Your MSP sales strategies need to concentrate on “the big dogs”. You need to go after clients that will ultimately end up serving your business. Some clients may be the kind you can easily convert, but the cost to you necessary for their needs to be properly met is simply too high. You don’t want to waste your time with these.
Following are techniques you can use to pre-qualify prospects so you don’t “spin your wheels” chasing clients who aren’t going to end up profiting your business. These tips include:
- Defining your ideal personas
- Reaching out to matching prospects appropriately
- Only reach out offering that on which you can deliver
Defining Your Ideal Personas
Your MSP sales outreach should develop prospect personas that match your ideal clients. Give yourself a range. How much is the minimum service provision threshold your MSP must meet to see requisite profit? On the other end, what is the limit of your service provision capacity presently, and what will be needed for you to reach the next level? Third, what sort of clients characterize your best fit–are they in the educational sector, the private sector, other realms of technology, infrastructure; who best benefits from what you do? Answer these questions in the form of a persona which helps you hone outbound efforts going forward.
Reaching Out To Matching Prospects Appropriately
Once you know the ideal persona of the client who fits your MSP, it’s wise to compile a dossier of such personas and go about contacting them. For the most part, these clients are going to be larger. You want to personalize outreach and ensure each potential prospect is creatively contacted at least five times before you give up on them.
Contact them differently each time–once through email, once through the phone, once at a convention, once through snail mail, once through a luncheon, or whatever works for you. Don’t be obsequious, don’t be shy; be professional, and always demonstrate your value to prospects.
Only Reach Out Offering That On Which You Can Deliver
Be sure that whatever outreach strategy you have, you provide true information. Don’t be sneaky. Do not hide actual costs in things like activation fees. Show a cost-benefit analysis existing clients have made, and back up your claims with reviews that prospects can explore. Demonstrate value and be honest about it. There will be costs involved, but given cloud computing, IoT tech, BYOD protocols, and turnkey tech, you can easily save many clients tens–even hundreds–of thousands of dollars every year. It just may take a little time for the cost of a tech shift to be overcome by associated value.
Enabling Prospects to Make an Informed Decision
You need to have an MSP sales strategy that provides prospective clients with the information they need to make an effective decision. You need to be straightforward and creative. Plan outreach carefully.