MSP sales techniques which foster some level of authenticity are more likely to see sought results. Here’s the thing: today’s world is in a bit of an existential crisis. We live in a post-modern place where cynicism is king, and overcoming this reality requires anticipating it. Accordingly, following are several tips to help authentically present your MSP to potential clients in a way which fosters positive relationship growth:
- Follow up personalized emails
- Differentiate between marketing and sales
- Throw out the business school textbook
Follow Up Personalized Emails
MSP sales should follow up with prospects <a href=”https://www.marketingdonut.co.uk/sales/sales-techniques-and-negotiations/why-you-must-follow-up-leads”>at least five times in total</a>. This has the greatest likelihood of producing sought success statistically. Here’s the thing: in emails, conversation, letters, mail-outs, or however you choose to follow up, you want personalized responses to characterize any future prospect contact. This simple step has a high likelihood of increasing conversion stats.
Differentiate Between Marketing and Sales
Marketing and sales aren’t the same thing. Sales has the ability to be a bit more aggressive, intense, and results-oriented. Marketing is just trying to draw prospects into consideration. Sales is meant to solidify that consideration. You don’t want to get sales mixed up with marketing, because if you lead with a pitch at the wrong time, you’re going to scare off the client.
Throw Out the Business School Textbook
Politeness is good, but it’s not going to be appropriate for every situation. The hypothetical sales interaction scenarios taught in textbooks don’t tend to have stellar track-records in the real world of selling. They’re meant just to give a skeletal framework of what a sales conversation may look like; they’re an overview. In actual sales, you may sell a client just by introducing your company or need to court them for more than a year before you close the deal.
More Reliable Sales
For your MSP sales, to see greater rates of conversion, take a comprehensive approach that differentiates between sales and marketing, follow up appropriately, and don’t depend on hypothetical frameworks to pitch prospects.