IT Salesmanship Can Be Successful Without Tech Acumen
MSP marketing incorporating an IT-savvy salesperson who can code, build computers, and explain the theory behind modern technological development is great. It’s also an extreme rarity because growing proficient in IT skills requires long hours operating under a kind of engineering mindset which is not conducive to social interaction. As a matter of fact, most people who are tech wizards simultaneously have a reputation for the worst kind of social awkwardness.
Thankfully, the idea that selling IT services requires tech proficiency is actually a myth. You don’t have to know how a transistor works, you don’t have to have hexadecimal coding under your belt, and you don’t have to write in Java or design a website. What you have to have is one simple three syllable word: charisma.
MSP marketing organizations which believe IT acumen is a prerequisite for IT sales are curtailing their own expansion. They’re hindering themselves. They’re putting an unnecessary block between themselves and success. There are ample reasons for delegation to a salesperson. Chief among these reasons is the fact that most tech talk and technical specifications are going to go right over the heads of those to whom services are being sold. Prospective clients are going to have no idea what a salesperson means, or why A is preferable to B, if that salesperson only speaks in tech jargon.
Meanwhile, those who understand sales from a fundamental level are going to know what clients want, and how to communicate the value of your MSP to prospective clients based on such desires. Additionally, there are going to be modern business requirements which also constitute excellent selling points. Basically, you want to think of sales like a commerce martial art. There are pressure points, there are techniques, and to master those techniques requires long, hard hours sparring in the dojo of the daily grind.
IT tech professionals have little to no sales sparring experience. Throwing them on the phones or in the streets is much like tossing a cottontail rabbit into a cage match with a pit bull. Unless that pit bull has some serious issues, the cage will require a vacuum and deep cleanse prior the next match. An IT professional is much more likely to get eviscerated in sales than he or she is to have any competence here. Or, to drive the point home, it would be like putting a salesperson in a data center with a clipboard and telling them to manage. How can they manage? They’ve got no experience!
A good salesman uses a number if inbuilt tricks which aren’t always even teachable, but usually include items like:
• Points of contact
• Building rapport
• Empathizing with clients
• Identifying needs
• Prospectively filling needs
• Answering tough questions
• Comparative analysis
• Natural charisma
• Believing in a product
It’s true what has been said: it often isn’t the product or services which truly close the sale, but the salesperson involved. More than anything, they’re selling themselves. Like it or not, this is especially true with competent women in sales. The best ones have the ability to practically control the minds of prospective clients through a variety of ways that are easy for most reading this to imagine. When that mind-control, through varying feminine means, is at play, no IT acumen is needed at all.
Spare No Expense
There’s another tangent consideration worth taking into account. If you don’t have salespeople to help disseminate your products or services, it will kind of look like you’re a one-man operation. Obviously, salespeople represent a professional echelon of IT companies. It’s in the best interest of such companies to use them. The question then becomes: why wouldn’t you have salespeople? The answer clients who reject you may have come to is: well, that guy can’t afford any salespeople; he’s just starting out. We don’t need somebody learning the ropes— we want an established professional.
Good salesmen are experts at securing commission through moving product. So lastly, with your MSP marketing endeavors, take advice from grandfatherly old Hammond of Jurassic Park and “Spare no expense!” So long as you’re not keeping dinosaurs in cages, this approach is likely to yield high returns.