A good Managed Sales Provider (MSP) knows their organization’s growth depends on more than keeping up to date with the latest sales and marketing techniques. They know everything they do - from how they measure success to the relationship they have with their provider(s) - contributes to the development of their business. If you’re looking to do the same, then look no further than these top 5 successful MSP practices.
1. Automating Processes
Automating your processes as an MSP won’t just add efficiency, it will help propel your business forward. For instance, automating your processes means fewer repeatable tasks for you and your employees. Think of how much time you’d save if you could automatically track new business opportunities, employee onboarding, communication with your current and potential customers, service requests and much more. Introducing automation will reduce friction within your organization, giving you an edge over your competitors and making room for increased cash flow and growth!
2. Establishing Key Performance Indicators (KPIs)
Speaking of growth, how does your organization measure it? KPIs are the practices on which your business measures its success. This could be anything from how quickly your sales team contacts prospects to the follow-up times on customer questions or concerns. Choosing the right KPIs for your business will allow you to track, measure and improve on areas you deem crucial to your success.
3. Selling Solutions. Not Products.
Customers don’t buy into products, they buy into people they trust. That’s why it’s important to really get to know your client’s business, their goals, their problems and their clients. Actually understanding your client’s needs means you’re selling more than a product – you're selling trust by offering them solutions to help them grow in efficiency and success.
4. A Clear Service Level Agreement
The first step to earning and keeping happy clients is to manage their expectations. By establishing a clear and concise Service Level Agreement (SLA), your client will have a clear understanding of what they can expect from you in terms of payment schedules, response times, delivery, service, performance standards and more. An SLA won’t just earn client trust either, it’s another example of a KPI that allows you to hold yourself accountable while measuring your success.
5. Choosing the Right Partners
Just as you strive to get to know a customer’s business, so too should your partners when it comes to getting to know you. For instance, your provider(s) should take the time to understand your goals so they can help you succeed with the right products. They should strategize with you to create custom solutions (i.e. predictable product packages and pricing) tailored to your unique needs. Other things to look for are responsiveness, flexibility and an emphasis on product quality.
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