Selling your products and services as an MSP company requires understanding what your client needs and demonstrating to them how you can help them with that. Every client is unique, so it’s very important to have a personalized selling approach. If you are doing all the talking and none of the listening, you’ve already lost. Potential clients only care about what you have that can benefit them, so how you communicate this to them is all that matters.
Making that Sales Connection with Potential Clients
Clients want to feel understood and that you know exactly what they need and where they are going. Here are a few tips to make that connection during your sales interactions:
- Explain the value you are offering – Once you have touched on the products and services you are offering, make sure you communicate the value to the client. What impact can your services have on the matters that are important to the client such as reducing downtime, securing their systems, increasing productivity and efficiency, and improving collaboration, for example? Communicating value is essential because it helps the client to clearly see the potential ROI when they sign up for your services.
- Be specific about where your services can be used in their business – It helps to provide real-life examples of the work that you have done as an MSP company and the problems you have solved for other clients. Talking about past projects and sharing the details of your success stories helps a potential client appreciate what you can do for them. If a company is looking to have better data storage, for example, you can share with them an example of the data backup and cyber security support you have provided to a business facing security challenges. You can then bring in the need for disaster recovery measures.
- Understand the challenges and issues that they want to solve most – When you take the time to inquire about the challenges the company is facing, you can better understand their needs and tie this to what you offer. Asking good questions about how the business is performing and other related concerns is very helpful. As an example, you can ask if they are happy with their current productivity levels or if they feel like they have optimized their IT systems.
The key to selling your products and services as an MSP company is to make it all about the client and not about your business. Your sales team must be well-versed on all the different IT solutions that you offer so they can connect these to the potential clients’ exact needs and challenges. Becoming more client-focused can help secure more potential business opportunities and contracts for your company.