If you’re in MSP company sales, you know how important it is to convert your leads into sales. Once you’ve led your prospects along the sales funnel, it’s tempting to urge them into closing the deal before they’re ready to buy. The most effective closers wait until their customers are highly interested in the product. When this happens, all it takes is a little nudge to get them to sign on the dotted line.
When to Begin and End Your Close
Many people think that closing takes place at the end of the buyer’s journey, but it actually starts at the beginning. Your closing strategies should begin with prospecting. When you’re prospecting for leads, fill your sales funnel with qualified buyers rather than leads that never amount to anything.
Direct your pitch to your target audience. You might not get as many leads, but the ones you do get will already have an interest in your MSP company services. If you build a solid foundation with high-quality leads, your closings will fall into place.
Your closings never end just because you make a sale. They continue after the sale by following up with your customers and offering exceptional customer service, resulting in loyal customers and repeat sales.
Building Blocks of Closing
After targeting prospects, continue your closing strategies throughout the buyer’s journey. Closing builds on everything you do along the sales process, from building rapport with your prospects to understanding their business needs. This interactive sales journey helps you form personal relationships, which are the driving force behind converting sales.
One of the most effective ways to build customer relationships is by helping them identify and solve their problems. Rather than making a sales pitch, focus on asking them relevant questions about how they expect your products and services to help them with their biggest challenges.
Once you have an idea of what they need, you can suggest solutions and alternatives that deliver value to your prospects. By offering your expert advice, they will look to you for counsel. You’ll become more than a salesperson— an expert in your field and a trusted ally. These are the building blocks of successful sales.
Knowing When to Make the Close
Most likely, your prospects will not ask to close the deal even if they’re ready. This is where your observational skills come into play. Listen to your prospects and watch for the cues that let you know they’re ready to buy:
- Engaged and interested – When your prospects engage you in conversation, seem enthusiastic and share business information, then it’s time to close.
- Ask questions – If your prospects ask questions about when they can begin using your services or how they can integrate your products into their daily business, it’s a good time to close.
- Willing to negotiate – If your prospects begin negotiating certain terms of the sale, this is the ideal time to come to an agreement and close the sale.
Closing sales for your MSP company is a complex process. It really has no beginning or end. It’s a collaborative journey on the road to building relationships and adding value to your brand. Always prepare, know your target audience, and focus on solutions that your prospects can’t live without.