When it comes to MSP sales, there are techniques you can use to more effectively convert clientele. You’re never going to reach a 100% conversion rate, but you can have higher performance through practicing right strategies.
Exercising Boldness and Humility in Rejections
You’re going to have rejections. How you handle them could turn them into conversions later. Remember, you’re always being watched by someone even if you don’t realize it.
The second-in-command at the company you’re targeting could see the value of your services, only to be spiked by the individual with buying power. That second-in-command may branch off into their own division of operations in the future and come back to you if you handle rejections right.
First, be humble. Don’t lose your cool. Be gracious–people don’t have to convert to what you provide simply because you want them to, even if you do have the best solutions. Next, be bold by maintaining you still offer the best solution and intimating you’ll still be available if and when the prospect changes their mind.
Learning How to Work a Room
Your MSP sales team would do well to consider the plight of the stand-up comedian, who must make hostile strangers so pliable that they authentically laugh. As an MSP, you should have statistics, metrics, value propositions, and pitches which have the same quality. Every room is different; learn to work it.
Feedback to Sellers
New sellers need to know where they’re doing well and where their strategy needs help. Have your better sellers work as a tutor with newer sellers to ensure the most effective selling technique throughout your demographic.
MSP sales teams should exercise boldness and humility, providing feedback to sellers and teaching sellers how to work a room. Such tactics will help you more effectively convert target demographics.