By Michael Brown 1

Cloud-based file sharing can be a great solution for managed service businesses to sell right now and capitalize on the growth the industry is seeing.

But many MSPs may find themselves struggling to sell these services. If your sales representatives are making one of these four mistakes, you could be losing customers.

Selling the features, instead of the benefits

It’s obviously important to understand the features of the cloud-based file sharing solutions you are providing. But is that really what your customers care about? No business wants to buy “the cloud”, they want to buy a solution to their problem or a way to improve their company. Instead of focusing on the technical features of your cloud solutions, highlight how it can benefit them. Companies that use the cloud can enjoy increased productivity and competitiveness, uncompromised sharing and collaboration, and improved client satisfaction. Talk directly to these benefits.

Not telling your customers what they need

Many MSPs make the mistake of waiting for their customers to request services or solutions. However, many customers don’t even know they need a cloud solution. Some may not know they need anything.

As their managed service provider you have the expertise to tell your customers what they need. This involves coming up with specific solutions for when they have a problem that needs solving. More importantly, this means anticipating their future needs so you can suggest a solution that fits those needs.

Selling the Same Solution to Everyone

Even though you can exercise your ability to tell customers what they need to get more sales, this doesn’t mean you should sell the same solution to every client or try to sell them something they don’t need. Each of your clients will have their own specific needs and concerns, it’s important to choose a solution that solves these specific requirements.

Not highlighting your value add

As a managed service provider, you offer much more than a cloud-based file sharing solution. You can and should provide added value to your customers through your expertise, services, and integrations. MSPs can be the foundation their clients fall back on, can fill a consultant role, and can demonstrate an ability to mitigate the company’s file sharing risk.

Use these value-adds to set yourself apart from your competitors. Once you have these unique benefits, make sure to highlight them during the sales process.

Selling cloud-based file sharing is an extremely valuable option for MSPs, if it is done right. Evaluate your business and your sales process to make sure you aren’t making these key mistakes. With slight changes to how you discuss cloud solutions with new and existing customers, you could benefit from the wave of companies currently evaluating the cloud for their business.

Are there any other mistakes MSPs should avoid in selling cloud sharing? Let us know in the comments below!