How often do you hear, “that costs too much” or, “this other guy is only $75/hr”? I would bet you hear this sort of thing all the time just like I used to when I had my MSP.  How do you overcome that objection? What is your value to the prospect?

One of the things that I have realized, and I am sure you have as well, is that most business owners don’t understand the investment they need to make into technology to move their business forward. As business technology experts it is part of your unwritten job description to communicate the value to the prospect. If you don’t know the value of your expertise, you should figure it out.

Just the other day I was in a conversation with an IT business owner. We were discussing how I ran my MSP and some of the tough situations I worked myself through. The conversation lead us to a particular situation I had where a non-contracted client who needed a lot of work done.  In order to give them an appropriate estimate a complete network evaluation needed to be completed and our firm quoted the client $2000 for such an audit.

It was a challenge for the prospect to see the value of spending the $2000 to do a complete network analysis.   Of course we explained this was necessary to accurately determine what work needed to be done and how much more money the prospect would need to invest to get their infrastructure up to manageable standards. In this particular situation we explained to the prospect what information was needed and how we would go about getting it. Even if they didn’t go with our firm, they would receive a documented network and a list of recommendations outlining the High, Medium and Low priorities.

Eventually they saw the light and we wound up doing the audit.  On top of that we did a project for them worth almost 80k and put them on a MSP contract. In addition, since they allowed us to do the project for them, I gave them a $2000 credit toward the project.

Price should never be the deciding factor with the client. I know that many times it is.  But if you bring the value of your expertise up front and stay true to yourself you will find the clients that value you.

All the best in success,

Stu