Network assessment tools can automate much of the legwork required to perform an assessment or audit of your clients’ IT environments — but are you getting the most out of your network assessment tools by also leveraging them in the sales process?
Here are five ways network assessment tools can contribute to the process of converting a prospect into a customer or an existing customer into a major account.
Open their eyes
Prospects that have never used managed services may have built a network to meet their changing needs over time, but never considered ways to optimize performance, retire outdated devices, or take the proper measures to keep devices.
A network assessment tool can generate a report, sometimes in less than an hour, which shows issues or vulnerabilities with a prospect’s network. Network assessment tools don’t require the installation of an agent, so it’s possible to start a scan the morning of your meeting (with the permission and appropriate information from the prospect) and have a report to take with you that you can share with decision makers. You may choose to offer this scan at a minimal cost or free of charge.
Prove you’re smarter than the competition
If your prospect has worked with another IT service provider, a network assessment can reveal things they may have missed. For example, the provider may use a remote monitoring and management (RMM) solution to monitor devices on the network, but they may not be aware of problems with devices the business’ employees added to the network without their knowledge. Or, if the prospect must comply with PCI DSS, HIPAA, or other regulation, an assessment can reveal if their networks are properly set up to keep data secure.
The network assessment report you provide can materially differentiate your business from the prospect’s current provider.
Take a consultative approach using network assessment tools
With a report from a network assessment tool, you don’t just have to tell a prospect they need your services. You can show them. By preparing a report in advance, you can take the time to understand the prospect’s IT environment and make recommendations based specifically on their needs.
You can also establish priorities for the issues you uncover, explaining the risk associated with each one and how you would approach handling them over time in a budget-friendly manner, which may open the door to a managed services contract.
Sell deeper into existing accounts
You probably have some customers that use your services on a project-by-project or limited basis. Using a network assessment tool, you can look for new opportunities with those clients or share reports that demonstrate how they could benefit from a managed services contract.
Create accurate quotes
With the information you collect from a network assessment tool, you can base your quotes on fact, not conjecture. You can provide the prospect with details on the scope of work, down to the exact number of devices, their types and manufacturers, and the services you will provide to support them. Collecting the precise information you need for an accurate quote not only provides the prospect with the specific information they need to evaluate your proposal against other companies, but it also ensures the account will be profitable for your MSP.
How Are You Calculating Network Assessment Tool ROI?
You may have rejected the idea of using a network assessment tool with your existing client base, confident that all of the information you need is available from other automation tools your MSP uses. With the value a network assessment tool can add to the sales process; however, it may be smart to rethink that decision and give network assessment tools another look.