Until your MSP sales strategy has reached its “cruising altitude”, you’ll have an uphill climb ahead of you. Most people have driven a car. When you’re accelerating up to the speed limit, the engine is under stress. Once you hit the speed limit and put on the cruise control, the stress of the engine diminishes considerably. It’s the same with your sales engine. Reaching proper sales “velocity” will be difficult, but once you’re there, much of the stress on your MSP’s internal outreach engine will diminish.
Features of Sustainable Sales Velocity
There are a number of factors you’ll want to take into consideration, and consultation can be key. If you’re going to get your driver’s license with a discount on insurance, you take Driver’s Ed. Pilots have to go to flight school. Working with SEO experts who provide effective solutions for MSPs can be much like putting your sales division through training. Following are a few ways to boost velocity that an SEO group is likely to endorse:
Expanding Sales Opportunities
MSP sales are often diminished by limited outreach focus. Sellers have a specific market and a specific customer and focus their outreach energies entirely this direction. But as you grow and reach profitably sustainable plateaus, you need to expand who you market to. Find ways of determining new clients who are a match to the products and services you provide. You may even scale out, providing new products or services as this becomes feasible.
Making Your Average “Deal” Larger
Another way to increase the velocity of your sales is to make a common conversion more worthwhile. You’ll need to seek clients with deeper pockets and sell them on larger services. Think of it this way: a real estate agent can “coast” off a handful of sales all year because their commission is so great. Meanwhile, those renting apartments have to seek more clients to hit the metrics they need. If you can court bigger fish, you’ll increase sales velocity by making conversions that are more profitable.
Diminishing Sales Cycles As Possible
MSPs tend to have longer sales cycles, because oftentimes those in marketing are trying to reach big fish. Accordingly, they take their time and “court” the prospect as carefully as possible. This is a tactic that’s necessary, but additionally, you need to cut sales cycles. And a good way to do this is to expand sales outreach opportunities by providing low-end services to a wider clientele. The key here is balancing marketing across the total surface area of clientele.
Finding the Right Sales Velocity
MSP sales velocity requires a balance between sales cycles, the size of a given sale, and what available conversion opportunities you make for yourself. Consultation can help you find your “cruising altitude” here. Generally, the greater the sales velocity, the more profitable your operation.