When it comes to MSP sales, you’ll get the most success by not selling. Productive salespeople approach their leads with valuable information, rather than pitching products. A surefire way to chase your leads away is coming off too strong with your sales pitch, making promises you can’t keep. You need to make it personal with modern consumers. They want to know your brand value and build honest relationships when it comes to purchasing your products and services.
Listen Closely
When you approach your leads, put on your listening ears and get ready to hear what they have to say. By listening to their concerns, you can personalize your product recommendations to meet their needs and goals.
Dig deep to get to know your client, finding out what’s important to them. When you develop a personal relationship based on honesty, you’ll get past that tough, tense initial meeting.
Once your clients feel at ease, you can start giving them several options that work for them and you. If you only present them with one option, it gives them a chance to respond with a flat “Yes” or “No.”
By offering MSP sales options, your clients feel they’re in charge of the sale. Gently guide them to make a decision based on the information they’ve given you. The last thing you want to do is have your clients feel forced into a sale.
Emphasize Brand Value
For the most part, price doesn’t matter when your clients feel your services have value for them. So, the key to increased sales is to highlight your brand value. When presenting your brand to your clients, show confidence in the products and services you offer. Your job is to inform and educate them on how you can help them with their everyday goals.
If you show that your main concern is helping them with their needs, your brand value will resonate with them. At this point, your prospects will see your brand in the specific light of honesty, quality, and customer service. By building this emotional bond, you’ll be rewarded with positive responses that lead to increased sales.
Know Your Competitors
On top of building brand value and personal relationships with your prospects, it’s important to keep in tune with your competitors. You might offer competitive products and services, but your competitors can still lure your leads and customers away from you.
Today’s consumers have the ability to research every aspect of MSP businesses and what they have to offer, so you want to stay in the forefront of their minds. Make sure that you keep up with MSP market conditions and know what influences your target market.
Building brand value and personal relationships with your prospects gives you the best chance of winning MSP sales. Also, stay ahead by paying close attention to your competition and always keep in touch with your prospects.
