Your MSP sales strategies need to trim the fat from the process of conversion. Here’s the thing: sellers aren’t necessary where products don’t need selling. When something is so intrinsic and qualitative, it sells itself. As an MSP, you’re operating in a competitive market. That’s the good and bad news, as it means you will have better provisions than competitors, even as they excel past your abilities in other areas. The key here is finding out enough about your prospects that you can more specifically sell your services in a way which clearly communicates value to the potential client. Following is an outline of tactics toward that objective:
- Determine what the goals of prospects are
- Gather as much pertinent data as possible
- Derive options based on this information
- Evaluate choices, implement the right ones, and monitor progress
Determine What the Goals of Prospects Are
Most MSP sales team often try to sell products and services without first determining what the client wants. Determining client goals is essential. They likely don’t quite understand the best way to go about their aims, or if they do, you can still refine their strategy for added value.
Gather As Much Pertinent Data As Possible
When you’ve determined what your prospects are trying to do, you can now gather all the information you can about their operation. You want to know any exact numbers they have pertaining to present traffic, their target demographic, their core prerogatives as a business, and what current tech is facilitating these things for them. Figuring out their budget will be difficult; you may want to research prospects online and use social media to help outline a mental ballpark of what they’re working with. You can be straightforward about this. But keep in mind that some prospects will be cautious or perhaps mistrust you at first. As it’s possible to, you need to anticipate such behavior.
Derive Options Based on This Information
Once you know what they want and what they’re working with, it’s time to figure out your options. Oftentimes, cloud computing solutions can provide clients exceptional value for minimal cost and IoT implementation can additionally provide some substantial value.
Evaluate Choices, Implement the Right Ones, and Monitor Progress
With a suite of realistic options lined out, the next step is implementing those which are best for your prospect. You should be able to clearly communicate the value of the choices you recommend, and the client should be able to see this. Once they’ve decided to go with what you’ve recommended, it’s essential to monitor progress and work with the client to tweak provision as necessary for greatest value.
Long-Term Clients
Consider existing sales and find where you can optimize your team’s selling strategies. For your MSP sales, keep the endgame in mind and design outreach with the client’s perspectives, needs, and data in consideration. It will not only have a better time converting prospects— it will have a better time producing long-term clients.
