6 Secrets of Selling IT Services

JANUARY 16TH, 2024

The global managed IT services market is expected to more than double by 2029, according to Statista, reaching nearly $600 billion. Meanwhile, the value-added reseller (VAR) market is projected to grow at a healthy 6.1% CAGR, hitting more than $6 billion by 2030. With North America as the largest market in the world, there are plenty of opportunities ahead for MSPs and VARs.

Capturing more of these growing markets—and keeping existing clients happy—demands selling IT services with a different approach, one that elevates your services while staying squarely focused on your customers.With that in mind, we'd like to share six simple secrets to help you successfully sell your IT services.

1. Sell Value With a Focus on Necessity

Your prospects and clients are more discerning than ever. Every dollar counts, so delivering value and practical solutions will help you win more often. That means only selling products and business IT services that bring genuine value to your clients. It’s all about staying focused on your clients’ needs and tailoring your services accordingly. 

2. Simplify Your Service Offerings

Complexity is the last thing your prospects and clients want. That’s why standardizing your IT products and services offerings is crucial to success. According to the Technology & Services Industry Association (TSIA), 77 percent of managed services companies responding to a recent survey said they have a standard service catalog. The reasons are simple: fewer offerings equals less complexity, simplifies scaling, and ensures repeatable results and profitability. 

By breaking down your offerings into clear, easy-to-understand tiers—basic, plus, and premium, for example—clients can easily understand and choose the products and services that best fit their needs.

3. Make Transparent Agreements a Priority

Transparency in service-level agreements (SLAs) is vital. You can avoid misunderstandings and build trust by setting clear expectations regarding the scope of services you’re offering, response times, and responsibilities. A recent Business.com article notes that transparent businesses build a strong foundation of customer trust and loyalty, which in turn can help drive sales. More importantly, transparent agreements substantially reduce the potential for client disputes.

4. Price Fairly and Transparently

Any client unsure whether they are being charged reasonable prices for products and services will likely look elsewhere, if only for a sanity check. Fair and transparent pricing is the foundation for building long-term client relationships. Overcharging or having hidden costs can damage trust and cost you clients.

5. Build Trust Through Consistency

Given that your customers have entrusted you with their most precious assets—their data—it’s imperative that you consistently deliver on your promises. That builds your reputation for reliability and often leads to client referrals.

6. Focus On Continuous Improvement and Excellence

When you’re focused on being the best at what you do—from service delivery to customer management to operational efficiency—you set your MSP or VAR business apart from the competition. A commitment to the highest standards in every aspect of your business will attract new prospects and maintain your status as a trusted partner to your existing clients

Choose Committed Channel Partners

Arcserve is 100 percent channel-focused. We are here to help our MSP and VAR partners realize their objectives and grow. That includes helping you leverage these six secrets of selling managed IT services by providing simple, cost-effective data protection solutions that fit any business size, from SMBs to enterprises. 

Learn more about the Arcserve Partner Success Program.

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