Your MSP sales team shouldn’t cement themselves in antiquated technique. That which worked 20 years ago won’t work the same today. In the late nineties, SEO (Search Engine Optimization) had yet to make a big leap into the market. Search engines themselves just developing. At that time, the dotcom boom was in its early stages, and that itself vastly transitioned the business world into new territory. You’ve got to transition as technology and the market does. Following are three considerations for the modern market you’ll want to ensure define your sales strategy:
- Get Your Point Out Quickly
Your MSP sales team shouldn’t beat around the bush when it comes to reaching clientele. You want to condense what you can do for prospects in terms of value to a simple “if, then” statement. I.E., “If you apply service X, we can save you Y amount of dollars every month/day/year”. Target demographics in alignment with primary MSP provisions will provide analytics you can use to inform pitches and general communication with prospects.
- Avoid Watering Anything Down
Give them the straight whiskey, don’t water it down. Oftentimes, this mistake is made by sellers who assume clients will get lost in the details. In contrast, modern clients have information at their fingertips and can become expert enough to fool tenured tech professionals with an afternoon’s research on Google.
- The Real Sale Is After Conversion
Remember: selling the client and landing the initial pitch isn’t the true sale. After you’ve gotten things signed on the dotted line, you’re not done, either. You’ve got to perform as advertised. Don’t advertise what you can’t do. It’s best if you can outperform the specs you sold to a prospect.
Optimizing Your Strategy
Your MSP sales technique needs to reach prospects quickly in a clear, non-diluted way which can be concretely demonstrated after a prospect has been converted. Clients today are more informed, so design outreach strategy accordingly.
