Correctly pricing your IT support agreement is vital to gaining a valuable client for your computer business. Getting the price right is not a simple case of undercutting the competition.
Follow these guidelines when you work on your pricing.
Research the Competition
Call some competing IT companies in your area, posing as a prospective client, and find out all you can about their pricing structure. Try to contact at least five to ten companies to establish typical average rates.
If you are not comfortable doing this, enlist the services of a freelancer or virtual assistant service.
Ask the Customer
When discussing an IT support agreement with a prospective client, do your best to determine what that decision maker expects to pay. If they have an existing contract and it seems appropriate to ask, try to find out what they are paying already.
Another way to find out valuable information is to ask about their typical annual IT budget.
Aim for the Mid Range
The lowest quote puts off many customers as they assume that corners will be cut.
Try to charge rates that are average based on your research—not too low and not too high.
Charge a “Stress Supplement”
If you have a prospective client who you suspect will be difficult to please—either due to unrealistic expectations or an unstable network, quote for your IT support agreement accordingly.
Difficult clients can take up a big proportion of your time. So make sure they pay accordingly for your firm.
Don’t, however, use the words “stress supplement” when anyone is listening!
Be Clear
Always make clear in your quote what is and is not included in a monthly or annual fee. This avoids disputes and uncomfortable moments later.
How do you decide how to price your IT support agreement? Share your experiences in the comments box below.
And if you are trying to grow your IT support business, especially with SaaS and IaaS, be sure to enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups.
Submit a comment