Technology is supposed to make life easier, but this isn’t the case when it comes to MSP sales. Never before have MSP marketers faced so much pressure. With having to learn new technologies, create complex sales campaigns, as well as dealing with cybersecurity and becoming involved in the entire buyer’s journey, the ability to be successful at lead generation is an ongoing challenge. This calls for the right mix of full proof sales’ practices.
The Right Mix of Tools that Close More Deals
If you incorporate the right mix of tools, you’ll increase high-quality leads and close more deals. These strategies add value to your brand and generate more revenue:
Understand Your Customer’s Vision
When making a presentation to your prospects, center around your customer’s vision. It’s not about selling products but more about selling a vision. Your prospects need to see how the vision you present will help them achieve their future goals.
This vision should include solutions for their current problems, what they’re missing and their future dreams. Once they envision the future you present, they’ll want to know how your services can help them achieve it. Basically, you’re selling the vision, not your products.
Implement Personalized Conversations
Elevate your conversations to a level beyond just presenting a list of the features you offer. Instead, nurture your leads by conversing on a personal level, asking about their goals, and how they hope to achieve them. This puts you in a position to highlight the value of your services and the help you can provide. In this way, you increase your perceived value, which separates you from the competition.
Ask Valuable Questions
Generating MSP sales requires your sales team to ask questions that add value to your prospects and pique their interest. Ask them questions that help you learn more about what they need. For example, “What are you trying to accomplish?” “What do you think you’re missing?” “What hurdles are you trying to overcome?” and “What are your dreams for your personal and business life?” These types of questions, get your customer’s attention, relate to them emotionally and encourage them to open up to you.
Focus on the Impact of Making the Right Decision
Lead your prospects through a conversation that outlines the consequences and impact of making the right decision. Show them that you sincerely care about what’s at stake in their lives and build trusting relationships that help you close the deal.
By focusing on the impact that their decision has on their future, you increase the urgency of making a decision. You can derive your points from the answers you received from the previous questions you asked them about their problems and goals.
By following these MSP sales suggestions, you will accelerate your sales growth and ROI. Just remember that you’re not selling your products, you’re selling the vision of your customer’s future success.