Using Risk Assessment In Sales

By Joshua Oakes, IT Glue

Last week, we highlighted how risk assessments bring value to your quarterly business reviews, but that’s not the only good use for risk assessments. They can also be used to help with the sales process, and even with prospecting. Given that marketing and sales remain perpetual challenges for MSPs, anything that helps improve these processes is definitely worth exploring. So how do risk assessments help with your sales and marketing efforts? Let’s take a look.

A risk assessment is one of those critical pieces of documentation that can showcase the competitive value your MSP can provide to a client. By providing a sample risk assessment, a prospective client understands how thoroughly you will defend their environment – especially if you identify risks that they were not previously aware of. Quantifying those risks will reinforce this point further. The additional value of risk assessments in revenue generation is that they showcase your professionalism, and allow you to make specific, direct proposals to your prospects that address the issues that concern them. Here’s why this matters:

The MSP industry is becoming increasingly professional, and a couple emerging key trends matter here. First, more MSPs are concerned about price competition. That’s because MSPs are facing an increasingly competitive landscape when trying to close deals. With intensifying competition putting the squeeze on margins, and making it harder to close deals, MSPs need to be better equipped during the prospecting process.