Like many services, MSP sales are not always easy since you are selling something people don’t understand. However, you can’t ignore sales as it’s through them that you will get new clients and retain existing ones. Through the use of the right strategies, closing up sales doesn’t have to be difficult or impossible. The following steps will get you started:
Work Hand in Hand with Your Marketing Team
Instead of burdening the sales team with the task of looking for leads, you need to have a marketing team to do that. The marketing team should focus on looking for high-quality leads, after which the sales team should do a follow-up on all generated leads. It is important that the sales team does a follow-up soon enough to avoid losing otherwise possible close-ups. When the sales and marketing teams work together, your MSP closes more leads and you are also able to determine what strategies work best for your business and which doesn’t.
Get to Know Each Lead Better
Once the marketing team has presented the leads, you need to narrow the list by determining if they are worth pitching or not. Then approach each client to find out their current IT services and what they have used in the past. Also, find out the challenges they face hence preventing them from employing better IT services. After gathering this information, budget your time and cost, and determine whether the leads you’ve gathered are worth the work or not.
Presentation and Proposal
After holding several sales conversations with your prospects, they now understand what you offer and also that you have IT services that they require to improve their business. The next MSP sales are to present your services. When doing your presentation, remember to mention the business value of each service you intend to offer. Focusing more on values offered other than features increases conversion rates. Also, discuss the prices of each service and determine how much they are willing to spend in adopting tech services. If their rates are suitable, you can go ahead and make your proposal. At this point, the chances of closing up are pretty high.
Negotiation
After explaining everything and presenting your proposal, the prospect may still be a little hesitant to close up. It is upon you to ensure that the proposal does not go unanswered for too long. You can reach out through an email or phone call to confirm that your proposal was received. You may also inquire whether there is any point in your proposal that needs further clarification. Always be open to any issue that might arise before asking the prospect to sign the deal.
The strategies discussed above will help you close MSP sales, but that shouldn’t be the end. Focus on improving your client’s onboarding process and keep your communication so clients can reach you.
