Your MSP sales team must approach clientele with the right attitude. Think about things not as an all-or-lose situation at initial interaction. The word which sums up a proper attitude toward clientele is— relationship.
In reality, even a short-term client represents an instance of relationship between your company and the public. Ultimately, your reputation could suffer or mature. Following are considerations worth exploring to hone sales effectiveness:
The Long-Term Strategy
MSP sales require a longer selling cycle than other services. With IT, what you provide will likely be core to clientele. They’re going to be with you a few years. You may even have a contract stipulating at least a year’s service before clients are allowed to withdraw.
This means, when you talk to prospects, the overwhelming majority will not actually sign with you initially. So, you shouldn’t always be closing at this part of the sales cycle. Keep the goal in mind, but be helpful first and foremost.
A Cooperation Rather Than a Contest
Your clients aren’t your enemy. They’re your partners. You need to have cooperation rather than contest defining interactions. How can your business be valuable for their business?
Avoid approaching clients where you can’t have a cooperative win-win of some variety between you. This will make them resent you, and you’ll lose money. For cooperation, value exchange must be somewhat in alignment.
Look for a Total Win for Everyone
What clients buy from you should bring them value in operations, visibility, competitive viability, cost reduction, or whatever the case may be. Do that, and they’ll increase services purchased from you.
Choose clients aligned with your demographic who will benefit from what you do, and everybody wins. Don’t shoot too low or high; match what you can do with what they need.
How You Think About Clientele Matters
MSP sales will have increased conversions and longer retention if relationship defines client interaction. Cooperate, look for a total win, and plan for the long-term.