When it comes to MSP sales, you are going to have multiple areas of acquisition worth pursuing. The web represents a great means of outbound marketing and client conversion, but phone sales are still a big mover and shaker. Certainly, it’s better to call prospects that have been previously verified as demographically sound rather than cold-calling suspected conversion possibilities. In either scenario, if you’re properly prepared, you’re going to see statistical increases in conversion. Following are five steps to help facilitate this:
- Plan beforehand
- Don’t neglect practice
- Ensure simplicity silhouettes pitches
- Ensure your voice is properly professional
- Don’t beat around the bush— get to the point
Part of your MSP sales strategy in phone sales should include strategic planning beforehand. You want to have what’s known as a “call flow”, which is used to help get to a point of sale. Now, this is generally scripted and will sound like it is if you aren’t careful. Going off-script is fine, desirable, and even necessary. Plan for multiple scenarios, and you’ll be able to skip around in a way that ultimately results in sales. So, have a script, and enforce its use among salespeople; but don’t be dogmatic–sometimes, it’s best to go off-script. You want to plan and train such that salespeople understand when this action is appropriate.
Don’t Neglect Practice
There are a lot of ways to practice. Two salespeople can trade being the seller and the prospect, going back-and-forth for a few hours, throwing common objections at one another. Additionally, you could have salespeople cold-call, non-vetted prospects that are supposedly within your demographic. Sometimes, they may even make a sale. Also, whatever paradigms you and your sales team decide are appropriate should be ingrained into sellers such that these precepts are nigh-subconscious.
Ensure Simplicity Silhouettes Pitches
Keep It Simple, Soldier (KISS). The last “S” in that acrostic is sometimes rendered as something else; but you get the idea— don’t make things too complex. You’re not playing some intergalactic chess match. You are providing value to clients through technology. Know where clients come from, know where you come from, and provide them proper statistics to vet what you do.
Ensure Your Voice is Properly Professional
If you sound like some drunken sailor, southern redneck, or west coast hippie, you’re not likely to instill trust in your prospects. You want to sound like the smartest person “in the room”, as it were. You should definitely be leading the conversation–but not in some fascistic way. This should be a natural expression of your inhering professionalism. QA, or Quality Assurance, is a department some businesses have to ensure workers have such professionalism in their phone pitches. You might monitor a few calls to see whether your sellers are doing this.
Don’t Beat Around the Bush— Get to the Point
You want to demonstrate value professionally, simply, quickly, politely, and in a well-planned way. The faster you do this, the more likely you’ll be able to convert a client.
MSP sales over the phone which are expedient, professional, value-rich, simple, and well-planned are likely to produce an increased rate of conversions which has some level of sustainability. Accordingly, it makes sense to optimize your outbound strategy as regards phone sales.