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matter which engineer gets on a call ; clients will have the same great experience because our engineers have access to all the same information .
What New Products Or Services Are You Providing That You Feel Other MSPs Should Offer , Too ?
We are now bundling security services that used to be optional and selling them as a bundle . Clients receive Backupify , dark web monitoring , on-demand training , and phishing training … all together as a security bundle included as part of their managed services . The client now gets everything — all these services and resources — instead of letting them be optional or add-on items . We ’ re using this all-inclusive model because we want every client to be secure . When you give the client optional security , it confuses them because a lot of times , they don ’ t know what they should be getting . If they choose not to take one of the options because it can save them money , you ’ re leaving them less secure and putting them more at risk . By creating a bundle that is not optional , we deliver better security and more layers of protection from a cybersecurity standpoint . If you think of it as insurance , it ’ s the difference between getting full coverage or just liability . We ’ re only offering full coverage .
How Are You Selling These Security Bundles To Existing Clients ?
As we add new security products , we continue to have conversations with our existing clients to let them know the threat landscape has changed since we signed their agreement . We go back to our clients and let them know we ’ re putting in new security products to better protect their business and that these were not available when we signed agreements with them . We increase their rate based on these new security products .
Who Would You Say Is The Most Impactful Business Leader Whose Techniques Or Leadership Style You Try To Emulate Or Are Influenced By , And Why ?
I would say Jack Daly because he is living life by design . Everything Jack Daly talks about resonates with growing a business . He ’ s super focused on business growth and ensuring the salespeople are enabled to go and make sales . He ’ s focused on ensuring the client or prospect has a great sales experience .
He ’ s all about the follow-up and follow-through . I ’ ve learned you need to be hyper-focused on your sales team and make sure you ’ re empowering them to go to market and not have to come back and get permission on pricing and / or options . We also make sure our salespeople know to follow up with prospects and put processes in place to make sure they are doing follow-ups , such as sending handwritten notes and online shock and awe packages . Jack talks a lot about that in his book , “ Hyper Sales Growth ,” which is about growing sales organizations . Following him has been extremely influential .
If You Were Going To Recommend A Book To Other MSPs Or SMBs Trying To Grow Their Business , What Would You Say They Should Read ?
I would recommend “ Hyper Sales Growth ” by Jack Daly .
What Words Of Wisdom Would You Give To Other MSPs Looking To Grow Their Business Or Build A Successful Exit ?
Focus on security and continue to have educational conversations with your clients to ensure they know security is no longer optional . Tell them it ’ s mandatory , and it ’ s just part of what you ’ re delivering moving forward .
As an MSP continuing to grow , we need to always be educating our clients on the security risks out there and ensuring they ’ re doing everything from a technology standpoint so they are covered in the event of an incident . People hire professionals because they want to hear what they have to say , so make sure you educate your clients and prospects from an IT professional ’ s standpoint . Tell them what needs to be taken care of and what they need to be focused on securing before your competition does it for you . n
NC COMPUTER NASHVILLE
Technology Specialists Since 1988
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