Selling a service like Managed Print Services can be a refreshing change from selling hardware if you’re looking to elevate your level of contact, improve your client’s print environment, and put more money in your pocket.
Not unlike the traditional grind of selling boxes for a living, you still need to win the business to convert your efforts into some loyal customers. So how do you win more MPS deals? One answer is, you need a compelling value proposition to counter your competitors offering.
At LMI, our compatible monochrome and color toner cartridges are now used by over 700 dealers throughout Unites States and Canada, many of them are packaging our compatible toner products with their own branding as part of their managed service program. With very few exceptions, the top performing MPS companies consistently work hard to keep their value proposition sharp.
Here are some of the strategies they have found successful in crafting their value proposition, perhaps you can benefit from their experience.
Know your competition – if you haven’t “googled” managed print services in your area in a while, it’s a quarterly exercise the elite providers do to stay abreast of who is selling managed print in their area and how they are packaging it. In today’s social business environment, it’s easy to collect this critical competitive data to help you shape your value proposition to be unique.
Make it Unique – from satisfaction guarantees, to advanced toner cartridge recycling programs, to planting a tree in exchange for every ten thousand pages printed (the average usage by a typical office worker every year), you too can benefit from a creative spin that separates your MPS program from the rest!
Green it up! – We are seeing more and more managed print RFP’s asking for sustainability elements from our dealers. Showing that your MPS program can reduce a company’s carbon footprint tends to appeal to the C-Level and you can usually make significant strides towards a greener print strategy by offering green solutions such as a free cartridge return program, print reduction strategies, and saving energy opportunities.
Make it consistent – here’s a question for you…if you currently offer managed print services and we asked each of your customer facing people to tell us your MPS value proposition, could they do it? Would the value proposition be consistent throughout your sales force, among your service technicians, and your customer service team? Shouldn’t everybody who touches your valuable customers know your MPS anthem and be able to sing it word for word?
Ask Customers to help – your customers and prospects can be the ultimate coaches when it comes to shaping your value proposition to be customer centric and unique. Ask customers what they are seeing and hearing from other MPS providers, ask them what they would like beyond that and you may find the silver bullet you’re looking for.
Include References – your customers may love you and your company but sometimes it’s comforting when a vendor can back up their value proposition with a relevant customer references. You too can make your value proposition even more compelling by explaining the business outcomes your MPS program is currently achieving with “like” clients.
Showcase it on your website - last but not least, make sure you showcase your value proposition on your website. According to Gartner, 70% of consumers now perform online research about a potential product or service before making a buying decision so make sure your website is a 24x7 sales machine that clearly articulates why an MPS prospect should select your company.
These ideas are helping our LMI MPS dealer win more business and grow their profits. Maybe now is the time to re-evaluate your value proposition for the year ahead
Click here to download your free guide on how to make your MPS proposal cover: