Friday Flywheel: Sell them the basic house (granite worktops are extra)

Hi {NAME} Welcome to Friday Flywheel, my email to get your MSP's marketing wheel turning and then make it go faster and faster and faster... Paul's musings: Sell them the basic house (granite worktops are extra) How price sensitive are your prospects? The answer to this will depend on what your competitors are doing with their pricing and how much prospects value what you do. Pricing is always a difficult subject. You want to be the most expensive MSP in your area... but you also don't want to lose out on a hot client just because "the guys down the road are $100 cheaper than you". That's so frustrating. And you know they are comparing apples to oranges. Here are two potential answers to this. The first is to use "good better best" pricing where you offer three levels of service. Bronze, silver, gold if you like. I know this is controversial amongst many MSPs, but it's a very smart psychological approach to pricing. The prospect feels they are picking the right package for them whether that's the cheapo "good" option or the expensive "best" option. There are a lot of details to get right in there, including the package, the position, the promotion, and the price. The other option was suggested to me earlier this week by an MSP that I'm working with. He's struggling with competitors always undercutting his prices. So now he's using the same approach as housebuilders. He will sell clients the basic house but if they want granite worktops they have to pay extra. What does that mean in practice? He has put together a minimum bundle of services and security that makes him look competitive as it's a lower price point. But then he customises the package for every client, adding in all the extras that they want. As part of onboarding, he can explain the features and benefits of all the extra services and bolt those on as they want them. With a new house, people NEED a house but WANT granite worktops. They NEED to get IT support, but they may WANT password managers and enhanced security. Psychologically very smart. How do you handle pricing? Hit reply and let me know. From the web: A different way of thinking about cold outreach Instead of thinking about you and what you have to sell, think about the person you are reaching out to - and especially WHY you are reaching out to them. [3 good examples here]( From my archive: Successful MSPs are rapid action takers You meet any successful business owner and it's guaranteed they'll have the skillset of Getting Things Done. [Here's how you can develop it]( All MSPs struggle to generate leads... and the answer is just 15 mins away Do you know what the 4 big marketing problems are that stop all MSPs from generating leads? And the simple but powerful 3 step system that kills these problems and gets you appointments? My colleague Ben Smith can tell you, and show you how the MSP Marketing Edge is the answer to all your marketing problems. No obligation to buy anything, ever. It's a friendly tour not a sales pitch. [Here's his live calendar]( Hit reply with any questions - and have a great weekend. Paul Green MSP Marketing Edge Email preferences: [Choose which emails you get from me]( You can also [update your contact info]( or [unsubscribe from emails]( (sad face) ❤️ MSP Marketing Edge ❤️ Fingerpow Ltd registered in England no. 07573303. Registered office: 10 Brooklands Court, Kettering, Northamptonshire NN15 6FD United Kingdom