Actually, it really is. When it comes to selling managed services, your niche can be the services that you provide rather than the industry that you service. Either of those is fine as long as you clearly identify the niche. Let’s look at why.
Identify Your Customers
You have to focus in for an effective marketing campaign. Identifying who your customers are is key. If you don't know who they are then you won't know what package of services you should be providing and at what price.
You'll also be unaware of their pain points so your marketing and sales efforts will be ineffective. Not all industries have the same needs, and people looking for certain sets of services are looking for very specific features and benefits. You have to understand what these are up-front to maximize your ability to sell managed services.
Know the Niche
Knowing the niche that you’re selling managed services to or that you are in will also help you to work out where your potential audience is both online and offline.
For instance if you're focusing on the financial services sector it is highly unlikely that you would manage to sell to them via Facebook. They’re simply not there and if they are there, it's unlikely that they frequent Facebook for business purposes.
You'd be more likely to find them on LinkedIn or Xing, on industry forums, responding to industry articles, and at industry events. They're also less price sensitive than say targeting SMB start-ups. You need to be able to identify these things for selling managed services effectively.
Tailor Your Offerings
Tailoring your products, services, and packages is the most important part of positioning your business in the marketplace. It also helps you make sure that your business model is viable. You might have an excellent service, but if you’re reaching the wrong audience at the wrong price and with the wrong features you're unlikely to succeed.
It's not complicated research to carry out, and it’s vital to your business, yet many strangely overlook it. Take some time over the next week or two to sit down, ask yourself exactly whom your ideal customer is, and work out what they are looking for. Once you've done that you'll have a much easier time selling managed services.
Have you defined the niche that you’re in and/or the niche that you're servicing? Share your thoughts with us in the Comments section. We'd love to hear your experiences.
And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients.
Creative Commons Image Source: flickr Nils Geylen