One of the most important factors for a successful MSP sales meeting is for everyone to be relaxed. The best way to get your prospects relaxed and in a clear frame of mind is to feel that way yourself. The following tips can help you achieve just that:
Be Prepared
Write down your agenda before the meeting, ensuring that you don’t forget anything important. Having a written agenda also helps you keep the meeting flowing smoothly. Your agenda can include questions about how you can help them, what they expect from you, and what their greatest fears are regarding purchasing your services.
Clear Your Mind
At least 10 minutes before the meeting, take some time for yourself. Don’t take any calls or emails. Instead, review your agenda and take a few deep breaths. If you have to travel to the meeting, give yourself enough time to get there a few minutes early, so you have time to gather your thoughts.
Put Your Prospect at Ease
Building rapport is the foundation of connecting with your prospects— and a very good MSP sales strategy. Begin the meeting with some small talk that puts your prospects at ease, showing that you’re a real human being. Begin developing a personal relationship by telling them about yourself and ask them about their everyday lives.
Finding common ground, such as sports, children, hobbies, and family will help you build rapport. It also helps to do a little research before the meeting to find out some information about your prospects’ personal lives. Once they feel comfortable, begin the transition into the purpose of the meeting. Start out by showing them your agenda.
Ask About Your Prospects’ Goals
You want to be perfectly clear about your buyers’ goals. Ask questions about what they hope to accomplish with the meeting, and what their goals are. If they seem confused or vague about what they need, ask more questions to guide them. Ask emotionally driven questions, getting specific about their needs.
Offer Alternatives
As you listen to what your prospects have to say, acknowledge any objections they might have. Try not to get defensive and let them talk. Many times, the prospects will talk themselves out of their objections. When you understand what’s making them uncomfortable, offer them alternatives that you can both accept. At this point, your prospects will see you as an advisor and business ally, rather than someone who wants to make a sale.
Convince Prospects of Your Value
After offering workable alternatives, convince your prospects of the superior value of your business. This step will vary among all your prospects because each might value one thing over another. Take the time to figure out what each buyer feels is important and focus your attention toward that.
If you use these MSP sales meeting tips, you can break through to your buyers, which will create more cash flow for your MSP business. As you apply these sales tactics, you’ll make connections, share goals, offer solutions and work as allies with your prospects. Within this framework, you’ll achieve successful sales meetings.
