10 Biggest Secrets Behind Successful Selling for IT Services

BY Tim Londergan
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According to Statista, the managed services market is expected to reach $356.24 billion by 2025. Even the smallest businesses realize they need to shift some or all of their business operations to the cloud. To make that happen, they need the expertise, assistance and guidance of a client-​focused IT services team.

Cloud computing is compartmentalized into three primary service sectors:

  • Software as a service (SaaS)
  • Platform as a service (PaaS)
  • Infrastructure as a service (IaaS)

Each of these models are distinguished by the degree of responsibility and ability to have direct control over available resources. Your professional approach to these disciplines can help grow your IT consulting service.

Improved Performance Drives the Demand for IT Services

According to InsideOutNetworking​.com, the major growth drivers for managed services are:

  • The demand for cloud-​based managed services
  • Business productivity requiring IT infrastructure
  • The ability of specialized managed service providers to offer cost-​effective services

1. Become THAT Strategic Partner

 As B2B organizations attempt this critical digital transformation, they seek a deeper alliance with a partner they trust. Strive to be the credible partner that focuses on value rather than technology. Try to help your prospect understand your solutions and how these steps will improve overall performance.

2. Allow Your Client to Focus on THEIR Core Competencies

Your client wants to offload routine IT tasks, such as infrastructure management, help desk support and cybersecurity. Your value is enhanced when their internal teams can focus on strategic initiatives that drive growth and a competitive advantage.

3. Offer Customized Solutions

Take a deep dive to understand the unique requirements of each client's industry. Offer industry-​specific applications, support hybrid IT environments, or address their compliance mandates. Your tailored solutions will ensure that your partner receives precise levels of support to meet their specific business objectives.

4. Focus on Scalability and Flexibility

Managed IT service providers who offer scalable and flexible services can grow with the organization. Imagine helping your client expand into new markets, onboard additional users and integrate new technologies. You become more entrenched with an organization that needs and respects your contribution to their success!

5. Be Proactive in Monitoring and Management

The increasing complexity of IT environments and cybersecurity threats require greater vigilance. By employing advanced monitoring tools, automation and predictive analytics you can identify and mitigate issues before they impact business operations. Record and report these findings quarterly to assure you receive credit for your efforts.

6. Offer a Menu of Cost-​Effective Solutions

Total solution or complete package pricing is likely your most profitable option. However, offering your client a range of IT services can be attractive. For example, tiered service, monitoring-​only, per-​device or per-​user are fallback positions for negotiated pricing.

7. Assure Continuous Improvement and Innovation

This is equally an expectation and an obligation. Innovation requires adopting emerging technologies, implementing best practices, and staying abreast of industry trends and developments. Managed service providers that commit to improvement help B2B organizations compete effectively and achieve their long-​term strategic goals.

8. Offer Support for the Remote Workforce

Be enthusiastic in offering solutions tailored to the needs of remote workforces. Virtual desktop infrastructure (VDI), collaboration tools, endpoint security enable remote collaboration, secure access to corporate resources, and reliable connectivity.

9. Plan for Routine Maintenance and Future Investments

As an integral part of the management team, you are responsible for planning and upkeep. Set regular meetings to discuss current status, possible threats, competitive intelligence, and future allocations. This important place at the table assures your position and overall business continuity.

10. Prepare to Serve the Growing SMB Market

Small and medium-​sized businesses (SMBs) are recognizing the value of managed IT services. These companies need to gain access to enterprise-​level expertise and resources without the need for significant upfront investments. Managed IT service providers that cater to the unique needs of SMBs must offer scalable solutions, personalized support and predictable pricing models.

Photo by Andrea Piacquadio on Pexels​.com