A bit of polish and preparation can help an MSP and other channel professionals build a trusted brand that commands respect and attention.
HAVE YOU EVER been in a bidding war with two or three other MSPs and won? Think back to that glorious moment and remember what set you apart from your competition. Was it your technology solution or the size of your corporation? Chances are, it wasn’t price.
A colleague of mine recently won a deal over multiple competitors. His quote was the highest of the three submitted, but his sales professional was polished and prepared. He also presented the prospect with a list of testimonials from familiar businesses to help differentiate his company and build credibility—and he spoke confidently. That tone created a feeling of trust that undoubtedly helped seal the deal.
Perception is a real factor when building a brand. It’s human nature to make assumptions or value judgments based on our own experiences. You can often approximate a person’s age, education level, and wealth without even saying “hello.” Prospective clients expect that, as an IT firm, your team will have strong technical skills. However, you still need to earn their trust and build credibility. [Read more…] about Personal Branding 101: Leadership Strategies for the Busy MSP