How to Convert Break/Fix Clients to Managed Services

In this video, I share how to convert clients who don’t see the need for managed services.. yet.

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Transcription:

Bryce Whitty here and the other day I had an excellent discussion with a managed service provider about converting break/fix clients into managed services. He was looking after an accountant client on a break/fix basis who employs 10 staff. He was doing such a great job with the break/fix work that they couldn’t really see the need to go to managed services.

This is likely because they don’t understand what managed services can protect them from, and what is the worst that can happen if something does happen. He could ask this client:
What happens if their machines go down? Will they miss deadlines? Can they be sued for missing them?

They still have to pay those 10 staff per hour, even if they are just sitting there twiddling their thumbs. So it adds up real fast. What happens if their machines are hacked with all their clients data? Not just leaked/stolen, but also crypto’d. Can they get it back? Can that data be used for identity theft? How long would it take them to get back up and running if one of those happened? Do they need any technology compliance in their field? What fines exist if they don’t follow it?

If something was to happen, it can result in loss of reputation, loss of productivity, getting sued and again possible fines. Having a small, fixed, monthly payment on managed services can help keep these scenarios away. It’s also worth pointing out the preferential treatment that his managed services would enjoy.

He could say something like: “And if any of that happens, I may not be able to come out quickly, as I need to prioritize my managed service clients first.”

You need to help them understand what can happen, and that it won’t necessarily be a minor inconvenience, but rather it can be absolutely business destroying. This is the sort of educational materials we provide our Technibble White-Label Newsletter members. We write content that educates your customers which you can brand as if you wrote it yourself.

They point out the dangers that are out there, and the potential worst case scenario. Those who are ready to buy right now do so, and those who aren’t ready are more likely to choose you since you’ve been top-of-mind with a regular marketing campaign.

That’s it for this video. If you need help convincing your clients and prospects to switch to managed services, join us over at Technibble.com