MSP sales strategies need to have an empathetic quality which, from the perspective of a prospective client, should border on telepathy. You should almost know what clients need from you before they say anything.
If you ask a few qualifying questions, this helps reveal where prospects have pain points and which specific issues your MSP can provide digital “therapy”. Questions to ask so you can utilize such information include:
In What Ways Could Our Services Help?
MSP sales have many flavors. Some clients will be more or less familiar with the industry. By asking what your MSP can do to help clients, you determine both their understanding of what you do and their understanding of their own tech. In many cases, you’ll find understanding is lacking and requires expertise. Regardless, you get closer to determining the best solutions for such clients.
What Are the Biggest Impediments to Growth for Your Business?
Asking clients what they know is blocking them helps determine if you’ve got solutions unknown to the prospect which solve the issue. That said, some growth issues won’t be the kind you can fix, and you might want to focus elsewhere. It depends on the prospect.
Which Tech Issues Consume the Most Time for Your Operation?
Sometimes, clients are incidentally “chasing their own tails” when it comes to the sort of tech issues they’re contending with. For example, you might have a client manually adding up data in an Excel spreadsheet because he doesn’t realize he can just click the “sum” button. Identify what’s waylaying the client and what sort of fixes the issue requires.
Facilitating Increased Conversion
MSP sales teams that ask questions pertaining to operational impediments, growth issues, and specific MSP solutions clients are seeking narrow down actual issues, giving sellers ammunition to increase conversions. Learn the right questions and how to ask them.