Understanding how to plan an MSP sales pitch can have a significant impact on the success of an IT support company. According to CSO Insights, the vast majority of first meetings never lead to a second meeting, which is a troubling statistic for any organization trying to increase its customer base. However, an IT provider can avoid this scenario by taking extra time to prepare and learn more about the needs of potential clients. Before you make a sales pitch over the phone, here are the ABCs of a successful sales phone call:
Each client is unique, so it is essential to learn about their needs. Typically, it is a good idea to at least spend 30 minutes researching a potential client before you make the first phone call. One of the best ways to learn more about a client is by reviewing their website and creating a sales pitch that meets their unique needs. Paying attention to any press releases or new initiatives can give you an excellent idea of their goals before you even pick up the phone. Another good idea is to review the client’s LinkedIn profile, as this can hold valuable information that cannot be found anywhere else. Taking the extra time to learn more about a potential client is the foundation of building a successful relationship that can transform a potential buyer into a long-term customer.
Build an Objective
The next step in building a successful MSP sales pitch is to create an initial goal for each phone call. These goals should be attainable and ultimately lead to a successful sales transaction. Of course, this may take multiple phone calls, but it is important to focus on achieving the particular objective getting distracted. Each phone call should have its own purpose, whether that is identifying the needs of the buyer or being introduced to the decision maker of the company. However, each situation is different, and an IT provider must be flexible enough to create realistic objectives for each sales opportunity, as the primary focus is transitioning a sales lead into a long-term client.
Create an Opening
The average person’s attention span is extremely short, and it is imperative an IT provider captures a client’s attention as soon as possible. The best way to do this is to develop an opening that makes a lasting first impression. An excellent opening will give your IT business an air of confidence, and a more prepared appearance. An effective sales call opening establishes rapport and explains the reason for your call. For example, building rapport with a potential client increases openness and makes communication between yourself and your potential client much more natural. This makes the transition to explaining the reason for your call that much easier. For example, through prior research, you can focus on a potential problem the buyer has and demonstrate how an IT provider can solve that particular issue. Ultimately, this lays the groundwork for a productive relationship and can eventually lead to them choosing to use your IT services.
Creating an effective MSP sales pitch to use over the phone takes time, but it is well worth the investment. Undertaking the prior research and focusing on a clear objective throughout the conversation enables an IT company to reach many new clients and experience elevated levels of success. Building rapport with each potential buyer enables an IT company to identify the needs of customers and will help establish successful relationships. Continually focusing on the ABCs of sales calls will increase sales and enable an IT company to expand their consumer base through this effective marketing strategy.