The Reality of The Situation
It’s hard for your MSP business not to seem desperate when you’re burgeoning, and any sale will do your company some tangible good. However, it’s also a reality that the more desperate you are perceived to be, the less likely it is that your needs will be fulfilled. It’s just some aspect of human nature–you need only think of that one crush from high school or college to know how true it is.
The more you “wanted” them, the further away they pushed you. Meanwhile, when someone basically throws themselves at you, you couldn’t be more disgusted. This is the key pivot point to the battle of the sexes, according to some. Well, in business, you come against the same principle. Following are a number of behaviors you should be careful to avoid if you wish to not be perceived as desperate:
- Chasing clients like dogs after squirrels
- Too many cold-calls
- Sale begging
- An undisciplined approach
- An over-abundance of availability
- Too much flexibility
- Providing too many discounts
Chasing Clients Like Dogs After Squirrels
Your MSP business isn’t a Golden Retriever, precious as those pups are. You’re not going to chase anything that moves–or you shouldn’t. There are a lot of clients which will actually have a higher collateral cost than the direct profit they bring in. If you’re chasing anything that moves, you’re bound to acquire a few of these, and you’re bound to be seen by other potential clients as well as MSPs as a desperate player.
Too Many Cold-Calls
Calling cold too often gets around, and people will eventually just start hanging up on you. Set yourself a group of prospects to cold call and know when to stop. This upper limit will differ, based on your region and how many competitors you have. For example, you’ll do more cold-calls in San Francisco than you would in Kansas City.
Don’t beg! You’re not a canine! You’ve got to have limits against which you will not provide service and you’ve got to understand that likewise— clients have their own limits.
“Logo” is from the root “logos”, which refers to words. “Rhea” is from a root which means “river”. “Logorrhea” is a “river of words” or “diarrhea of the mouth”, as some may call it. Know when to button your lip, or prospects will find you desperate.
Lack of Discipline
If you’re undisciplined, that has a desperate quality. Discipline can refuse a sale that will tax company resources. A lack of discipline takes any handout.
Too Much Availability
Only desperate people are available any time of the day or night with no extra charge. Put limits on your availability; unless you’re so large, this isn’t an issue. You’re likely not going to be “too available” unless you’re a big company or you’re just starting out.
Providing Too Many Discounts
You shouldn’t try to overcome all objections with discounts. Let some go. Again, you’ve got to have some sort of non-negotiable limit. You must have a bottom line over which you will not allow the prospect to push you.
Confidence Breeds Conversion
If your MSP business operates with confidence, you’re likely to see an increase in conversions. Recognize where you are desperate, and remove such operational qualities.