Previously, I wrote on SmarterMSP about keeping your prices off of your MSP website. This article serves as a continuation of this topic, this time focusing on using your website to tell a story of value over price. In this piece, I will delve more into what aspects of your MSP business that you should be including and highlighting on your MSP’s website.
HOW you do it matters most of all
The age-old idea at the heart of any MSP business is that there may be many companies that do what you do, but nobody does what you do quite how you do it. Tthat thing that makes you unique is what you need to be hitting over and over again on your website. And if you really stop and think about it, price probably doesn’t enter into that particular conversation.
For example, have you and your people worked incredibly hard to get your average response ticket time down to under four minutes? That’s absolutely the type of thing potential customers are going to want to know about you. A lot of businesses are used to poor response times – to the point where they assume “that’s just the way things are done.” If you can show off that not only is that not acceptable to you but also how you’re able to guarantee such quick responses, that’s going to help enormously in terms of separating yourself from the rest of the pack.
There may be many companies that do what you do, but nobody does what you do quite how you do it. That message is what you must reinforce to potential clients #MSPmarketing
In the end, price is an important part of running your MSP and as a business owner, obviously you need to take care of your bottom line. But that’s your problem, not your client’s. Your prospects want to see how you do things differently from everyone else. If you’re not able to communicate that in an efficient way, the best prices on Earth aren’t going to make the impact you need.
But if you’re able to show actual client results and returns on investment in a compelling way, you’ve done a lot more than just make the most positive first impression possible. You’ve laid the groundwork for the type of relationship that will serve both you AND those prospects well for years to come. Truly, what could be more important than that?
Get in the zone and stay there
Overall, remember that if you put pricing on your website, it’s going to hurt that most important goal of all: generating the leads your MSP needs to be successful.
Knowing how to hook your prospects in through your website in a way that gets them excited is a skill that every MSP marketer should have in their skillset. If this is an area that you’re still struggling with, or if you want to spend a little time talking with someone to make sure that you have what you need in terms of lead generation and reaching other important goals, please feel free to reach out to myself or one of my team members at Tech Pro Marketing.
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