Charging for Network Assessments
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Case Study
PERRY proTECH qualifies better leads and closes 2.5x's more sales when charging for Network Assessments
Some Service Providers hesitate to charge a prospect for a Network Assessment fearing that the cost won’t allow them to get their foot-in-the-door and close the sale. This is a missed opportunity for Service Providers to maximize their revenue and overall success in managed services.
PERRY proTECH, a strong employee-owned Service Provider, has been growing and building their company since 1965 in Ohio, Indiana, and Michigan. As a leading Service Provider, they made a decision to start charging for their Network Assessments to help identify true prospects, allow more time for lead tracking, and contribute to the bottom line. PERRY proTECH experienced immediate results like generating more revenue, as well as improving other business challenges they were facing.
Common Challenges in a Managed Services Sale
The sales process for managed services is longer than most. Some of challenges for Service Providers can include:
- Unpaid labor time
- Little sense of urgency
- Unqualified leads
- Objections gathering information
- Decision maker not present
Overcome Challenges by Charging for Network Assessments
PERRY proTECH helps customers understand the value of their Network Assessment which justifies the upfront costs associated with it. The Network Assessment is an investment to fully understand the customer's current technology environment, and accurately determine an effective solution. This includes dedicated time and resources to evaluate the customer's current network state, security needs, and performance issues.
Get Results Charging for Network Assessments
- Identify Qualified Prospects: PERRY proTECH can determine if a prospect is interested in their solution offering, instead of wondering if someone is just using them to compare services, or negotiate a lower payment with their current provider. PERRY proTECH now spends time closing the sale with qualified leads, instead of providing valuable information to unqualified prospects.
- Higher Close Ratio: PERRY proTECH discovered that prospects who make the investment in paying for a Network Assessment, are more likely to see the value in paying for their solution resulting in more closed sales.
- Gain Additional Profit: Charging for assessments helped PERRY proTECH capture revenue for services they were already doing. It offset their bottom line costs, and turned into an additional profit line.
- Shorter Sales Cycle: When a prospect invests money in a Network Assessment, it becomes a higher priority to them and to you, creating urgency to stay on top of the sale. With more qualified prospects, PERRY proTECH uses their time more efficiently on better leads which shortens the sales cycle.
- Easily Obtain More Information: Charging for assessments helped PERRY proTECH get time with decision makers. As an investment, prospects were more open to have conversations and share the information needed for cost justification.
"Revenue has gone up since charging for Network Assessments.
We have gained time and revenue, by identifying quality clients who
see the value in paying for our Network Assessment fee, and the solution we provide.”
– Chris McVety
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