Your MSP business will pitch to many prospects who will defer you indefinitely. They’ll say they’ve got to wait six months-or-so to decide. Here’s the crux: sometimes, this is actually a legitimate rebuff. Sometimes, your prospects truly aren’t in a place where working with your products or services is a good fit for them. Here are several questions you can ask to help you differentiate–keep in mind you don’t have to phrase them exactly like this:
- Why do you need to wait six months, will something change?
- What exactly keeps you from deciding at the present time?
- So in six months, what kind of services would you be needing from an MSP?
- What’s the decision-making protocol six months from now?
Why Do You Need to Wait Six Months, Will Something Change?
Your MSP business may be able to help prospects solve a problem they don’t realize you can solve. If you phrase a question like this, they’ll describe budget, production, internal protocols, and existing tech–provided, of course, if they’re willing to answer. If they’re not, they’re probably not that interested in your MSP. But if they do, you may really have one on the hook.
What Exactly Keeps You from Deciding at the Present Time?
Another question to ask involves present considerations. Sometimes, there may be something like a budget restriction which can allow you to pitch deferred payment or service on credit. If your MSP can sustain something like that, this will help you get some of the harder clients. Other times, you’ll find this is an excuse for lack of understanding. Sometimes, some prospects have buying power, but only based on exterior approval.
So in Six Months, What Kind of Services Would You Be Needing from an MSP?
If they’re truly interested in your products or services, then they’ll have some idea as to what you would be doing for them. Again, they’ll likely have some level of misunderstanding pertaining to what your MSP does. Sometimes, they don’t realize you can augment services or sequentially apply them. That said, if they don’t have an answer, or they respond in a rambling kind of way, they may just not be that interested in what you do.
What’s the Decision-Making Protocol Six Months from Now?
This question requires careful thought on the part of your prospect, and however they answer, you’ll gain insight which could produce a sale in the near future. If not with them, then with a similarly-situated prospect.
Increased Likelihood of Conversion
Your MSP business will have prospects who don’t want to buy and defer a decision to the future. But others really have some real issues, and asking the right questions can help you determine what they are and how you may deal with them. Sometimes, you’ll have to wait; it is key to helping you make the sale.