MSP sales will encounter multiple prospects and they’re primarily going to fall under two categories. Determining which categories define your prospects will help direct you in terms of how to contend with them. These two categories may be summarized this way:
MSP sales that have acquired an open, emotive prospect are likely to have a higher chance of conversion in some situations. But then again, sometimes, the prospect you’re entertaining has had a bad experience with tech support in the past, and wearing their emotions on their sleeve, they bring that previous experience into the interview.
When someone is open and emotive, you need to reflect the openness they have as best you can. Emoting may not be directly possible, but depending on the situation, it may be appropriate. Additionally, focus on the emotional realities of the products or services you’re providing. This will help give such individuals a connection point. Facts are important, but feelings trump them for this type of prospect.
A direct prospect is going to come right to the point and be exceptionally controlled in their interactions with you. They’re the type who may best be described as good card players. They’ve got a strong poker face, and you can bet they won’t be letting it slip for an instant.
Such individuals won’t respond to fine displays, PowerPoint presentations, or that which is emotional unless it carries firm statistics that can be immediately explored. For this individual, you’ve got to have the facts immediately evident. It makes sense to show case-studies of businesses similar to those you’re courting who have managed to sustain notable benefit from what you provide.
Striking a Balance
Your MSP sales team will encounter individuals who are emotional and open, as well as direct and controlled. Sometimes you’ll find hybrids between these extremes as well. What makes sense is developing outreach strategy which answers both prospect types and can properly meet the needs of either.