How to Ensure Greater Success in MSP Sales

MSP salesMSP sales can be difficult. Even if you’re doing well, you’re facing an uphill battle. Accordingly, you want to be very careful that you optimize your sales strategy as best you can. Four considerable means you can do this are:

Dressing Appropriately

Many MSP sales pitches are incidentally undermined by things as simple as a wardrobe. Oftentimes, burgeoning tech companies don’t have the requisite sales staff to avoid “tech people” pitching to potential clients. Sometimes, this will actually work in your favor. In terms of investment, many of the elite are looking for the next big “unicorn” like Facebook. There are unicorns out there! But here’s the issue: nobody knows where they are. What they do know is that engineers in the software world tend to be younger, and uncouth in terms of wardrobe. So sometimes, dressing casually, as you would normally, can work in your favor. But unless you truly are a unicorn, making this a strategy is unwise. It’s better to dress professionally in collared shirts, slacks, and belts. Keep facial hair and head hair looking trim and clean. It can be long, but it can’t be unruly– -not if you want to sell well.

Ensuring You Don’t Avoid Smiling

It is no secret that tech people don’t tend to be the most socially savvy people on the planet. Oftentimes, that which makes them smile involves technological engineering precepts of one family or another. These likely aren’t going to bring target clientele levity. So those who are primarily technical, but are involved in selling, must remember that people are more apt to be attracted to a smiling visage than a stone-faced one. It may sound cliché, but your best bet may be to practice smiling in the mirror a few times.

Not Leading with The Pitch

Even if a potential client wants to “get right down to business”, you may be under-served if you lead with a pitch right off the bat. See, when you’re selling anything, part of the selling “dance” involves representing yourself in a way that is amenable to a prospective buyer. Depending on the cost of the products or services you sell, this representation will be more or less important. With technology, it’s absolutely integral for you to have some level of rapport with clients. You can’t build that by opening with a pitch, even if the prospect insists on it. So, deflect by gathering information if they’re insistent, and otherwise be sociable and perhaps even let them lead up to asking you about what you do, making the pitch “organic” or natural.

Understanding Where Prospects Come From

You want to take the time to figure out your prospects. Do they have requisite liquid assets or is cash tight? You don’t know if you don’t take the time to find out. Once you do know, you can better serve their needs through more probing questions. Such a strategic approach is an aspect of selling more likely to result in conversion.

MSP sales strategies that take time to understand where clients are coming from, don’t lead with the pitch, include congenial smiles, and well-dressed sellers are more likely to be successful.

Brent Whitfield

Brent Whitfield

Brent Whitfield is CEO of DCG Technical Solutions, providing IT support in the Los Angeles area since 1993. DCG exists to help clients choose, implement, and manage IT and cloud solutions that are cost effective and reliable. DCG’s pro-active approach to IT is ideally suited for companies who depend on reliable IT infrastructure, but don’t want to spend a lot of money to keep it that way. DCG was recognized among the Top 10 Fastest Growing MSPs in North America by MSP mentor. Brent has been featured in Fast Company, CNBC, Network Computing, Reuters, and Yahoo Business.