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A Threefold MSP Sales Strategy to Optimize Conversions

Scott Anderton , , , , , , , , , , ,

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.

Scott Anderton

Mr. Anderton is the managing partner of an IT Support & Managed IT Services provider based in Orlando, ION247. ION247 is also one of the best IT Companies in Orlando that focuses on providing state-of-the-art and the surrounding area. Prior to starting ION247, Mr. Anderton held the position of Vice President for NTT Data Inc. the 6th Largest Information Technology (IT) service provider in the world with operations in 35 countries and over $16B in revenues. Mr. Anderton managed relationships and client engagements in Financial Services, Healthcare and Public Sector verticals in the Southeast US. Prior to NTT Data, Mr Anderton was a Vice President for the Revere Group. The Revere Group is a business management and information technology consulting company with headquarters in Chicago, Illinois. In this position, Scott partnered with client CxOs, primarily in the Southeast market, to maximize investments in technology. Mr. Anderton has more than 25 years of business and Managed IT Services experience in Orlando. He has led multiple IT Strategy engagements and served as an interim CIO for several NTT Data and Revere Group clients. The first 10 years of his career were with Fortune 500 companies AT&T and Sprint. His positions included Manager of many like Advanced Network Services and Director of Systems Engineering. Prior to his role with the Revere Group, Mr. Anderton was President and founder of Technology Management Solutions (TMSI), a technology management consulting firm providing outsourced information technology services in the small and medium business markets. TMSI was acquired by the Revere Group in 2006, when Mr. Anderton joined as a principal. In addition to his technical background, Mr. Anderton has expertise in strategic planning, mergers and acquisitions, business process design, IT due diligence, and IT Organizational Change Management, and Transition Services Agreement execution. Mr. Anderton received a Bachelor of Science in Electrical Engineering with a specialization in Computer Information Systems from the University of Florida in 1990. He also has completed the Executive Management program at the Crummer Graduate School of Business, Rollins College. He resides in Orlando Florida with his wife Lisa and 3 children. You can click here to visit the website.