Sometimes we find ourselves reading the same story to our children every night. The story becomes so monotonous and repetitive that we forget what we are actually reading. For me, that book is Green Eggs and Ham. I can recite the book from start to finish without looking at the pages!
“Do you like green eggs and ham? I do not like them, Sam I am. I do not like green eggs and ham.”
As a member of the CompTIA IT Security community, I’m always looking through the lens of an MSP. How can we help IT service businesses grow and what safeguards do they need to put in place to protect their SMB customers? As simplistic as it may seem, Green Eggs and Ham might change the way you think about business, for the positive.
What MSPs can learn from this classic children’s book
While learning something from a story you’ve read to a small child might seem far-fetched, the book gives a refresher of some important best practices:
Take a unique approach. In the book, Sam gets creative in his approach to convince his acquaintance to try something he hasn’t yet — green eggs and ham, of course. “Would you like them in a box, would you like them with a fox?” he asks, among other questions.
When you are talking with prospective SMB customers switching to managed services, it is important to think about how else you could consider positioning your services to them. Maybe your initial approach isn’t what they were looking for, but you can look for other ways to help them see the value in what you’re offering. Tailor your sales approach and you might see different results.
Be persistent. Persistency can be the key to getting others onboard. This doesn’t mean you should consistently bug your customers! It means that if a prospect says no to one particular offer, it doesn’t mean that they will never be a customer.
Instead of forgetting about a prospect when they say no, look for other ways to continue the conversation, either now or later. You may be able to take the current conversation in a new direction once you’ve uncovered what they do see value in at this time. Or, if you haven’t set one up already, you might consider starting a drip marketing campaign. This allows you to nurture prospects who might not be ready to buy yet. This could include helpful industry articles, invites to webinars, e-books, and other materials to help them grow as a business.
Don’t be afraid to try new things. By far the largest takeaway from the book is to always try new things — chances are, you might like them. When you’re running an MSP business, it is important to be innovative. What new products and services can you offer? What technology upgrades can be made?
You don’t have to take too many risks with your business, but you should be willing to try a few new things as long as you are making informed decisions. This could include adopting new email security solutions, trying out a new social media strategy, hosting an event, running a webinar, or more. The possibilities are endless. Don’t discount something before you try it!
With 2019 quickly approaching, I strongly encourage providers to try a new approach, a fresh idea, or to revisit some old leads. “I do so like green eggs and ham! Thank you, Sam I am!”” You might be surprised with the results!
Photo: Becky Hood Photos / Flickr. Used under Creative Commons 2.0.