One of the most important MSP marketing strategies that your company should master is closing a sale. As you know, the IT world is highly competitive and it is important to know some sales techniques that can help your business grow and reach new customers.
Whether you are a brand new managed service provider or have been in business for decades, understanding how to close a sale can make a huge difference in the success of your company. Here are a few tips on how to reach new customers and close a deal:
Create Genuine Urgency
One of the most effective ways to close a sale is to create a genuine need for you and the potential client. Finding a pressing issue that is related to the sale of your product can be the difference between a successful or unsuccessful sales transaction. Helping a potential customer realize the importance of making a purchase without further delay can have an enormous impact on your business success rate and you are more likely to lure many customers to your side.
Understand the Client’s Perspective
The ability to see things from your customer’s perspective will enable you to be more useful in closing a sale. One of the best MSP marketing techniques is to imagine that you are the client and visualize how you would react if you were asked to choose an MSP. Being in the client’s shoes will help you see things from their point of view. Over time, you will be able to relate to any client and you will use the most effective marketing techniques for that particular customer.
Take One Step at a Time
Great salespeople understand that the art of sales is a process that has to be taken one step at a time. In other words, trying to speed up sales can have adverse effects and ultimately cost you a sale. For example, trying to rush through a sale without properly identifying your client’s needs can cause unnecessary frustration and tension between you and the potential customer. Don’t hurry and forget that the customer needs some space and time to think. Taking a step at a time during the sales process will create a much higher success rate for your MSP company.
Know When to Ask
Do you know the right time to ask if a customer is ready to buy? As you know, timing plays a key role in a successful transaction. Knowing when to ask if the client is willing to buy your services can have a huge impact on the success of a sale. Over time, you will gain enough experience to understand the best time to transition from a sales talk to an actual sales closing.
Understand the Main Idea
The goal of every company is to make money and experience long-term success. Understanding the basic ideas from a client’s perspective and your own perspective can give you an idea on the prices of a managed service provider. Each customer definitely wants the best rates and it will typically take a few rounds of negotiations to settle on a final price. If the potential client is not willing to pay fair market value, it is usually best to move on and concentrate on finding a new client.
The use of these techniques can have a huge impact on the number of successful sales. Understanding each concept can help you reach new customers and steadily grow your consumer base.
For example, asking, “Would you like my help?” can be extremely useful in breaking the ice and being the first step in a sales transaction. Another great way is to offer a free gift if they will sign up for your managed service provider services. This special offer can be a limited time free service or a heavily discounted product.
As you can see, there are a wide variety of MSP marketing options to choose from that can help you close a sale. Practicing these steps will help you become much more effective at sales and enable you to reach new customers on a regular basis.