can act as an early warning system, giving customers an early alert that “x” months along the line, they’ll need to spend some money. Handle it right, and they’ll both spend the money with your business, AND thank you for it.
What could be better than that?
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