Defending Your Turf
There is no question that in today’s market no client is safe. Whether you have had long time partnerships with your clients, or if they are new to your service, there is bound to be someone right behind you that would love to woo them away with promises of lower prices. Though loyalty and commitment are important to many, the state of the economy has some looking to save every dollar they can, and this can sometimes mean that friendships or long-term relationships may be overlooked for a reduction in the bottom line.
There are a number of things that can be done to protect your turf.
1. Know your Competition
In this gathering as much information about competitor offerings, service, and pricing will allow you to be prepared for their imminent assault provide you the knowledge you need to defend your territory.
2. Visit Clients Frequently
We hear this often but it is the thing most MSP and IT solution providers do not do enough. These do not always have to be formal appointments, drop by with donuts in the morning or a pizza at lunch. The little things make all of the difference.
3. Keep Your Clients Informed
Newsletters, emails, and postcards are good ways to keep your company top of mind with your clients. It’s also a good way to keep clients informed about trends in technology and what’s going on with your business. Be sure that anything that is sent to clients is relevant and stripped of geek speak.
4. Pass On Savings
Many vendor solutions provide breaks or discounts when certain milestones or thresholds are reached. Most MSP’s and IT Solution companies pocket these savings and add them to the revenue. This may however be an opportunity to gain more loyalty with your clients by passing on a discount or savings when these savings occur.
5. Add Value Regularly
It is important to continuously evaluate your solution stack. When new features or benefits come out make sure to inform and add these for your clients. Providing new value is always a good way to keep a client happy.
Providing clients with information, value, and face time will surely help you combat the looming competition ready to take your client. By following some of these simple steps you will not only save a client but you will also be prepared for any potential threat. If you’re a kid of the 80’s you will remember the tagline “now you know, and knowing is half the battle.”
Frank Gurnee
VP, Channel Services, ExchangeDefender
(877) 546-0316 x4777
frank@ownwebnow.com