Succeeding in the IT space requires constantly adapting your service offering to stay abreast of IT trends and advancements. You must package products and services in a way that is attractive to your target market. Customer service and support is also an important differentiator in the service business. As you work on improving your offer, you also need a great sales and marketing strategy to bring in new clients. Increasing MSP sales requires a thorough evaluation of what you are doing right and wrong and where you can improve. Many businesses are looking for managed IT services, and it falls on you to convince them that you have what they need.
Why You Need to Re-Evaluate Your Sales Approach
Clients are changing in what they require and expect in terms of IT services. They are also unique and need a personalized sales pitch. If your MSP sales are not where you want them to be despite improving your packages, it’s time to evaluate your approach. Many times, it’s the little details on how you approach selling that can be costing you new clients. Selling is a short opportunity to impress and connect with a potential client. Your sales team has to know its material and key selling points and be ready to close those leads. If they fail to do that, your marketing efforts may be going to waste.
Some Sales Practices to Avoid
Sales training is a great way to get your sales team on the same page and properly equipped to take advantage of all the opportunities that come their way. Sales experts also have many recommendations about small and subtle changes that can be made to improve sales. A few of these are touched on below:
One of the common selling mistakes seen is taking too long to make the sale. While it may be beneficial to nurture a connection and have several meetings with a potential client, at some point, you have to move from the preparation and consulting stage to actually closing the sale. If they are still not buying, it may be better to move on than to use more time and energy on a disinterested contact.
Another common problem is connecting what you are selling to the client’s needs. You can only sell what you have, and the responsibility lies on you to get your client to understand the benefit of your products and services.
It is very important to make sure that your sales team has enough technical understanding to be able to explain exactly what the services you offer are. A closing tip that can really increase your MSP sales is the ability to upsell and cross-sell different services.