Your MSP company will need to have first conversations with all your prospects before conversion is initiated. In order to maximize conversion potentiality, you want to think these initial conversations out. You want to properly communicate the products and services you provide. Additionally, you want to show prospects not only that they can trust you, but that they should. Following are several tactics which can help you do this:
- Rapport Building
- Ask the Right Questions
- The Power of Recommendation over Reaction
- Communicate a Future Vision
- Don’t Promise What You Can’t Deliver
The more rapport you have with prospects, the greater their likelihood of conversion. Be real; be engaged! The best way to communicate is sometimes to let the prospect do the talking. You want as much information as you can get for the purposes of making an informed decision. Find common ground, determine the interests of your prospect, get them to open up about themselves, and if they make a joke, you had better be able to laugh convincingly.
Ask the Right Questions
Once you’ve established some level of rapport, now your MSP company sales team should be trained in asking the right questions. You need as much information as possible, which means you have to have a strategic approach through suggestion which leads the client into revealing the information you need to clinch the sale. You might ask them how something that is causing technological conflict in their industry is affecting operations. In any business, there’s something to complain about; you’re looking to tap a conversation dam such that the reservoir of information behind it spills forth.
The Power of Recommendation over Reaction
As they build you a picture, you’ll be able to build service recommendations. This is the primary trend today, as operations are increasingly decentralized in terms of technology. The Internet of Things (IoT), edge computing, cloud computing, and more are all making it so the data we use is managed in a way estranged from personal control to some degree. Look at it this way: if the market were vehicular, it would have shifted from a preference for manual to automatic. So, be the automatic type of MSP and recommend solutions your prospects want to get behind owing to their inherent value.
Communicate a Future Vision
As you build rapport, ask questions, and make recommendations, you can design in the prospect’s mind a future vision of operations which incorporates decreased expense, increased profit, and continuously closer encroachment of the cutting edge.
Don’t Promise What You Can’t Deliver
Be careful; it is easy to “jump the shark” and promise what you can’t deliver. Don’t do that. Only tell the prospect what you absolutely can do. Getting more information during initial conversation enables you to nail down exactly how you can help.
More Successful First Conversations
Your MSP company must continue to dazzle clients from pre-conversion to legacy customer status. Always have a strategy in mind when discussing products and services and ensure that strategy includes responding directly to client needs. Lastly, make sure value is always easy to observe in any sales conversations that you have.