An MSP company that has a rock-solid understanding of its target customers stands an excellent chance of converting them into paying clients. It is imperative that you understand the customer’s unique problems and have a highly efficient solution. This level of understanding is important partially because a considerable portion of clients are not exactly sure what they desire from their MSP.
Understanding Starts With Asking Questions
The best way to understand prospects’ needs is to ask questions. Though no prospect wants to answer non-stop questions, most are willing to engage in a dialogue with an MSP company. Key in on asking the right questions and you will obtain new business. Let’s take a look at the top questions to ask prospects, as well as existing customers to gain a better understanding of client needs.
Start out by Vetting the Individual
Ask the contact point what their role is in the process. Find out if you are engaging in conversation with an individual who has the power to make important decisions. If this individual has no sway over which MSP to select, try to shift the conversation to someone who has the authority to make decisions.
What Types of Business Challenges Do You Need to Be Solved?
Get as many details about the business problems your target clients and existing clients face. The identification of these problems will lay the groundwork for the rest of the question and answer period. It will also help steer the conversation. Pinpoint the solutions that are most appropriate for the prospect and explain those services.
Is a Solution in Place?
Determine if the prospect has a solution in place to handle the challenge. It is possible the prospect has not yet attempted to correct the problem. Ensuing questions can range from the prospect’s preferences to details about the current attempt to solve the problem and factors that will spur the prospect to make a change.
How Long Has the Problem Existed and What Has Been Done to Remedy It?
If the problem has gone on for more than a couple years and little has been done to solve it, the prospect might be a lost cause. However, there is a chance the prospect will be so desperate for an effective solution that he hires your team. If the problem has only gone on for a few months and an attempt has been made to correct it, there is a legitimate opportunity to win new business.
What is the Time Frame to Remedy the Issue?
Get an idea of when the problem must be solved and you’ll be better able to manage your solution’s implementation.
Are You Studying Alternative Solutions?
If the prospect is considering other solutions, knowing which ones will help you better sell your services. Promote the differences between your services and those the client is willing to try.
How do You Weigh the Merits of new Solutions?
Find out how the target client gauges the merit of the solutions you have in mind. There might be unique factors involved in the purchasing decision you can capitalize on.
What Does a Successful Solution Look Like?
Perhaps, success means saving money or time. Maybe it means ramped up efficiency or liberating staff to key in on other responsibilities. Pinpoint the client’s vision of success and make it happen.
Have You Budgeted for the Implementation of the new Solutions?
The answer to this question will help you figure out if the client is willing to spend the money necessary to secure your team’s services. It is possible the client does not have enough money available to implement the proper solution. It will also help to find out how much money the client has already dedicated to spending on the problem if an alleged solution is already in place.
Continue to Evaluate
These questions should not stop once you secure a prospect’s business. Continue to learn more about clients after they have hopped on board. An MSP company that fully understands its clients as well as target prospects is engaged at a high level and more capable of custom tailoring solutions to each client’s unique challenges.