MSP sales are difficult even for those who make a living at them. If you really want to do well, it pays to have a strategic approach. In this article, we present several tips which can help you approach conversions more successfully. Specifically, when you’re talking to someone either on the phone, on the web, or elsewhere, you’re going to notice certain things which could indicate that a sale is, more or less, likely. Several behavioral patterns worth considering include:
- Prospects who have a particular need in mind
- Questions seeking clarification
- Inquiries related to terms or prices
Prospects Who Have A Particular Need in Mind
MSP sales conversations where prospects come to sellers looking to get something in particular taken care of are likely to result in conversions. All that is necessary is for the salesperson to play their cards right. They shouldn’t push hard, but they shouldn’t totally ease off in terms of pressure, either.
Here’s a way to understand it: have you ever needed something and you were willing to settle with any option provided it fulfilled your need? Sometimes, if what fulfilled your need was more physically near you than other options, this could be the deciding factor in your purchase! Well, it’s very much the same with IT needs for individuals, large businesses, and small businesses. The difference is that, in the professional sphere, greater vetting must go on than in personal purchases.
All that to say this: if you’ve got a prospect coming to you looking to fulfill one need or another, they’re likely ready to get the chore of acquisition off their shoulders. Provided you make that easy for them, they’ll likely close with you.
Questions Seeking Clarification
When someone is sent out to acquire IT for a superior, they will look to anticipate that superior’s inquiries. When they’re buying for themselves, they’ll look to ensure they fully understand what they’re getting into. This will cause them to do a little research and get an idea in their head of what they want, what they need, and what that’s ultimately going to look like. This usually manifests during a sales conversation in the form of inquiries which seek to clarify operational exigencies of the services or products you provide. Such questions are a big sign that you may have a conversion on your hands.
Inquiries Related to Terms and Prices
Here’s where you’re going to have to be “in the moment” and think on your feet. When a prospect is asking about terms or prices, in their mind they’ve got a number over which they intend not to transgress. You may be able to get them past that number if you can explain value which comes collaterally from one service over, say, a longer period of time. When questions about terms and services arise, you’re looking to figure out what price the prospect is willing to buy at and get as close to that price as you can either collaterally or, if possible, directly.
MSP sales strategies which are careful to consider probing questions and interested prospects will likely yield higher rates of conversion. Put yourself in the prospect’s shoes and say what would make you buy.