One of the keys to a successful MSP marketing is the ability to ask open-ended questions to potential clients. An open-ended question can give you a better understanding of potential customers and will guide you through the sales process. On the other hand, asking closed-ended questions will provide little value and make it more difficult to get an accurate read on a potential client. IT providers that understand the importance of open-ended questions will experience much higher sales and steady growth in their businesses. Taking the time to learn how to ask questions in an efficient manner can make a huge difference in the success of potential sales. Learning from each sales interaction will give you unique insights and help you avoid common mistakes.
How to Ask Open-Ended Questions
Do you know the most effective ways to ask an open-ended question? Do you struggle with avoiding closed-answered questions? Understanding how to ask open-ended questions can give you a significant edge over your competitors and help in growing your consumer base. A managed service provider that takes the time to study the art of selling is much more likely to experience long-term success and avoid remaining stagnant. Asking open-ended questions is not just an effective MSP marketing technique, but it can help you learn more about a potential customer and make them feel more comfortable. For example, you can ask a potential client what their top priority for their company is or how they feel about the current consumer market. You can also inquire to know where they see themselves in five to ten years down the road. All of these questions will help ease tensions and create a positive atmosphere that will make it much easier to interact with your client. The questions do not limit the answers that the client gives. Thus, the client can explain and even offer more insight into their business expectations.
Practice Makes Perfect
As you know, you will feel more comfortable asking open-ended questions over time. Fully understanding the art of asking open-ended questions will take time and a lot of practice but it is worth it. Each interaction with clients should be an opportunity to ask open-ended questions and to learn more about their specific needs. Pay attention to each question that you ask and analyze the different responses between closed and opened answered questions. If you ask a closed-ended question, you can always turn it into an open-ended question near the end. For example, if you ask, “Do you have a need for this service?” you can always follow that up with “If so, can you tell me how we can make it more effective?” That simple question can help turn a one-word answer into a dynamic response that will give you a much better understanding of your client. Make it a habit to follow up a closed-ended question with an open-ended one. Over time, you will be able to use open-ended questions to help reach new customers and grow your consumer base.
As you can see, the use of open-ended questions is one of the most effective MSP marketing techniques. Whether your company is large or small, the use of open-ended questions can significantly increase your consumer base and make the sales process much easier. IT providers that do not take advantage of this sales technique will not be able to realize their full potential and will limit their growth as a company. As you know, the IT world is extremely competitive and being able to ask open-ended questions effectively can be the difference between gaining and losing a sale.
Over a long period, you will notice a significant boost in sales through this effective sales technique. Do not delay any longer, begin using open-ended questions, and experience the immense benefits of this effective marketing technique for managed service providers. Technology Resources Advisors offers MSP marketing assistance that grow businesses.