MSP sales can be more successful when there’s a physical meeting between sellers and prospects. Like so much in life, this is a lot easier to say than to do. Following are a few tips to help you more successfully set appointments and accordingly facilitate increased levels of conversion:
- Research extensively
- Demonstrate how what you do solves their problems
- Ensure any meetings you sustain are supported with clear objectives
MSP sales will be more successful if they’re supported by strong research. Figure out who clients are, where they’re coming from, where they’re headed, what competitors look like, what common issues are, and whether or not you’ve already got similarly-situated customers. When you find answers to these considerations, you will better be able to understand that which compels a prospect to meet with you. This understanding allows you to more successfully draw clients into meetings, just as it helps you facilitate increased conversions.
Demonstrate How What You Do Solves Their Problems
You should have some numbers you can lay down before prospective clients as a means of helping them see why your operations are suited to their needs. What you’ve got to do is figure out how much their operations are costing them, and what your services could do to turn things around. This is easier to do than you may expect, once you start to learn your demographic. Most of your clients will be in similar places financially and operationally. You can design generic value projections that allow clients to immediately plug in their own numbers and see advantages.
Ensure Any Meetings You Sustain Are Supported with Clear Objectives
Even when you bump into someone on the street, that could constitute a meeting–not the kind you’re ideally seeking, but yet valid. Be prepared for any meeting, and ensure there’s an end-game objective behind all interactions.
MSP sales strategies informed through understanding of the sought demographic and which demonstrate value through problem resolution will initiate more effective meetings and convert more prospects.