If your MSP company sales team dreads the idea of making new calls, it is time to motivate them. After all, your organization’s success is largely tied to your sales staff’s work ethic and merit. Follow the advice detailed below and it will be that much easier for your team to enjoy sales success.
Perfect the Pitch
Take a moment to think about whether your current sales pitch is truly convincing. Put yourself in the position of a business in need of managed services. Use this perspective to determine if your sales pitch is truly effective or if it needs to be altered or possibly even revamped. The sales pitch should include reasons why your value offering is worthy of the quoted price. In other words, this is your opportunity to communicate why clients should do business with your company.
Be Creative
Your thoughts ultimately determine the nuances of your sales pitch. Expose yourself and your staff to new lines of thinking, particularly in terms of IT marketing, infuse new strategies in your sales/marketing efforts and the results will manifest in the form of an improved bottom line. There is always something new to learn, especially in the context of marketing and sales. Continue to improve your sales pitch by implementing new strategies, phrases, words, and expressions and you will bring that many more customers into the fold.
Request Referrals
There is no harm in asking for referrals. If a customer says anything positive about your services, seize the opportunity to translate this praise into a referral that spurs that much more business down the line. Continue to ask for referrals, even from people who do not need your services, as just about everyone is connected to another person or entity that needs IT services. It is quite possible a single referral will lead to several more connections that help sustain your MSP company for the long haul.
Meet with a Satisfied Client
Take some time to listen to at least one client to determine how your specific services have improved his or her business. Furthermore, exposing your sales staff to such a satisfied customer will put them in a good mood, assuring them their sales efforts are making life better for others in the community. Furthermore, interacting with a satisfied client helps your sales professionals craft convincing rebuttals to prospect objections. This way, if a prospect raises objections during a sales call, your team can respond in the appropriate manner, overcome the objection, and move toward closing the sale.
Flip Fear on Its Head and Your Team Will Succeed
The moral of the story is not to let fear stand in the way of your MSP company’s sales success. Instead of letting fear dominate your thoughts, make it your ally. Teach your sales team to turn their fear into motivation that compels them to reach new sales heights and you will capture that much more market share.
