MSP sales cycles tend to be longer than those of other businesses owing to many factors, not least of which is the amount of resources involved. An MSP will likely be providing service for clients over the long run. As one operation benefits, so does the other. So it’s to be expected care will be taken in the choice of a customer pertaining to tech services.
Learn how to anticipate objections, and answer them directly–or even preemptively. In this writing, we’ll go over three key tactics that can help you avoid some of the most common, and challenging, objections. These tactics are:
1. Incorporating Specific Information to Overcome Skeptical Prospects
Your MSP sales team will need to have ready answers for the skeptics. IT is complicated–it’s much like the sort of services at an auto care facility, but digital and pricier. Those you serve may wonder what they’re even paying for. They may not believe you do what you say you do. So, don’t be general. Get specific.
Provide examples such as those which are available through existing clients who appreciate the products or services you provide. Run hypothetical analyses incorporating variables describing demographic needs. That is to say: use numbers prospective customers can relate to.
2. Addressing Concerns Related to Cost: Leverage Value Against Them
When an auto mechanic must deliver bad news to a customer, they tend to couch it in explanation. They might explain that the more expensive repair is necessary, as without it, an even costlier break will happen that requires that repair anyway. They won’t force the client’s hand, but will rather explain that the right thing to do is X, even though it’s a bit more expensive than Y.
Well, with IT, you need to explain why comprehensive firewalls and antivirus software are fundamental, and how not using it will definitely increase operational costs of a business. Again, incorporate specifics to demonstrate the precise value your MSP provides.
3. Contending with Lack of Understanding Pertaining to Tech Services
Use language customers can understand. Be sure salespeople know how to sell and aren’t merely passionate about technology. This passion is good, but if prospects shared that passion, they wouldn’t come to you for help. Make it about them.
Additionally, use terminology they can understand and illustrate with examples. Don’t tell them exact specifications pertaining to the speed at which video streams, tell them they can watch all the Godfather movies simultaneously without interruption or glitch. Give them something to latch onto mentally which isn’t technical.
Handling Objections and Increasing Conversions
MSP sales are enhanced by preemptive techniques designed to anticipate objections. Know how to make clients understand naturally. Use value to deflect cost concerns. Lastly, be specific. Such tactics invite conversion.