How to Close a Sale with MSP Marketing

MSP marketingManaged service providers are always competing against each other to gain new customers and MSP marketing plays a pivotal role in becoming a successful IT provider. Whether you are a new MSP or have been in business for years, using an effective sales closing technique can enable your company to expand your customer base significantly. Over a period of time, you will notice a steady increase in sales with the use of this effective marketing technique.  Here are a few ways that you can benefit with the utilization of an effective sales closing technique:

Assumptive Close Technique

One of the most effective MSP marketing strategies is the use of the assumptive close method. The assumptive close method simply assumes that the client is going to purchase your service and you subtly let your customer know that you expect them to buy your product or service. MSPs that use this sales technique are able to market their services more effectively and reach a wider consumer base because the salesperson is able to approach each potential sales situation with confidence.

State of Mind

Do your employees struggle with having a positive outlook during potential sales encounters? Using the assumptive closing technique will create positive expectations because you are assuming each sales meeting will result in a successful transaction. This optimistic outlook creates a positive working environment while also enabling you to reach more businesses that need an MSP. This self-confidence not only helps you in sales but also gives the consumer confidence in your service. On the other hand, an employee that has self-doubts regarding a sale is much more likely to be unsuccessful and experience many more negative relationships between clients.

Customer’s State of Mind

A client’s state of mind is one of the main deciding factors between a successful or unsuccessful sales transaction. As you may know, people love to purchase new items but do not usually enjoy the sales process. Dealing with an over eager salesperson can quickly become annoying and even cause the loss of a potential sale. On the other hand, if the client feels that they are being guided by a confident salesperson, they are much more likely to complete the purchase instead of being pushed into a sale by an over eager salesman. Understanding your client’s state of mind is one of the first steps in completing a successful sales transaction.

Low-Pressure Environment

One of the main benefits of the assumptive closing technique is that it creates a low-pressure environment. For example, instead of trying to convince your client into a sale, you already assume their needs, and you do not have to worry about making an over the anxious sales pitch. This laid-back atmosphere will enable you are your client to be much more relaxed and create an enjoyable sales experience for both parties. On the other hand, employing hard close sales techniques is the opposite of the assumptive close method and creates a tense atmosphere between you and your client.

As you can see, using the assumptive close technique is one of the key MSP marketing strategies. Understanding the importance of you and your client’s state of mind, while creating a low-pressure environment is essential to becoming a successful MSP. Over time, you will notice that the sales process will become much easier and more rewarding while you continue to expand your consumer base. What are you waiting for? Begin using the assumptive closing techniques today and experience the easy yet rewarding sales technique.

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Todd Nielson

As Chief Strategy Officer I am responsible for the creation, communication, planning, execution, and success of strategic initiatives. I lead continual process improvement initiatives to increase profitability, manage and audit internal and external threats/controls for the long-term viability, sustainability, and protection of the organization. I am passionate about these duties since focusing on them will ultimately help us provider better IT Services in Tulsa, and the other markets we serve like , Springfield MO and Fayetteville AR. I analyze metrics to identify trends and produce financial, personnel, service, sales and other forecasts and improvement plans. I additionally identify strategic growth opportunities through industry, economic, geographic, and vendor analysis; and assist in the management and execution of internal projects and goals. The end result of getting everything right translates into transforming JMARK in to the Premier IT support provider in Tulsa, and the other markets we serve like Springfield MO and Fayetteville AR! I also lead JMARK into becoming early adopter of the true flat rate managed services model in Tulsa and the other markets we serve like Springfiled MO and Fayeetteville AR. This has allowed JMARK to become more proactive at eliminating most networking issues before they create problems for our clients.