It might be hard to believe that a salesperson would lack the knowledge he needs to sell his MSP business services to a potential client. In reality, only 29% of salespeople possess the knowledge they need to sell more effectively and boost their close rates. Others use other means to aid their efforts. You might have heard about the idea of using sales enablement content to enhance close rates. First, you need to define your sales process and make it consistent with your sales and marketing divisions.
Your company objectives will determine the effectiveness of your sales enabling efforts to help you close more deals. Some businesses utilize the cutting-edge software while others build the capacity of their sales teams through training. These techniques can work even better to seal deals faster and edge out the competition when complemented with engaging, relevant sales content. You need to find a way to ensure that your sales and marketing teams work in tandem to deliver understand your business goals and deliver attractive content.
1. Case Studies
You could let your customers do the selling for you. Positive feedback from your clients could help others develop the confidence in your product. However, instead of making your clients endorse your MSP business directly, you could develop case studies in which you highlight instances in which clients have actually used your product effectively. Develop numerous case studies for each issue that your business offers solutions. To develop effective case studies, you need to consult with your marketing team to identify the problem areas and their solutions. In the narrative, include direct quotes from a client, describing how the product has been useful. Include specific data points to help readers find the message quickly. For example, you could tell a story of one client whose business managed to increase online sales. Use specific companies for each industry type and real characters.
2. Reusable Templates
You could develop templates for transactional documents such as proposals, quotes, and contracts to enable your sales team to be more prolific. Templates have the advantage of eliminating the tedious task of putting together a complete document, which will involve identifying the right client data and transferring the info from older versions, among other tasks. Besides, you will have managed to do away with a boring task that only serves to waste time and energy on misplaced priorities. In addition, templates will help your sales team create a consistent message that represents your business ideals. To guarantee that the messages sent out through the templates align with your marketing endeavors, ensure that a collaborative relationship exists between your sales and marketing teams.
3. Battle Cards
You could create battle cards that contain unique, educative content that sells your product or service. To develop such cards, you need to understand the strengths and weaknesses of your competition. Using this knowledge, you will be able to know the angle to target. This means personalizing your content that you target to your prospective buyers against each rival business.
In this digital era, you have many marketing resources at your disposal. One of the simplest, most effective ways to convey your message is the use of videos. A tutorial showing how to tweak a website, for example, trumps a long description of how to do it. Most clients are convinced to make a purchase by compelling visuals. It is even better if the images move and have sound effects.
One awesome idea is creating a case study in the form of a short film. The story will be more credible if people see an actual person than merely read about him. It could be the story of one person or many in a single video. These testimonials reveal the faces of the people who use your service. You could then post the video on multiple online platforms. Many of these platforms offer free as well as paid premium service.
With these tips, you could propel your MSP business in terms of increasing close rates. Try even one of these ideas or a combination and you will see the difference.