Any MSP business must have core customers and continuously acquire new ones to remain operational. The best clients grow “wings”, if you will, and fly off eventually.
Techniques to Consider for Sales Optimization
If you don’t have a good stream of prospects you’re always trying to convert, eventually even the most profitable clients will evaporate. Following, we’ll briefly explore three things you can do that make you, and those who work for you, better at selling:
1. Get Yourself Mentally Ready Before the Call or Meeting
You need to warm up if you’re about to call a prospect Be sure you’re emotionally on an even keel. Be sure you’re mentally ready. Research the specific client to whom you’re pitching the products or services of your MSP so you can more efficiently answer any questions they may have.
2. Practice Your Pitch to Sound Natural and Address Prospect Pain Points
Dovetailing from the first point, it will be advantageous for anyone selling the products or services of your MSP business to practice potential pitches prior addressing prospects personally.
Doing so will involve determining what sort of issues potential clients are most likely to encounter, and why. Then you want to have a statistical breakdown of the ways in which your particular tech solutions will assuage those pain points, and even produce positive outcomes collaterally as a result.
3. Don’t Forget to Jump Into the Selling Arena and Make Your Pitch Count
When you’re mentally ready and you’ve practiced your sales pitch, it’s crucial that you actually jump in the selling arena and win over some customers. The same goes for your selling staff. No amount of preparation is worth the time it took to engage with if you don’t put that preparation to work for you.
This may sound a little cheesy, but here’s the truth: selling is hard work, it’s not fun, and people don’t like doing it even when they have some skill in it–generally; there are always exceptions. So make it a point to pitch to a certain amount of potential prospects at intervals, regardless of the outcome.
Optimizing Sales Effectiveness Throughout Your MSP
As an MSP business, it’s important to keep new customers streaming into your company. There are different ways to do this, one of the most effective is mastering sales techniques throughout your sales division. You and staff need to be mentally ready to sell, either in person or over the phone. That means practicing pitches to reflect prospect pain points, and being courageous enough to engage in sales outreach regularly. For your pitch to count, you’ve got to make it. Hopefully these tips help you optimize your rates of conversion positively.
