Designing MSP Sales Strategies Which More Appropriately Qualify Prospects

MSP salesYour 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.

Jennifer Holmes

Jennifer Holmes is President of MIS Solutions and a Georgia native who, after graduating from Georgia Tech, became an accomplished research virologist at the Centers for Disease Control and Prevention in Atlanta. In 2000, Jennifer hung up her lab coat to join husband Lliam at MIS Solutions as President. In the past 16 years, she has led the MIS Solutions team to become the leaders in Metro Atlanta IT Support. MIS Solutions, Inc. is on a mission to provide managed IT services to Atlanta businesses to help them grow and support their businesses. MIS Solutions provides a wide range of IT services to Atlanta-based businesses and, combined with Jennifer’s passion for sharing effective business strategies with her clients, they are able to deliver the best business IT Support for each client’s unique environment in Atlanta. In 2013, Jennifer’s leadership and marketing skills won her the title of Spokesperson for the nationally acclaimed Technology Marketing Toolkit, an industry group of over 550 top U.S. She is a graduate of the Leadership Gwinnett program and has acted on the boards of the National Association of Women Business Owners’ Atlanta chapter, Gwinnett Great Days of Service, the Buford/North Gwinnett Rotary Club and the Gwinnett Chamber’s Technology Board.