Are you creating extreme value for your clients?
If you are citing statistics and blatantly highlighting why you are better, you are boring and disengaging your clients.
It is SO easy to get into the habit of reciting statistics. I love them and I know that many of you probably do, too. These are hard data. The facts. Isn’t that what matters?
If I were your client, I might appreciate understanding how many tickets we generated or how many ransomware attempts were blocked.
But in their world, most of that information is just not so important. Yes, they probably are glad to see that their users are favorable towards your team’s service. But it’s certainly not what keeps them up at night or something that’s going to keep them buying more from you.
It took me quite some time to realize this. I was—maybe like some of you—bringing a document full of stats into my QBR (Quarterly Business Review) meetings with clients. The meetings were okay, but they didn’t all lead to new sales. And they certainly didn’t lead to clients asking to immediately schedule their next meeting with us.
What I realized is I wasn’t producing extreme value for them in these QBR meetings. They did attend them, but they weren’t chomping at the bit for another one.
You might be thinking to yourself, “is anyone ever that enthused for a QBR meeting?”. And 10 years ago, that was my mentality. But when I took the mindset of “how to make these the best meeting of their quarter”, did I realize that these tech and stat-focused QBR meetings didn’t have to be this way.
In fact, I saw a way to make them some of the most valuable meetings some of my clients attend. And when I’m talking about clients, I’m not just talking about the three-person dentist office, I’m talking the 50 Million Dollar production company, boardrooms for public companies and executive teams in brands we’d all recognize.
Making to the switch to a super effective never want to miss it meeting is not as hard as you might think. And it’s a sure-fire way to avoid turning your MSP and security services into commodities that can easily be shopped for. The killer QBR meeting is THE way to make them value you at a premium price point. This is a way to make unfathomable margins (AND get them to keep buying from you each meeting).
Join me THIS Friday for the COMPLETE tactical framework and all the detailed steps to get in the rhythm of producing the best quarterly meetings your clients have ever attended.
More details at www.galacticscan.com/friday
