Managing an IT company involves carrying out countless tasks that can end up taking up a lot of routine time. For this reason, in many cases prospecting customers and selling services ends up being left in the background. Many managers seek to discover how to sell IT services efficiently and ensure greater growth for their business.
Carry out financial and administrative management, manage people and add value to the brand. In addition to ensuring that activities are carried out as expected and within the established deadline, it ends up taking up a lot of time from the work routine. The area of technology is increasingly expanding , making it necessary to establish strategies to stand out from the competition.
It is the responsibility of the management team to find tools and establish a plan to help sell IT services and ensure that the company grows. To help you with this mission, we have prepared this complete material on the subject , including fundamental tips on how to sell IT services and increase the profitability of your business.
Top IT services to sell
We know that most companies today cannot keep their doors open without having an efficient technology sector. This means that companies that outsource IT services find an excellent opportunity in the market.
The outsourcing of IT services through specialized companies is a service that is gaining more and more visibility, mainly due to the benefits that this modality can offer.
With the constant advancement of technology, it is impossible to keep up with the latest developments and add more modern resources within your own IT sector. Because of this, more and more organizations are looking to outsource the optimization of their IT services .
Among the main services that are sought by these companies we can mention:
- Support : IT support can be provided in person or remotely, helping the company to resolve problems and resume its activities quickly and safely.
- Infrastructure management : in this case, the contracting company seeks from an outsourced company everything necessary to manage the company's technology park.
- Outsourcing IT equipment: many businesses also wish to rent and outsource equipment to maintain their activities, such as computers, routers, cell phones, among others.
- Security management: The digital and technological revolution has brought many essential benefits and technologies to business. However, along with this modernity, more efficient ways of stealing information and harming devices also emerged. In this sense, more and more businesses are looking for data security to avoid the incidence of attacks and loss of information.
Understand the importance of investing in security tools within your company:
Differentiate your IT service from the competition
As we can see, the digital revolution has brought countless transformations to the IT market. This growth has increased competitiveness among companies providing technological services , making it necessary to search for resources and strategies that help them stand out in the IT market.
Many organizations are investing in new technologies and improving their services to reach more and more customers and contribute to their growth. However, it is very important that a complete assessment is carried out to determine what should be changed and what can be improved in the provision of technology services.
We need to understand that achieving a competitive edge in the market goes far beyond just adding the best technologies to your service packages. It is extremely important to carry out a complete transformation in the way your services are offered and how customer service should be carried out.
To be successful in the technology sector, it is essential to understand the importance of transformation. Modernity requires businesses to adopt smarter solutions to stand out in the market. Here are some tips:
Count on a highly specialized team
To be able to keep up with technological advances, it is necessary to have employees who are prepared to deal with these technologies. Investing in training and constant updating will help your team prepare for different situations and ensure that your consumer has the best service on the market.
Another advantage that can be guaranteed by the training process is that, once completely prepared, your team will be more productive and deliver greater quality in the activities carried out.
Quality of service is a priority
Your company can only remain active in the market thanks to consumers who trust your products and services. For this reason, consumer experience must be a priority within your organization.
It is essential to invest in complete and quality service so that your consumer feels welcomed and respected. This service starts from advertising your product to post-sales follow-up.
Seek strategic collaboration
Depending on the type of IT service offered by your company, it is possible to establish valuable partnerships that help optimize your services and ensure greater satisfaction for your consumers. This type of partnership will help your company add value and optimize the services offered, allowing for consolidation in the technology sector.
How to sell IT services?
As in all niches, selling services in the technology area also has particularities. In addition to seeking quality in products and service, customers seeking IT services need complete and optimized support.
Taking this into consideration, selling IT services requires in-depth planning and analysis . Seeking to contribute to the growth and increased profitability of your business, we have prepared six fundamental tips to help you sell IT services:
1- The customer at the center: focus on service
As we said previously, IT customer service is one of the most important aspects in this type of hiring. Before offering your products and services, it is important to deeply understand the customer's profile and what their needs and expectations are regarding this commercial relationship.
This means that the first step before starting to offer your products is to study your current customers in order to check positive points and possible needs for improvement. To achieve this, collecting feedback can be a valuable ally . It is important to highlight that customer service begins with hiring, but must be maintained throughout the customer's entire experience.
2- Marketing strategies to sell IT services
Due to the high competitiveness experienced by companies in the technology sector, it is practically impossible to survive in the current market without having efficient marketing strategies . To sell IT services more efficiently, it is necessary to adopt strategies to reach a greater number of potential customers.
