Mastering the art of closing a deal can make a huge difference in the growth and success of your MSP company. You operate in a highly competitive world and your sales team is always under pressure to close. While there are several sales techniques you can use, you need to understand when and how to use the right techniques to bring in new customers. This begins with understanding every prospect, customize your approach, and address their business’ pain points to improve your chances.
1. Create a Genuine Need
Close your sale by engaging your prospects from an honest point. Create a genuine urgency for you and for their business. Spend time researching your customer and find a pressing pain point or inconvenience within their business that your products or services can resolve. Providing an immediate solution to an existing problem can make the difference between a successful sale and an unsuccessful pursuit. You need to master the art of making your customers feel the need to engage you immediately; you will spend less time closing deals and have more customers trust you as a reliable problem-solver who understands their business.
2. Study and Understand Your Customers
Reframe your approach and start looking at the transaction from your client’s perspective. You will gain a unique insight into their problem, decision-making process, and understanding of your services and products. Think of yourself as the client and visualize your reaction if you were in their position choosing an MSP. Changing your perspective helps you relate better to the client. You can adjust your plan accordingly and even make the process more empathetic. This will increase your success rate significantly.
3. Take It Systematically
The art of successful selling is a process. Create a sales plan for every client, with specific steps you will follow, to help you close successfully. Speeding everything up can affect your ability to close. Take your time to know your clients, understand their needs, and find the common interest between their business and your MSP company. People are more likely to buy from people they like and who share common values. Additionally, give your clients enough information and then give them time to think and make a decision. Making your pursuit a systematic process will allow you to plan for a ‘no’ in a way that you can re-start the conversation at a later stage.
4. Make Your Timing Right
Even with proper planning, you need to know the right time for you to ask. Understanding the right timing takes time and practice. Some of the things you need to look out for include:
- The business’ supply calendar
- Their financial year
- Their overall strategy
Some businesses make new purchases quarterly while others plan their purchase calendar annually.
5. Master the Story
Every company, including your business, has a story. Master your company’s story and learn your client’s story. Finding the commonalities between the two can help you make the rights sales pitch. You need to understand the bigger picture for your client and demonstrate how your business can play a role in solving the current problem and as a long-term partner.
Grow your MSP company by putting your client’s needs at the center of your sales effort. You will enjoy new business and long-term relationships.