MSP sales should be centered on convincing customers to buy rather than selling to them. Nowadays, customers are in full control. There are numerous options and ways to connect to service providers. The challenge is to figure out customer motivations and push for a timely close. The focus has to be on the customers making the purchase decisions, as opposed to overtly selling services. Here’s how to do it:
Know Your Buyers
Figure out exactly what your target buyers are looking for. Pinpoint their common decision points, demographics, and other specifics so you can directly tailor your marketing efforts and services to them. Consider the target demographic’s experiences, lifestyle, and needs. Target the proper profiles, and your sales will spike.
Interact with Target Customers
Talk to real customers to keep your finger on the pulse of your target demographic’s needs and desires. Cater your services to these customers’ needs, adjust your offerings as necessary as customer needs change, and your business will remain relevant. Above all, do not lose sight of the fact that customer motivations and needs tend to be dynamic.
Highlight the Relationships That Shape the Buy Decision
Find out who is responsible for pulling the trigger on the buy decision. Target your marketing and services toward these decision makers. In some cases, winning over those who shape the buy decision proves more important than the actual merits of your services. Target your MSP sales efforts toward those who truly have the power to make the buying decision to maximize your time/money investment.
The Sales Process Should Be Structured in Accordance with Buying Steps
Customer actions are of the utmost importance. Push for specifics customers can follow such as obtaining recommendations, looking for reviews, and considering the impact on their surroundings. Gear the sales process to such concerns, and you will enjoy an uptick in sales.
Selling Should be a Collaborative Effort
Customers are looking to join a group that provides reliable support, as opposed to finagling a good deal. Try to make customers feel as though they have won the sale, and they will be inclined to remain loyal to your business across posterity. Use a collaborative approach to make prospective clients feel comfortable. Tap into the many different online tools available and have several team members contact target customers so they genuinely feel valued.
Treat Customers Properly, and They Will Reciprocate
Provide your customers with the promised services, show them their business is valued, follow up and continue to nurture the relationship. Satisfy your current customers, and they will be inclined to recommend your services to others. In the end, successful MSP sales hinge on the willingness to consider the offer from the perspective of the target demographic. Cater your services to the nuanced needs of your target clients, alter your services as those needs change, and you will find your team does less selling and customers do more buying.