Meeting with prospective clients or having productive meetings is key to the success of any MSP sales team. However, it usually takes multiple follow-up meetings for you to gain a new client. Understanding the keys to making a good first impression can be the difference between attaining more follow-up meetings and a potential client moving on to use another IT provider. Here are a few tips that can help you secure a second sales meeting:
Always Do Prior Research
The first step in any successful sales meeting is doing the necessary research before you ever meet with a potential client. Spending time visiting their website and social media pages can give you valuable information to help you identify their challenges and specific needs in their particular industry. Doing prior research will also help you connect with a prospect and make the entire sales conversation that much easier for everyone.
Use References
Another effective tip for increasing MSP sales is to always use testimonials or references during the initial meeting with a prospective client. References from another company in a similar industry with a potential client are especially effective because it helps them understand how your IT services can be a valuable asset for their company. References that represents added value through quantitative terms are highly effectual in making a positive impression on a prospective client.
Always Be Professional
One of the keys to making a good first impression is always to act professional and treat each potential client with the utmost respect. For example, it is a good idea to arrive a few minutes early and always dress professionally. Thanking a potential client for taking the time to meet with you can also play a significant role in improving relations. Doing these simple things will help a potential client understand that you value their time and hope to achieve a long-lasting business relationship.
Practice Active Listening
The ability to listen to a prospective client can help you gain valuable insight and understand the unique challenges that their business faces. Asking questions and actively listening can help you connect and identify any specific needs. Taking the extra time to listen to their concerns can help you recognize which IT services that will have the most impact on their company and will also improve chemistry between both parties.
Securing a follow-up meeting is critical in improving MSP sales and for the long-term success of your company. Always doing prior research, using references, being professional, and practicing active listening skills can set your IT company apart from other competitors that fail to take advantage of these effective strategies. Immediately scheduling a follow-up meeting after the initial meeting can play a pivotal role in landing a new client. While you may never gain a 100% conversion rate from each sales meeting, these tips can play a significant role in improving sales. Continually practicing these sales strategies will enable you to expand and reach never-before-seen levels of success.
