How To sell more (Proactive monitoring/ Managed Services)

I talk to IT support companies all day long.  I've held over 10,000 phone calls this year alone, with businesses at all levels.  From the young professionals with an idea and a dream, to major, well established players in the market.  More than pricing, more than technical features, and more than how to bundle services; the most difficult and most common question seems to be, "How can I sell more services".

The answer is simple:  Provide Value first, keep it simple, and did I mention Provide Value first!

Provide Value first:
Provide Value to your customers, and do it without expectation.  This is not in the form of lowering prices, or free services.  Value is something that your customers will  benefit from.  Value is more important than price.  Your customers see you and your company in terms of Value not dollars.

Watch this 2 minute video from Jeffery Gitomer on Value, it changed the way I do business.
http://www.youtube.com/watch?v=vl6695w8Q08

Keep it simple:
Keeping things simple is not as....simple... as it seems.  I have spent hours writing one paragraph, just to be sure that what I was saying was direct, accurate, and kept things simple to the reader.  Most people will not remember more than 3 main concepts given any situation.  Overloading your website, marketing material, and your sales pitch is a fast way to lose your customers attention.  News Flash!  Your customers do not care about the cool features the latest widget can do.  They only care about how it will help them grow their business.  Simply give them what they want!

Provide Value first:
Did I mention providing value first?  Well if you missed it, here it is again.  Seth Godin has defined value as:  Value = Benefit / Price.  Seth goes into explaining how lowering your prices is not actually providing value, and can actually decrease the value you provide!  Here is a link to the article... it is shorter than this article, so don't worry about walking into a long read!  http://bit.ly/8HS58

What is next?  Give me a call or contact me,  if you want to talk about how to use GFI MAX to Provide Value First!