Closing sales and trying not to make mistakes are some of the key MSP marketing techniques you should be familiar with. Whether you are a small or large IT provider, it is critical to look for new ways to improve your sales. The IT world is very competitive, and it is vital to be able to stand out from the competition. Here are a few common mistakes that you need to avoid as you close out on a potential sale:
Failing To Know All Your Buyers
IT providers often fail to take the extra time to get to know all their buyers for one particular company. For example, nearly every business has multiple decision makers, and it is never up to one individual to make all the decisions. The best way to avoid this trap is to ask upfront who else is involved in making decisions. Once you get in connection with this person, it is essential to tailor your sales message to that individual. For example, a CEO is most likely interested in growing their business, while a procurement director is more interested in saving money. Taking the time to get in contact with each decision maker will significantly boost the chances of a successful sales transaction.
Focusing Too Much On Quota
Salespeople are always under pressure to meet their quota during each sales period. While achieving a quota provides extra motivation, it can also hurt potential sales, as the salesperson may try to negotiate too quickly and ultimately lose out on a deal. Instead of rushing a possible sale, it is a good idea to take the necessary time with each client, and it will be much more effective in the long-term. Discussing these solutions with a manager can help ease the pressure and create a positive work environment that is best for the salesperson and management.
Avoid Talking Smack
Another common sales mistake is whenever someone within your company speaks poorly about clients. Instead of talking behind their backs, you should have a meeting to discuss any issues you have with a client. If the relationship is a poor fit, it is best to move on without damaging your reputation. On the other hand, talking poorly about clients can severely hurt your business and make it much more difficult to find new clients.
Failed Delivery of Emails
Emails can bounce back for a variety of reasons, whether they have changed email addresses or the contact has moved to another job. Instead of sending emails repeatedly, find out who replaced the employee and get in contact with them as soon as possible. Pitching your sales ideas to a new employee is another opportunity to make a good first impression and ultimately gain a new client for your company.
Failure to Work Together
Does your sales team work together in gaining new clients or they rarely communicate with each other? One of the key MSP marketing strategies is for each salesperson to work together as a team. Sales teams that fail to work together will limit the growth of the company and make it difficult to experience long-term success. Discussing new ideas with the sales team will create a positive workplace environment, while also improving the sales techniques for each employee.
Employees that are not adequately trained are much more likely to make mistakes and limit sales. Providing additional training for employees will help your company to avoid stagnation and promote a learning environment. If you take extra time to train employees continually, it will have a significant edge over the competition.
To close sales successfully is a key MSP marketing technique. Taking the time to look for improvements will significantly boost sales and set up your business for long-term success. Learning from mistakes and working together as a team will create a dynamic work environment that is beneficial for the company and each employee. Apply these principles today and experience the many benefits of creating a growing consumer base.