The Art of the Pitch, or How Documentation Helps You Make Money
BY IT GLUE | October 24, 2017
Documentation as a sales tool? Absolutely, yes. We work on a daily basis with cutting edge MSPs and one of the things they do is utilize IT Glue as part of their sales pitch. If that sounds odd, read on and we’ll explain.
So how does documentation help?
Leading MSPs use documentation as a way to win new business. Most MSPs don’t have a formal sales organization, and don’t find sales to be a particularly pleasurable activity. We hear you. But selling isn’t about convincing people to buy something they don’t need. It’s about showing them the value of your service. Documentation plays a big role in that.
Documentation = process
What it comes down to is this: documentation is about process. MSPs with inconsistent processes, or none at all, typically struggle to hit their SLAs. They end up competing on price, and figuring out how to deal with the customer later. But an MSP that has all their customers documented can show a prospect exactly how they will look after that prospect.
Show, don’t tell
If you sit a prospect down with the SLAs that you propose, and walk them through the documentation software to illustrate exactly how your techs – even junior ones – will be able to fulfill those SLAs, that conveys a tremendous amount of confidence. If you have data on your resolution times before and after you adopted IT Glue, show them to the prospect to illustrate why this matters. The best part – because of your dedication to process, your SLAs will be better than those of your competitors.
Transparency and accountability
Nothing sells a prospect quite like trust, and nothing conveys trust better than a demonstration of transparency and accountability. To be able to show clients how you will meet their needs, and back that up with hard data based on what you’re doing for others, is probably the most convincing sales tactic imaginable.
Get in the driver’s seat
And here’s the kicker. When you convey that you can deliver a superior service, you command a superior price, because you offer the client more value; a classic premium pricing strategy. Or if you want to scale aggressively, you can adopt a penetration strategy by undercutting your competitors while simultaneously offering a superior service. Either way, you’re in the driver’s seat strategically.
Don’t forget – if you’re not leveraging transparency and professionalism in your sales pitch, your competitors will be. Where does that leave you? To learn more about how IT Glue will help improve the efficiency of your MSP and position you for growth, sign up for a free demo today.
IT Glue™ is a documentation platform for MSPs, designed to eliminate waste, improve productivity and help you hit your SLAs better. Document your sales processes and customer personas in IT Glue, and integrate it with your PSA to enhance your marketing and sales functions.
