Unlock revenue growth with 5 questions for existing MSP customers

Customer feedback is not only crucial for improving your managed service provider (MSP) business, but it can also directly impact your revenue. By asking the right questions, you can gain valuable insights into your customers’ needs and uncover new opportunities to provide additional services.

In this article, we will discuss five essential questions you should ask your existing MSP customers to not only strengthen your relationship but also drive revenue growth.

“How Has Your Business Evolved Since We Began Working Together?”

Understanding how your customers’ businesses have evolved is essential for tailoring your services to their changing needs. By asking this question, you demonstrate that you genuinely care about their success and are eager to adapt your offerings accordingly.

Your customers may have expanded their operations, introduced new technology, or faced unforeseen challenges. By delving deeper into their responses, you can identify opportunities to upsell or cross-sell services that address their evolving requirements. 

Here are three possible customer responses and how you can help them take action. 

Business is booming! 

As they grow and scale their operations, they may have opened new branches or entered new markets. This expansion could result from increased demand for their products or services or a strategic decision to diversify their offerings. By understanding how their business has expanded, you can tailor your services to support their growth and provide them with the necessary tools and resources.

They’re introducing new technology

Your customers may have implemented new software systems, automated specific tasks, or adopted innovative tools to stay ahead of the competition. By keeping a pulse on their technological advancements, you can offer complementary services or solutions that integrate seamlessly with their existing infrastructure.

It’s been rough

Businesses often face unforeseen challenges. These challenges could range from economic downturns to industry disruptions or internal restructuring. By understanding the obstacles your customers have encountered, you can position yourself as a trusted partner who can help you navigate difficult times. Whether providing financial advice, offering flexible payment options, or suggesting alternative strategies, your willingness to adapt and support them during challenging periods will strengthen your relationship.

By actively listening to your customer’s responses to this question, you can uncover valuable insights that will enable you to serve their evolving needs better. It is not enough to provide a service; you must continuously adapt and innovate to stay relevant in today’s dynamic business landscape. By demonstrating your commitment to their success, you will foster long-term partnerships and position yourself as a trusted advisor in their journey toward growth and prosperity.

“Are There Any Specific IT Challenges You’re Facing Right Now?”

As an MSP, your role is to solve your customers’ IT challenges. By directly asking about current pain points, you show you are proactive and ready to provide effective solutions. This question not only helps you gain valuable insight into their immediate needs but also positions you as a trusted advisor.

Listen attentively to their concerns and offer tailored recommendations that align with their business goals. Whether improving cybersecurity, enhancing network performance, or streamlining processes, addressing their specific challenges can lead to additional revenue opportunities.

Here are three common MSP customer challenges and suggestions for your response. 

Threat of cyberattacks 

One common IT challenge many businesses face is the constant threat of cyberattacks. With the increasing sophistication of hackers, it has become crucial for companies to invest in robust cybersecurity measures. From ransomware attacks to data breaches, businesses need to protect their sensitive information and ensure the continuity of their operations.

[Editor’s note: With ControlMap, you can make the cybersecurity conversation an ongoing service. Learn more here.] 

Network performance 

Another challenge that businesses often encounter is the need to enhance network performance. In today’s digital age, a slow and unreliable network can significantly impact productivity and customer satisfaction. MSPs can help businesses optimize network infrastructure, ensuring seamless connectivity and efficient data transfer.

Streamlining processes

Furthermore, streamlining processes is a challenge that many businesses strive to overcome. Inefficient workflows and outdated systems can hinder productivity and hinder growth. MSPs can offer solutions such as implementing cloud-based technologies, automating repetitive tasks, and integrating various software applications to streamline operations and increase efficiency.

By understanding and addressing the specific IT challenges businesses face, MSPs can position themselves as trusted partners in their clients’ digital transformation journey. Through proactive problem-solving and tailored recommendations, MSPs can not only help businesses overcome their current challenges but also drive long-term success.

“Have You Heard About Our Latest Service Offerings?”

Keeping customers informed about your latest service offerings is crucial for customer satisfaction and revenue growth. This question allows you to gauge their awareness of your expanding portfolio while presenting opportunities to upsell or cross-sell.

Share how your new services can address their pain points or enhance their setup. By highlighting the value of these offerings and discussing successful case studies, you can generate interest and encourage them to explore additional solutions you offer.

You can contact existing customers to share updates about changes or enhancements to your service offerings via newsletter, or if you want a more direct approach, pick up the phone and start some customer outreach conversations. 

[Editor’s note: Impress your customers with automated backup monitoring as part of your service offering. See how Backup Radar can work for your MSP.] 

“How Satisfied Are You with Your Current IT Infrastructure and Support?”

Your customers’ satisfaction with their IT infrastructure and support directly impacts their loyalty and willingness to recommend your services to others. By posing this question, you demonstrate your commitment to delivering excellent customer experiences.

You don’t want to wait for a panicked phone call from a customer when suddenly something isn’t working. Proactive care gets ahead of problems and helps maintain a happy customer base. 

When it comes to IT infrastructure and support, a few core factors contribute to customer satisfaction, including: 

Reliability of the systems 

Customers want to know that their IT infrastructure is robust and capable of handling their needs without hiccups. A stable network connection, efficient servers, and reliable hardware and software contribute to your customers’ peace of mind. 

Responsiveness of IT support

Customers want to feel that their issues are being addressed promptly and effectively. Whether it’s a simple software glitch or a more complex network issue, customers want to know that their concerns are being taken seriously and resolved efficiently. 

Overall user experience 

This includes the ease of use of the IT systems, intuitive interfaces, and clear instructions or documentation. Customers appreciate when they can navigate their IT infrastructure effortlessly and find the information or tools they need without any confusion or frustration.

Be receptive to their feedback and take prompt action to address any areas of improvement. If they express dissatisfaction, offer suitable solutions or enhancements to rectify the situation. 

Your response could involve upgrading hardware or software, implementing new features, or providing additional training to users. By actively listening to your customers’ concerns and improving their IT infrastructure and support, you can enhance their overall satisfaction and strengthen their loyalty to your services.

Conversely, if they are delighted, this opens the door for testimonials or referrals that can drive new business. Happy customers are more likely to recommend your services to others, which can lead to new opportunities. And when you’re right there with a frictionless quote-to-cash experience, you can show up for every sale with accuracy and speed. 

[Editor’s note: Take a spin around Quoter to see how MSPs can reduce their quoting process to a few clicks.] 

Conclusion

Asking strategic questions to your existing MSP customers goes beyond nurturing solid relationships – it can significantly impact your revenue. By understanding how their businesses evolve, addressing specific challenges, promoting your latest service offerings, and ensuring satisfaction with their IT infrastructure and support, you position yourself as a trusted advisor and create opportunities for upselling and cross-selling.

Remember, effective communication is vital.

Actively listen to your customers, tailor your recommendations, and showcase the value your services bring to their operations. By leveraging the insights gained from these five questions, you can drive revenue growth and foster long-term partnerships with your existing MSP customers.