Below are some of the main marketing strategies used today:
Inbound Marketing:
The main idea behind this marketing strategy is to make customers reach your company, not the other way around . For this to be possible, it is very important that your company has a digital presence through blogs, social networks and websites. By providing quality content, it is possible to have a consolidated presence in the results delivered by search tools.
Outbound Marketing:
This strategy is closer to traditional prospecting and sales methodologies. Through it, the company identifies potential customers and gets in touch through the main tools used.
Recommendation:
The famous word of mouth is one of the most efficient strategies when it comes to gaining new customers. This is because it is based on the satisfaction that your current customers present in relation to your service and services offered . The more satisfied your consumer is, the greater the chances of that customer recommending your services to their friends and family.
3- Sales funnel for IT service providers
You've probably heard of a sales funnel, a concept that is related to the inbound marketing strategy. Through this strategy, the company is able to segment actions and visualize its sales process according to the stage at which the customer is.
Depending on the stage of your consumer's journey, the company can establish assertive strategies, starting with the preparation of a complete and transparent commercial proposal. The commercial proposal is one of the first contacts that the consumer will have with your company's services and must be prepared in a strategic and intelligent way.
Equally important, the service provision contract must clarify all the consumer's doubts, avoiding misunderstandings regarding the service that will be offered and the benefits arising from the service. Transparency is essential to establish a relationship of trust between the company and the customer.
4- How to price the IT service?
Pricing services is one of the most important tasks for companies that want to increase their profitability. In this sense, it is essential that we understand that price is completely different from value , but they are concepts that must work together.
To be able to price correctly, you need to establish what the value of your product is to the customer and how your pricing compares to market competitiveness. It is essential to find a balance between the value of what you offer and the ideal pricing to remain competitive.
This doesn't mean you need to offer the lowest price on the market. The reality is that it is essential to study the competition to be able to deliver a quality product at a more competitive price.
5- Commercial relationship with the customer: pre- and post-sales
As we saw previously, customer service begins with the first contact but must be maintained throughout the entire consumption journey . There is no point in establishing a high-quality service process at the beginning if your company is not prepared to provide the same standard of service after contracting the services. Failing to do this can harm your consumers' loyalty and impede your company's growth.
For the customer to be able to remain confident about the quality of the service offered, your company must be willing to offer complete service throughout the commercial relationship. After-sales is more important than the service provided before hiring, as it is this service that will determine whether your customer will be a promoter or a detractor of your brand.
6- Security for your customer and credibility for your business
Along with technology, techniques have also been developed to cause losses for companies regardless of the sector. Currently, companies are not only looking for quality service and a product that can meet their specifications: there is a constant search for security features that can keep their data protected.
Thanks to this, companies that sell IT services need to focus not only on quality, but also on the security of the resources offered. Data leaks , for example, are one of the most recurring security problems in recent years and have been causing substantial losses for companies of all sizes and sectors.
The more prepared your business is to increase security and provide greater credibility for your customers, the better your competitive positioning will be.
Increase your MSP's profitability with assertive IT sales strategies
The technology market is highly competitive, forcing MSPs - Managed IT Services to achieve excellence when it comes to quality. For this reason, it is necessary to establish strategies and methodologies that contribute to business growth and help it reach a more competitive level.
Managing an MSP requires carrying out countless tasks on a daily basis, making the routine complex and busy. For this reason, it is necessary to have quality partnerships and assertive sales strategies to achieve competitive market positioning.
The efficient management of an MSP - Managed IT Services can add countless benefits and help your company stand out in the market. Through the best sales strategies it is possible to increase profitability and achieve the long-awaited success.
It is also important to mention that the profitability of your business is directly related to the productivity of your workers . This means that it is extremely important to adopt solutions and tools that help increase your team's focus. This ensures that activities are carried out according to expected planning.
Add value to IT service provision
Due to the high competitiveness of the technology sector, it is a real challenge to establish a competitive advantage compared to competing companies. Adding value to the provision of IT services involves much more than just the quality of the resources and tools used.
In addition to having a highly specialized technical team to provide the service and be able to provide the support that consumers expect, it is also necessary to offer something that really makes a difference to the consumer . Security features can help increase the value of your brand, demonstrating the concern that your business has with data protection and confidentiality.
This way, using technology to your advantage and establishing optimized processes, your company will grow and stand out. As we saw previously, figuring out how to sell IT services involves a series of changes and transformations in the way your company deals with consumers.
For this reason, it is extremely important that your company's managers make it a priority to ensure that consumers have their expectations not only met, but also exceeded by your organization.
