Design MSP Sales Strategies Around Clientele

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.

Avatar

Yoon Choi

An 12 year veteran of the IT Support in LA industry with a broad background consisting of start-up, SMB and Enterprise level engagements, Yoon’s experience spans a gamut of industries including legal, financial, manufacturing, media, medical and professional services in both hands-on engineering and executive roles. Yoon brings a well-seasoned viewpoint and expertise in key operational areas such as service delivery, process improvement and workflow management as well as key technical competencies in the areas of cloud based PaaS/SaaS/IaaS, VDI and virtualization, telecommunications and traditional managed services. Currently Cisco certified, Yoon is a graduate of UCLA. When the partners started Advanced Networks in 2004, the vision was simple: Be the most trusted and respected IT services providers in Los Angeles and throughout Southern California with a reputation for reliability, innovation, and a commitment to customer service. That vision remains just as strong today as it did back then. We’ve made it a point to hire the brightest and most talented team members we could find who share this vision and Yoon Choi matches this description perfectly. Yoon shares the belief of the CEO that it’s that our IT support business in LA starts and ends with the happiness of our customers.