If you work for a Managed Service Provider (MSP), you’ll know that it’s not always easy to tell people what you do without confusing them or explaining in too much detail about what you do.
Just like many technical businesses, your business is complicated; you do many things from procurement, networking, helpdesk, patching and many more activities.
So, how do you talk to someone who doesn’t understand a lot about technology, but explain to them perfectly what you do?
In this blog, I’m going to explore a few ideas that other MSP’s use to pitch themselves. I don’t think this article will solve your sales elevator pitch, but it’ll help you get some ideas on how you can talk about what you do – And hopefully get more in the process!
Key elements to a great MSP sales pitch
- Your mission – Show your passion.
- Your focus – Use language that tells your audience on how you can make their lives better, easier or make more money.
- Simplicity – Keep it simple, stupid!
- Shorter – Can you describe what you do in less than 15 words? Too many technical people forget about this.
Before we start pitching and marketing your MSP… who are you talking to?
Find out who you are talking to, not everyone will know what you are talking about. Think about how you would speak to a 13-year-old or even your mother about what you do.
Not everyone gets IT or understands what a network is. So, for this reason, I split my audiences into three types of people.
1. Business leaders – think about your c-suite, these are the people who are setting the strategy, and ultimately you want to get on their good side. They care about numbers and strategic ideas.
They don’t care how things work, and they want to get the job done. You can assume they know a little about technology, but unless they have come from IT (think CIO/CTO), you should assume they know very little about technology.
3. Technical buyers – these people get IT and have a general idea of what you do, but they may not get everything. These people are similar to your IT managers, Solution architects, software vendors, or even a web developer.
Just remember, they don’t know everything, but often think they do and don’t want to look bad. Be careful not to patronize them or talk too technical. Would you assume that a web developer knows everything about a helpdesk or how you keep computers up to date? They would probably switch off.
3. Non-technical (end users) – this is your ’13-year-old’, they could be a secretary, general manager or even your mother. All they know is that you talk about computer stuff.
Ultimately your pitch should cater towards these people; if a 13-year-old can understand it, then you are on the right path.
What stage of the customer journey are they at?
For the sake of your time to read this article, let’s assume we are talking to people in the early stage. Most people you speak to won’t be in the buyer’s journey socially.
If you want to know more about writing specifically for the buyer’s journey, check out this brilliant post by the content marketing institute.
Let’s get to the MSP sales pitches…
Alright, enough background of the content. Let’s look at some ideas of how other MSP’s pitch themselves to the market.
Below are pitches from MSP’s we have spoken with, I may not agree with all of these pitches. I hope they save you time and help you tell the world what you do.
Think you can do better?
These pitches are from the market and are what real people are saying. If you think your pitch is better, please tell us in the comments below… Need help with marketing your MSP? Talk with a MSP marketing consultant today.