Any given MSP company will have a specific area of IT delivery that outshines other services. This primary area of effectiveness will fit a specific sort of customer best, but you can’t guarantee that all your customers are of said variety.
Tactics to Acquire Customers Who Are The Right “Fit”
What you can do is expand your consumer base toward this ideal customer through strategic marketing tactics. A few of these will be covered in this writing.
Understand Who Your Customer Base Is Backward and Forward
Research the customers who best match your MSP’s provisions. As a hypothetical, if you helped to set up cloud networks for the local school district, you might research the sort of purchases they’ve made recently, the kind of people in the district involved in purchasing, and the sort of aesthetic generally defining what such customers buy. Do all the research you can.
Communicate with Existing and Prospective Customers
Many of the customers your MSP company serves won’t necessarily be tech-savvy. What’s their preferred method of communication? Some would rather have an in-person conversation and you’re unable to, so you’ve got to teach them how to have live internet face-to-face interactions. Some prefer a phone call. What family of communication best describes your customers? Figure this out, and lean into it.
Show Your Value with Stats from Satisfied Customers
When you’ve got satisfied customers, it’s easy to keep careful data showing how what you do effectively serves them. Note all instances where you’ve done something truly beneficial. Show, quantifiably, how your MSP services bring that client true value. This information can be key in helping to convert other, similarly-situated customers.
Show How You Can Solve Their Present Pain Points
You can use statistics from satisfied customers to demonstrate value directly, and these can also be co-opted into demonstrations of pain point resolution. Specifically demonstrate how your service X can assuage pain point Y, producing value Z.
Doing this effectively will require researching prospective customers closely enough that you can accurately identify where they’ve got a pain point, and then show in a communicative way they understand just how, and just why, what you do solves their problem.
Bringing In Customers That Are Ideal
As an MSP company, it’s vital to find and serve ideal clients primarily, branching out from such a sustainable point of operations. There are many different ways to do that. Several which most MSPs could stand to pursue include understanding customers intrinsically, properly communicating with them, demonstrating your value through stats coming from satisfied customers, and showing how what you do directly solves their pain points. Such an approach should help you expand the number of right-fit customers your MSP serves.
