Your MSP company might do better at converting or upselling customers if your salespeople or marketers thought of themselves as “guides”. As in: they’re “guiding” customers to making the best possible decision as regards technology resources for their business.
Specific Tactics to Consider
If you’re seeking to position your salespeople as guides to the realm of technology for potential customers, things can get a little complicated. Following are several ways to help you effectively pursue such an undertaking:
Design a “Script” with Branding Conventions of Your MSP
All salespeople and marketing departments loosely operate from a sort of “scripted” progression. Sometimes that “script” just restates “sales funnel” ideals and flavors them to match a particular branding convention. Sometimes scripted selling is more integral.
Regardless, if you’re a guide, you’ve got to have “landmarks” you’re leading those on your “tour” to see. Real guides have a “script” they’ve memorized. Well, design a beginning, middle, and end to your interaction with customers, and infuse that progression with brand-specific details that emphasize what you do over other MSPs.
Provide Clear Data, Use Other Similar Customers as Examples
Your MSP company needs to be factually accurate. Big sales are involved here. There’s a lot on the table. You want to “guide” potential customers toward conversion using facts and figures. Examples from similar satisfied customers can be very helpful here.
Provide your customers information requisite for them to make an informed decision. A guide doesn’t push, they direct. They suggest. They assist. Well, you’re a seller and a guide; but selling through the lens of guidance gives the customer a more tangible sense of control and increases the likelihood they’ll convert.
Operate Along Segues of Strong Empathy
Those with whom you’re working are human beings, they’ve got budgets to consider, personnel who oversee them, and profits to maintain. Your products or services should bring them value. If you’re “guiding” them toward conversion using empathy, then you won’t browbeat them with pressure sales.
If you were in the shoes of your potential customers, you’d want to know why what’s being sold has value. So pretend you’re the customer, and present associated information in such a way that, if you were in their shoes, you would find such a presentation informative as well as compelling. Empathy requires putting yourself in the shoes of potential customers. Such selling techniques resonate.
Truly Acting as a “Guide” for Prospective Customers
When you position your MSP company as a “guide” leading customers to the “revelation” of qualitative IT services, there may well be an increased likelihood of conversion. Script out interactions using your operation’s specific branding. Clearly provide data, use real examples, and incorporate empathy into interactions with potential customers. Such tactics should go far in helping your MSP convert customers.