Selling cloud services to your clients can be difficult. While the cloud isn’t new to technology solution providers (TSPs), the benefits may still be unclear (or unknown) to your prospects and clients. Cloud services are less tangible than other products, so it’s your job to market and sell your services in a clear way, that puts the benefits up front and center.
Consider the following tips to make the process of selling cloud services easier.
#1: Target Qualified Prospects
First, try to identify shared characteristics in your existing clients. Do most of them come from a similar industry or have the same number of employees? Maybe they’ve operated for the same number of years or share pain points?
By understanding what type of companies buy into your service, you can better target the companies you have the highest chance of reaching. Pro tip: create a buyer persona that outlines the characteristics your ideal customer has to help you create targeted messaging for your marketing efforts.
Remember, not everyone is good for your cloud services practice area, or your business. By weeding through your existing clients and by carefully choosing the most qualified leads, you’re making sure you’re targeting only those who are ready and willing to opt into your services.
#2: Educate and Drive Awareness
Your prospects and clients need to be educated on how your services work, and why it’s beneficial for them to buy into your recurring services. Instead of immediately trying to close the sale, focus on increased awareness and education about the services you offer.
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It’s particularly important to make sure you offer solid information for trickier practice areas, like cloud services. Not only does it help your prospects and clients see the value in it for them, it also helps to establish your business as a trusted technology provider who’s in-the-know about the latest industry movements.
Utilize professional marketing tools to deliver impactful marketing messages that build up the knowledge base around your value-added services. Then use that same too to measure and analyze your marketing efforts so you can figure out what worked, and what needs improvement for next time.
#3: Follow-up with a Great Quote
Decision makers are notoriously busy people, and with everything their jobs entail, it might take a little bit of pushing to get them off the fence about purchasing cloud services from your business. The key is responding quickly and providing them with a quote that’s easy to read and easy to approve.
To help you with that, you’ll need a professional quote and proposal tool that details out next steps, benefits, and costs. A weak or unprofessional looking proposal may cost your company the client. Utilize a quote and proposal solution that will make you look professional and give your clients a great experience, and one that will allow you or your sales team to access the information anytime, anywhere.
#4: Lead with Value and Differentiation
Why should your prospect or client choose you over the other guy? To answer this question, be prepared to explain your differentiators (what sets you apart from the competition). Develop templates, resources, and guides that clearly establish how valuable your service is, and why it is worth the price.
They won’t like having to wade through tons of information to determine that this is the best option for them. So when you start the sales process with a deep understanding of their needs, and how your service provides value or solves problems for them, prospects are more likely to buy in.
Remember, if you’re not offering cloud services, your competition probably is. Meaning your clients or prospects could be looking at alternatives that give them the combined services they need.
#5: Develop Long Term Relationships with Quality Clients & Prospects
Your relationship with the prospect or new client doesn’t end after the sale. In reality, you should think of how you can continue the relationship to improve the lifetime value of the client. Consider scheduling quarterly business reviews to show proactivity or identify new service needs, and to ensure that all aspects of your service level agreement (SLA) are being met.
Overall, clients benefit from cloud services–it just might take a bit of convincing to show them that. With new software emerging, it becomes easier and more effective to help your clients manage their entire IT operations.
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But it can be done with the right know-how. See for yourself in our free CSP eBook.