The typical MSP business owner starts out wearing just about every “hat” possible. He answers calls, provides services, attempts to convert prospects, and so on. It is quite tempting to shoulder the entire sales load when you kick-start a business on your own. After all, who knows the services better than you, the company founder? Though MSP entrepreneurs certainly have an abundance of technical knowledge, most are not skilled sales professionals. The failure to delegate sales duties to savvy sales experts has the potential to cause irreparable damage to your company.
Why Every MSP Should Budget for Sales Staff
The average MSP business startup does not have enough money for a sales guru, let alone an entire sales team. However, an entrepreneur who tries to sell the business’ services on his own is actually sabotaging the company. MSP tech geeks are usually hyper-focused on the nuances of the services. The typical customer is not interested in the technical aspects of the services; rather, he desires an expert communicator to break down these complex services into layman’s terms he can understand. It is quite challenging for the MSP entrepreneur to water down the technical aspect of a pitch and explain why the service is necessary for the average business. This is the specialty of a true salesman who has a way with words, as well as people.
The Difference between a Salesperson and an MSP Guru
An individual who has spent years mastering the nuts and bolts of the MSP industry will likely attempt to flex his intellectual muscle on sales calls and visits. These individuals usually attempt to explain highly complex technical concepts to prospects in-depth, yet the average prospect does not care much about the salesperson’s IT knowledge and technical skills. All the prospect wants to know is how the services will make his business more efficient and improve the bottom line.
Enter the sales professional.
A sales aficionado won’t bore prospective customers with technical details and IT-speak. Rather, he will get right down to what matters the most: how the MSP services will make life easier for the customer. Sure, a lot of referrals are willing to sit through an MSP entrepreneur’s highly technical presentation and come to terms on an agreement. However, leaning on a true sales professional to make the pitch will almost certainly boost the conversion rate. Unfortunately, MSP tech experts who enjoy some success with their tech-laden pitches are often left with the impression that their technique was the “x factor” that helped close deals.
Recognize the Importance of a Sales Staff
If you have enough room in your budget to hire a single salesperson, do it without delay! Let this professional get to work on your behalf so you can maintain a steady focus on what you do best: providing elite technical services to clients who desperately need IT assistance. Your sales professional will key in on how your services improve a prospect’s bottom line, ramp up efficiency, and liberate staff to focus on growing the business. You will quickly find that the sales expert does not need in-depth technical knowledge to make a successful pitch.
When it comes to selling something, people skills matter the most. Sales professionals are able to connect with prospects in a meaningful way, generating a rapport that leads to professional alliances and the opportunity for your tech experts to provide the stellar services you have worked so hard to perfect.
In The End, Prospects Are Looking For a Trustworthy Partner
Hire a sales staff and they will be the face of your business while you work behind the scenes, developing and implementing flawless MSP services. Your MSP business is certainly highly technical in nature, yet prospects would rather learn about how their operations will be improved by an alliance with your organization. A sales team will embrace this challenge with open arms, communicate in easily understandable terms, and gradually amass a growing client base as time progresses.
So don’t hesitate to delegate sales duties to the proven professionals. It just might make the difference between an acceptable conversion rate and a spectacular rate that secures a steady stream of new clients across posterity.