Your MSP company is going to have a lot of meetings with clients, prospective clients, competitors, and vendors. All these are sales opportunities; you just have to be savvy enough for most effective exploitation of them. Following are three tips to help you do that:
- Be the one who initiates the meeting
- Ask open-ended questions with some controversy surfeiting them
- Be punctual
Be the One Who Initiates the Meeting
When you see an opportunity, your MSP company needs to be the one bold enough to set a time for a meeting. Ensure client interest, then pitch a meeting for a more detailed run-through of prospective service provision. This allows them and you to research into products and services applicable to the situation. You’ll be able to better sell what your MSP does, and they’ll be better informed to understand your true value.
Ask Open-Ended Questions with Some Controversy Surfeiting Them
Open-ended questions get people thinking and get conversation going. But you can’t make the mistake of the parents with the surly teenager. They ask an open-ended question like, “how was your day?”, and the teenager says “fine”. If you ask a client, “how do your current systems run?”, and they answer “well enough”, you don’t have much to work with. Ask something stimulating and requiring a direct response. As an example: “What are the current issues you have with your existing technology?”
Don’t be late and don’t push the meeting too long. Wasting time during the meeting through being long-winded is just as bad as being too early or too late. You have about a five-minute penumbra surrounding the time of your meeting. Being punctual to the minute is recommendable, but it’s also not too realistic. Also, it’s better to be five minutes early than late.
More Effective Meetings
Your MSP company is more likely to see sought goals come to fruition if you set up the meetings, ask properly open-ended questions, and ensure punctuality defines all interaction.