MSP sales experts today use diverse burgeoning techniques. Content optimized for SEO purposes by marketing groups specializing in solutions for MSPs can be key. But legacy techniques can also have some level of effectiveness. Three common sales techniques you shouldn’t overlook include:
1. Utilizing the Phones
Your MSP sales team should not neglect the phones! When you acquire contacts from conventions or elsewhere, one of your outreach tactics should involve using the phones.
Ideally, you should contact all leads at least five times before you put them on the “back burner” or delete them from your system. Telephone contact is one of the most important and effective means of outreach.
Just start from a common point in terms of conversation with potential clientele, and ensure callers know the facts pertaining to your MSP so they can get down to business at the right point in the conversation.
2. Ensuring You Ask for Referrals
You’re not always going to get a referral when you ask for one. But 100% of the time you don’t ask for a referral, you won’t get one. Sometimes, referrals will come incidentally, but you can’t count on those.
What you need to do is train sellers, marketers, and customer service representatives to simply ask for referrals at the right time during every conversation–except, of course, conversations where a client or prospect is extremely irate for one reason or another. Don’t pour gasoline on a flame that will otherwise burn out!
3. Rely on Conversations over Pitches
Those who are pitching are less likely to sell than those who converse. Conversations with prospects establish a human connection and prospectively “aligns” those engaged such that they’re on the same “frequency”. This makes it easier for prospects to convert to your products or services–and the data bear that out.
Increased Conversion Likelihood
An MSP sales strategy incorporating relationship over pitches through conversation, a strong referral game, and full utilization of the phones for sales, will increase profit. Consider where you are and where to improve.