Empower Your Business with MSP Sales Funnel for Technical Support

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if your prospect wants the price for your MSP services this is the video for you I'm going to be covering the process in which you need to go through in order to just avoid the customer haggling you about the price and how much it's really going to cost we have some movie prop money here and I'm going to be using that in today's video because the customer wants to give us this but we need to figure out how much of this we actually need because that's the process that you have to go through it's kind of crazy I'm covering everything in this video and by the end of this video you are going to understand how to diffuse that situation but also why you need to diffuse it because when you understand why and you explain it to the customer they're going to want to put a whole lot more of this in your pocket my name is Harrison Baron from growth generators. and in today's video like I said we're covering what happens when a customer says hey I need a price how much does it actually cost this is going to demystify all of it before I get into today's video as always one Master Class down below go check it out to free Discord I don't know what you're waiting on go get it it is literally free come hang out with us there is so many valuable people in there that are asking questions getting valuable answers and helping and beginning to grow their business and some of them are well into the seven figure Mark so it's not like it's all newbies in there so how do we get our customers to give us real money this is movie prop money but real money and thank you to one of you guys by the way for sending me this money but how do we get them to actually pay us the money that we really really want so there's a process that you have to go through and right off the bat when somebody says well what's the price well how much does a Honda cost well what packages are you getting what do you actually plan on doing with the car do you want the highest your package do you want the lowest your package all of these things kind of come into play when somebody says well what's the actual price you can't give them a price for a multitude of actual reasons one you don't want them to price shop right off the bat you don't want to say hey this is what we charge per computer does this work for you that's number one now if you have your prices posted online that's totally fine I'm not against it I'm not for it it's neither here nor there it's neutral ground some people are really proud of their pricing other people they'd like to keep it a secret whatever you decide totally up to you your business so if you don't have your prices publicly available you have to understand that one every client is going to be different but also even though we come up with different packages and I have the best video coming out so if you plan on seeing that video you're definitely going to want to hit that like button subscribe button notification Bell I'm covering literally everything about pricing packages and how to fully price but this is when a customer asks what is the price for your services so when a customer asks that you have to understand that it's yes it's a good bit about this and a good bit about how much they're actually going to give you but it's so much more than actually going through that process process you have to fully understand what the customer is actually asking for because most people hey can I get a pizza over here well how hungry are you do you want a slice of pizza do you want a full pizza do you want 25 pizzas there's so many there's there's this myth and and there's this the customer doesn't actually know and you can't know what's a good fit for them so I like to recommend a consultative meeting it's not a hey you're going to buy this this this this this all the way through it's more of a let's see what you have first what are we even working with here because there's a ton of variety that comes into this mentality of how much am I actually going to charge because you might know your price but there's also some variations in other areas that kind of stack on top maybe it's backups maybe you know that some of the stuff is really old you might have to charge a little more money for it and you might even want to forecast what their future technology costs are going to be or what you can expect them to be right off the rip so having a consultative meeting is really really important now I'm going to tell you how to go through that consultative meeting first you want to have them book time on your calendar you want to book some time on their calendar however that is however you got them in your system cold call cold email marketing funnels the whole gamut great you're going to go through that meeting and you're not going to just say hey that's our price we're sticking to it you can't do that because you might also they might have five servers that you don't know about so by you going in as a consultative meeting you're going to do the small talk hey what's going on yeah I'm the tech guy I used to walk around with a backpack in their office and and you usually either my phone or a laptop that I'd have or a tablet that I would go through and take notes on what I'm actually seeing I would walk the facility walk the facility see what's going on talk to the employees hey what do you currently like about your technology what do you not like about your technology what's been giving you a really really hard time you're going to get valuable feedback that printer my poor bookshelf but that printer might not be working ever and you're going to have to take care of that right off the getg go they might say hey you know what actually we don't really have any Tech problems we pretty much as long as we can get to the internet and get to Google we're pretty good everything that we do is on the cloud perfect but you might also get there and start walking around and visiting stations and seeing what's going on you're like oh boy nobody has touched this place since 2005 we have the old clunky Dell computers heck we probably even got mice with balls in them the list can go on and on and on this is where the problems start to arise if you just tell somebody your price and you're like day one I'm going to tear my hair out because everything's outdated you might want to start charging a little bit more money for your price now fast forward you go through the entire office you look at everything you're like okay I see 10 computers I see a couple wireless access points not so big of a deal we got a you know we got a nice switch going on nice gigabit switch maybe new even better or an unmanaged switch good luck but you start to get a real feel for the place and you're talking to that person the entire time you're now building up some rapport with the person but you're also developing that no like and trust that is the Secret Triangle of getting business you're going to talk to them for a while you're investigating the place they're going to like the fact that you're doing your homework right hopefully they're going to trust