Six Tips to Stand Out Among Other Service Providers

by Jennifer Clark on August 23, 2017 · 0 comments

in Cloud Computing,ScanSource Catalyst,Technology,VOIP

Being successful as a service provider is often a challenge and, at times, difficult to navigate. Below are six tips to help you understand what successful service providers are doing, and how you can get ahead to grow your business.

  1. Fully comprehend the definition of Managed Services

Understanding that your clients want to know their IT services are fully managed will give them peace of mind and you a recurring revenue stream. But in order to be an effective service provider, you’ll need to provide a consistent and high level of customer service, staying ahead of “fire alarm” issues, and making sure you have spelled out expectations and details of your services from the beginning. Furthermore, having more experience in the field is a significant indicator of a higher level of success. Customers want knowledgeable providers who know the ins and outs of the business.

  1. You don’t have to be the cheapest option

When you think of luxury brands like Rolex or Porsche, you expect a high-quality product for the premium price you are paying. If the price is too high, you can sacrifice quality in exchange for price. When selling services, the same expectations should apply. If you’re offering unique and higher-quality services, such as full solutions, that are not the least expensive, it doesn’t mean you will automatically lose potential business orders. A smart consumer will recognize that better service comes with a higher price tag and will pay more for high-value service. So don’t be afraid to be different, even if it results in not being the least expensive solution available.

  1. Remember cross-selling solutions and upsells

Take your business to the next level with bundling opportunities, such as email security, VoIP, data backup, and disaster recovery (BDR). Successful service providers don’t think about just selling one service, but rather think about how to maximize every sale with a solution for their customers’ needs. Use your quarterly business review and periodic meetings as not just a time to talk through what’s working and not, but as an ideal time to suggest any new solutions and upsells. Additionally, update your sales tactics to ask open-ended questions like, “What would it cost your business if you were to lose all of your data today?” This will help your customer start thinking critically about building their solution.

  1. Continue your education

Trade associations and reseller communities such as COMPTIA and ASCII Group are an excellent way to share ideas, generate feedback, stay up-to-date on news, and further develop your business. Having a network for collaboration at your fingertips will benefit not only you, but also your customers. In addition, trade shows and live events keep you current with new technologies and products in the industry, while educational web seminars ensure you remain cutting edge.

  1. Rethink your marketing strategy

While some people think of marketing as a dreaded four-letter word, it’s actually an essential tool for success and should be part of any business strategy. Marketing is not scary when you think about branding your business and establishing clout and recognition among your partners. Additionally, expanding your lead generation activities to include both traditional and new methods will give you an opportunity to increase your net when casting for new revenue. Giving your customers targeted content and having direct conversations will give you the ability to deliver the specific services they need most. Think outside of email and digital marketing strategies we’ve become accustomed to and integrate social media and the old-fashioned handwritten notes as other ways to reach your audience.

  1. Aim for lucrative verticals 

Three universally lucrative verticals are education, government, and healthcare. IT service providers need to craft a plan for where their services are in the greatest demand and strategically plan to penetrate these markets. Knowing which verticals are better performing and more profitable gives you a wider audience with deeper pockets.

For more information on how to you can grow your service provider business or to learn more about ScanSource Catalyst, contact Jamal Strother, Sales Development Representative at jamal.strother@scansource.com.

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