Before we go into the 5 important steps for building your managed services bundle, keep these client selling points in mind:<\/p>\n
Value<\/strong><\/p>\n Customers have more than one IT need. When you combine multiple products and services within a bundle, they get a comprehensive solution that produces greater results as a whole than as individual parts.<\/p>\n One-stop Shopping<\/strong><\/p>\n Here\u2019s a great way to look larger in the eyes of your clients and prospects. Your bundle is your gateway to becoming a one-stop shop for all your clients\u2019 business needs, including security and backup. You should even add an e-learning solution<\/a> that will help increase their adoption of Microsoft 365, allowing them to see a bigger return on their investment.<\/p>\n Over time, you can update your bundle to better meet their needs and branch out into other solutions, such as Dynamics 365, Azure and Cloud PBX.<\/p>\n Expertise<\/strong><\/p>\n The solutions you choose to include in your bundle will reflect your expertise. This is where your value can truly shine. The more value you show, the more your clients will invest in you.<\/p>\n Relationship Building<\/strong><\/p>\n What drives client loyalty and stronger relationships? A bundle can be the cornerstone of a long-term commitment. When your clients have the advantage of accessing your various services for different areas of their business, they\u2019re more likely to stick with you.<\/p>\n Now, let\u2019s get to those steps!<\/p>\n A big part of your work goes toward understanding their specific needs. What problems are they trying to solve? What challenges are they facing? How can your services help?<\/p>\n Listen to their pain points carefully so you can convert them into opportunity. You\u2019d\u00a0be surprised at what you\u2019ll\u00a0learn, either in conversations or email exchanges.<\/p>\n Once you understand their\u00a0challenges and\u00a0goals,\u00a0start thinking of a new product or service that can address\u00a0these problems.<\/p>\n Your client tells you that his employees are frustrated with Microsoft 365 and it\u2019s setting them back. They\u2019re finding that the tools they need to do their work are complicated and inefficient.<\/p>\n Here\u2019s\u00a0your chance to pitch a solution that will address his productivity issue. You can\u00a0talk to him about an easy e-learning\u00a0training software like QuickHelp. It\u2019s engaging, interactive and will teach\u00a0his employees\u00a0how to work better with the tools they\u00a0use every day,\u00a0plus\u00a0save time.<\/p>\n Remember to emphasize the product\u2019s benefits and how it will improve their entire organization.<\/p>\n Before you piece together your managed services bundle, you first need to know exactly what you can bring to the table. Not sure where to start?<\/p>\n Start with what you know and what\u00a0you\u2019re\u00a0good at.\u00a0For example, if\u00a0you\u2019re\u00a0more knowledgeable in providing managed security, make it a big part of your Office 365\u00a0bundle\u00a0pitch.\u00a0Once you\u00a0get\u00a0your customers on\u00a0board, you can add another solution and\u00a0service later, such as managed training for Office 365.<\/p>\n Marketing not your strong suit? We understand. Many MSPs have let their marketing fall to the bottom of their list of their most urgent tasks. If you want to sell your bundle effectively, here\u2019s a tip.<\/p>\n \u201cIt\u2019s about educating, not selling.\u00a0What\u2019s\u00a0the difference? The difference is in the way you have that conversation. Use education versus sales tactics.<\/strong>\u201d<\/p>\n \u2013Marie Weiss<\/a><\/u>, President and Founder of Marketing\u00a0CoPilot\u00a0Inc.<\/p><\/blockquote>\n Think for a moment about what business owners fear.\u00a0Security, productivity, business continuity are probably high on their list.\u00a0So, what is it that\u00a0makes\u00a0them act on their fear and come to a decision?\u00a0The answer is a complete solution that helps to overcome that fear: Your bundle.<\/p>\n Talk about the potential consequences of security breaches, loss of productivity and expensive downtime.\u00a0They need to know that different problems require different solutions.\u00a0<\/strong> Then, show them\u00a0what\u00a0your bundle has to offer\u00a0to overcome their fears and challenges.<\/p>\n Combining your services with your solution bundle is the cherry on top.<\/p>\n When you\u2019re pitching your bundle, remember to sell the value of your managed services. For example, you can provide your customers with a list of proactive measures that come with your Microsoft 365 bundle, such as software deployment and configuration, security consultation, monitoring and reporting \u2013 the list can go on!<\/p>\n You\u2019ll\u00a0also want to make sure that you\u2019re able to give them good customer service.\u00a0Make this part of your strategy\u00a0by showing them that\u00a0you\u2019re\u00a0committed\u00a0<\/strong>to doing what it takes to ensure their success.\u00a0If you feel like you\u00a0can\u2019t\u00a0meet\u00a0this expectation or need help, join forces with\u00a0a\u00a0trusted\u00a0cloud\u00a0provider like Sherweb and leverage their 24\/7\u00a0support.<\/p>\n Truth is, if your clients feel like\u00a0they\u2019re\u00a0not getting what they need from you,\u00a0they\u2019ll probably switch\u00a0to your competitor. That\u2019s why it\u2019s important to demonstrate your value any way you can.<\/p>\n “A study shows that high-growth MSPs<\/strong> communicate and show the full value of their services to their clients.”<\/p>\n Source:\u00a0Kaseya<\/a><\/u>: 2017 Global MSP Pricing Survey<\/p><\/blockquote>\nHow to Create Your Managed Services Bundle <\/strong><\/h2>\n
Step 1: Know Your Clients\u2019 Pain Points<\/strong><\/h4>\n
Here\u2019s a cross-selling scenario:<\/strong><\/h3>\n
Challenge:<\/strong><\/h4>\n
Opportunity:<\/strong><\/h4>\n
Step 2: Build Your Bundle<\/strong><\/h4>\n
![\"Services](\"https:\/\/www.sherweb.com\/blog\/wp-content\/uploads\/managed-services-300x229.jpg\")
<\/p>\nStep 3: Market Your Bundle<\/strong><\/h4>\n
Step 4: Add Your Services<\/strong><\/h4>\n
Step 5: Show Your Value<\/strong><\/h4>\n