Optimize your customer service workflow with airSlate SignNow's MSP sales funnel for Customer Service

How to create outlook signature

what happens when your MSP client says hey it is too expensive or you are charging way too much money this doesn't matter if it is an existing client or a potential future client we are going to be getting into that in today's video my name is Harrison Baron from growth generators. we help msps with sales training and marketing before I get into today's video I in beautiful sunny Georgia uh and we are currently in Savannah but let's get into what you need to do first one check check out the master class as always down below if you haven't already it's still being reworked but I promise you it is going to knock your socks off number two I don't know what else to tell you guys we have a massively growing Discord we have broken a 100 people it is awesome definitely go check that out tons of resources tons of mentors tons of people to ask good MSP questions to and get the best answers possible so let's talk about in right now about what happens when a either a potential client or an existing client says hey you are too expens expensive now this should be a red light in your mind of not saying oh my goodness the world is crumbling around me or this is the worst thing that happens it's actually a good thing when somebody says your prices are too expensive let's picture a scenario really quickly you go to the car dealership let's say maybe you stop by the BMW or the Mercedes dealership and you see you know maybe your dream car and you're like damn that's too expensive there's a couple reasons why you think that right off the bat usually and most often it's because the value that you're getting out of it doesn't quite meet the price tag that you are currently paying that right there right off the bat is usually the biggest flag that you need to say oh my goodness it's not a red flag or a green flag it's just a flag that says hey attention there is a serious problem number two part of it is when you're looking at that car you have to investigate and say does it have everything I'm looking for obviously in 2024 pretty much every car has Bluetooth and most of them at this point have carplay and Android play but you have to think about and you really look down and say what actually makes this car 50 75 $100,000 and it's going through usually that spec sheet on the window that says well you're getting this you're getting this you're getting this usually it's a bumper to bumper warranty and all of these things that create additional value to help justify that price and that's usually where MS PS typically go wrong with their clients it's not that your prices are too expensive it's the fact that you're usually not showing the client the value that you actually provide now this is a super super common thing in beginner msps and beginner MSP sales people they do a really bad job at explaining the value of what an MSP actually provides to a customer this is a major major red flag the life lifetime of that client usually is solidified believe it or not in that sales meeting they want to hear all of the good stuff and all of the benefits not the problems that you solve the benefits that company gets when they buy from you that's the biggest mistake msps make is they just say well hey here's the price it's $5,000 a month and you're the customer is like 5,000 well what do I get well when something goes wrong you're just going to be able to call us the customer's like like what what do you mean well yeah that's how tech support works and the customer ends up doing all of this digging to find information that they're actually looking for to understand why they're getting a $5,000 proposal and that client might have 50 or 25 or 30 computers this is where msps really go wrong think of that scenario that I just made that window sticker of that car when you're going through that window sticker you see well the rim you get special rims you get all- winter tires that are rated for I don't know 50,000 mil you get lifetime oil changes you get to drop your car off and get a laner for the day hey it has the premium trim upgrade and what I like to call this is value stacking it's a stacking that value on top of one another over and over and over again so when it's time for the client to actually go through and look at what they're getting they don't just help Des support because that doesn't really mean much to a client but when you're in that sales meeting and you can say hey we're going to do backup Disaster Recovery proactive monitoring and maintenance and give as much detail as possible you can do one line item and have a thousand things in that line item whether or not you use go high level which we are Affiliates for and there's a link down below and they just revamped it by the way some crazy crazy news it I saw it last night at like 11:00 at night it's getting even better almost point where I would say it's probably better than Panda do getting there not quite or use Panda do but when you're going through and you're creating that package for a customer you want to talk about the benefits that your that customer is actually getting think of Steve Jobs when he originally sold now this is an iPhone but he sold the original iPod he didn't talk about what has 500 Megs or gigabyte storage whatever it came out with at the time he said it's a th000 songs in your pocket well everyone knows what a th000 songs is not everyone understands what a gig is or 10 gigs or a terabyte or a petabyte as we would refer to it as so that's the kind of way that you have to show it as a benefit and in your sales meeting you can say hey by the way you can start to quantify that you know we know that typically most people have on average about 12 to 15 minutes of computer issues per day multiply that by a week by every employee and now you're starting to add up hundreds if not thousands of hours per year of employee non-productivity to then come and help them fix their issue they get to call in or put a ticket in and get it addressed immediately on the spot most of the time that's the benefit that you're selling to the business owner that they can pick up and make that phone call that their headaches are going to be gone Monday morning and not be worried about did somebody get access to the server closet did somebody go in did the person I fired on Friday do they still have access to their email or do they still have passwords laying around or did we actually kick them off of all the software that they should have been kicked off of these are the questions that you need to say to the business owner hey by the way the benefit of working on us working with us is if you fire somebody Friday I promise you Friday at midnight they are are going to have access to nothing not only are we going to go through and make sure that we lock down that computer we're going to lock down their email addresses we're going to go through your system and make sure that every single piece of software that you guys have they might have had access to they no longer have access to it that's the benefit that you're actually solving the benefit that you're selling and then when you do that you show that on top of all of the additional services and benefits that you really offer to a Potential Prospect it then makes that $5,000 price tag justifiable just like when you're looking at maybe a new Mercedes and you're like $65,000 that's a lot of money yeah but it comes with lifetime oil changes it's got these beautiful rims it's got the updated trim package leather seats the whole nine then all of a sudden it Paints in that customer's mind the real value associated with it not just a vehicle that's going to get you from point A to point B maybe it's even got massage seats that's a thing now those are the benefits that the customer then gets to receive hey you're going to show up to your meeting feeling like a million bucks because you just got a 30-minute massage and it's super fuel friendly or fuel efficient or battery powered whatever it is that you decide that potential customer desperately needs to see those things and when they do and they fully understand it they're going to sign that contract and there's not going to be buyer remorse worried about spending the money on it they're going to feel really good handing you a bunch of money every single month over and over and over again that's the benefit that you have to sell the client on over and over and over again so if your clients your potential clients or your existing clients are saying that especially if it's your existing you're not showing them the benefit enough or they don't feel like they're really getting the value so if they're saying that especially if they're an existing client think of other ways that you can sell that value or maybe you have to throw things in that is another option you can can increase or add a couple things that might cost you a couple extra dollars but the client says I can't believe I get this I can't believe I'm super excited about this one thing I can't believe I you know my my MSP is the best they don't even work on printers most of the time but they hook us up they always make sure that Susan can print because Susan is a nightmare to have on staff and you know what hey we're going to take care of Susan we're going to make sure that those printers work the best way possible they're going to feel like they get that value so I hope this video helps I hope when you here you know you are too expensive you realize that it is not actually the what you're selling is the problem it's the way you're explaining it and giving the customer the benefits so I hope you guys enjoy this I'm going to enjoy this beautiful Savannah day down here in Georgia and I look forward to seeing you guys on the next video once again masterclass down below Discord down below and I throwing some helpful links down there and also if you've made it this far I don't see why you wouldn't hit that like button maybe even that subscribe button and notification Bell I'll see you guys later bye I forgot to say it I love you guys see you guys later bye