you because you've seen everything and over time they're going to begin to know you so that's how you build it through then hey what servers do you have I have found hidden servers that like I don't even know what this does okay that's maybe not a problem but that's something we have to address does this have data on it do you need that data backed up where's this data currently living if this place was to be hit by a meteor tomorrow and maybe the technology goes out and destroys all the technology in the place nobody gets hurt never want anyone to get hurt would you guys be able to work from home well if the answer is no okay well what data do you actually need well we need to back up everything everything lives on This Server okay well how oh this server is from 2009 almost 15 years old at the date of making this video okay wasn't expecting that but going through this consultative approach of seeing what's actually there showing the customer hey by the way this is a problem area that you might actually have now you can go through and you can start to not only do an investigation of what's currently happening and understand the diversity of what that client actually has in there but really also begin to educate that customer the customer while they probably know a fraction of what we know in the MSP World they want to hear the juicy buzzwords the technology gigabit You Know throughput download speed upload speed they like all of it they they don't know what any of it means but they love all of it because it shows that you know what you're doing and it helps you build trust throughout the entire proc process then at the end of the actual meeting you can say hey I can provide you with a quote here I probably need a couple minutes to draw this whole thing up or I can email to you me personally if you could build it right on spot have them go get a cup of coffee or go chat or go do a little work for a half hour hang out in the meeting room and start working on your actual price things begin to click they also might have 50 employees and only 10 computers are you supporting their employees cell phones or are the employees cell phones there's so much that actually goes into it when you go through you build out that package yes you're probably going to have two or three different options where it's an all you can eat but servers are not always included in that the printers are not always included in that dealing with all the garbage in the beginning is not always included in that price that you're going to give them but now at the end of this entire process you could say hey customer this is the kind of money that I'm going to need to make this thing happen then they can make make a decision you can give them the price you can ask for the money and then it actually makes sense for the customer they know what they're actually getting and not only do they know what they're actually getting you can provide an actual number that will make you money hopefully to go do the work you can say oh you know what this is actually a pretty pretty easy spot everything's pretty up to dat normally we charge I don't know $100 $200 per computer for onboarding whatever number is okay with you but um look I'd feel bad charging a full price for an onboarding if you sign today maybe you sign up for a year how about 50% off the onboarding we'll call it there all of a sudden you know that this environment is going to be smooth saling your team's absolutely going to love you or you know hey guys let's roll up our sleeves here we're going to get dirty everything's coming out we need new computers this price that you originally told them might be this price because they need a new server right they need new computers they need new switches they need new everything that's the difference you can't just tell somebody hey here's your price and you're good to go you might realize they need to include a whole lot more of the green stuff in there to make it worth doing and you might realize too hey why haven't you fig why haven't you updated any your computers in I don't know 9 10 12 15 years well we haven't really felt a need to we got recommendations to do it but we just didn't want to pull the trigger that could also be a red flag should probably get a red flag too that could be a red flag that that customer isn't going to want to spend any money on technology which means it's going to make your life your technicians lives infinitely worse so when you're going out and somebody says hey what's the price you could say hey typically we charge about this much to this much but it varies customer to customer if you're my dream customer yeah it could be pretty cheap but maybe you're my dream customer who hasn't spent a dollar on technology in the last 15 years you better start asking for some of this because otherwise it doesn't really matter anymore that customer could be an absolute nightmare to work with so keep this in mind as you're going through when somebody says what's the price it's not that you don't want to give them the price you'd love to give them a price but the price that you originally might give them might be so far off from what reality is after you go through a nice consultative meeting what's going on what are your struggles what's you know let's see what's actually under the hood and then we can really talk about the price of everything otherwise I wish you the best of luck and if a customer is not okay with that another red flag I need I just need like a little thing for red flags because that means they are not going to be a great customer right off the bat they don't value what you do they're they're shopping on price they could care less they just know that they need an IT company and they are going to treat you guys like garbage telling you do your homework you're happy to give them a price but you got to go through your process first your process you can't fix a computer starting with the last possible uh portion of your sequence to fix that computer right you can't turn on the computer if there's no CPU in there it's just obviously not going to work same thing goes you can you have to follow the process in order to be successful your process is to do a consultative meeting to figure out what this number actually looks like for a customer and then you can go through with it all so hope you guys found some value in this video I have been posting more at night lately I apologize I'm going to get back to my morning routine of posting but other than that I love you guys hit that like button hit that subscribe button little notification Bell I have an awesome awesome awesome pricing video it is still a little ways away but it is going to knock your socks off it's probably going to be the greatest pricing video you'll ever see on YouTube other than that love the heck out of you guys as always I'll see you guys later go crush your MSP I wish you the best in your technology dreams and uh like subscribe notification Bell and I don't know stream the videos to your dog that's cool me I appreciate that I love my dogs they see me enough and they see me make these videos I'll see you guys later love you guys bye