MSP sales strategies must be suited to B2B customers. There are a few things to consider here. The following are three useful tips to help you more effectively convert such prospects:
- Don’t Be Generic
With MSP sales, you’re not dealing in “one-size-fits-all” services. Well, for the most part. This is especially true with businesses, who necessarily have differing sizes owing to community impact and success. You shouldn’t have a “default template” to design a pitch for such unique businesses. Rather, you should structure each pitch to fit particular prospects closely as possible. This will require a bit of research.
- Determine Why B2B Clients Reject Services
After you’ve given a concerted pitch that is well-researched, it can be disheartening should a prospect reject you. Don’t let such a rejection fall to the ground and creep away into history. Figure out why they rejected you. Ask them directly and be neither pushy nor deprecatory. Instead, be professional. What they tell you will likely end up being the key toward converting a similar client in the near future. Every rejection should be understood.
- Show Your B2B Clients the Value in Black and White
Give prospects numbers. Figure out their size. Figure out their budget. Figure out their profit margin. If you’re properly deductive, you can determine these things simply by visiting their premises.
A certain level of profit will be reflected in a certain level of output and professionalism, which allows you to construct a reasonable estimate. When you’ve got a good idea, you must show how what you do immediately impacts such an operation positively in terms of cost, profitability, or optimization— whichever is most pertinent.
Maximized B2B Interaction
MSP sales which demonstrate value, understand why rejection happens, and individualizes pitches will likely more successfully convert B2B clients. Consider how you can apply such strategies to your operation, and whether it makes sense to work with a marketing agency to hone your optimization.
