Understanding “Insight” Sales
MSP sales should have a diverse strategy defining them. Sometimes, it’s right to be direct. Sometimes, this is a great way to lose a good client who would have worked with you if they perceived greater depth surfeiting your company. “Insight” selling approaches the sales conversion “dance” in a way that seeks to provide greater information to the client. This not only produces satisfaction, but it also makes clients more likely to refer you and even bring you up in casual conversation.
Why? Well, when someone has insight, or an epiphany, it’s their nature in a social-psychological sense to share that insight. Doing so makes them feel more intelligent and they may now be better educated about a subject they previously knew nothing about.
Accordingly, here are three aspects of insight selling that your MSP would do well to employ:
- Provide new ideas, as well as perspectives
- Collaborate with prospects
- Persuade prospects that there will be a positive outcome
Provide New Ideas as Well as Perspectives
MSP sales techniques are going to be more effective if they impart some of the tech wizard “awe” which likely defines the personalities of your employees. Most of your prospective clients aren’t going to be terribly tech-savvy. If they were, you wouldn’t likely be in such an expository conversation. Those who know their tech come with demands and start negotiating immediately; but if you’ve just got a prospect on the hook, they likely don’t even realize the potential value you could provide them.
Describe how a decentralized network incorporating cloud computing, IoT devices, edge computing, and security could save them hundreds of thousands annually by reducing equipment, software, and staff costs, while simultaneously reducing downtime and increasing security. This is a hypothetical example, but you get the idea. Your best bet here will be providing new ideas and perspectives that directly pertain to your clients’ proclivities.
Collaborate with Prospects
All your prospects are going to be different in terms of tastes, needs, education, and budget. You need to be able to work with clients such that when all is said and done, you come away with the greatest sale and they come away with the most valuable solution. In the end, you’ll both win if you collaborate correctly. Determine if your clients, for example, require public or private cloud options. Perhaps they need a hybrid solution— work with them so an agreement can be achieved.
Persuade Prospects That There Will Be a Positive Outcome
Case studies from similarly-situated clients to the prospect you’re working to convert can be instrumental in helping put numbers behind your contention that products and services will provide them value. You need to find ways of showing your clients that what you’re suggesting is definitely in their best interest and that the value reaped will be well worth the revenue spent in the fullness of time. If your company is truly doing this, you’ll have multiple examples from other clients that you can provide for prospects.
MSP sales techniques which give potential buyers insight while at the same time communicating value that is collaboratively designed to meet their needs is more likely to prove successful. Develop insightful selling techniques in order to convert more clients.