MSP sales need not be over-the-top to net conversions. Sometimes you can sell subtly, making clients feel you’ve been conversing with them naturally. Following are tactics to help you do this:
Be Likable and for Reasons Easy to Identify
MSP sales often incorporate a long sales process with multiple meetings between sellers and prospects. If you’ve got some square-jawed salesperson who only talks business and won’t fraternize, that’s not likely to make clients enamored of your MSP–unless, of course, the client shares those characteristics. Diverse sellers help here.
There are clients that will appreciate laid-back, conversational interaction, and those who won’t. If you get a contract for a military installation, expect humorlessness to define interaction. This won’t be the case if you’re helping a theater put together their sound system. Be likable, but know what your prospects are most likely to like.
Allow Clients to Speak About Themselves and Their Business
Your clients like to talk about themselves and their business not only from innate passion, but from basic human nature. Let them. This allows you to aim your pitch at a larger “surface area” in reference to the client. You’ve got more data from which to construct a pitch, and it’s been given to you naturally through conversation.
Never Underestimate Humor; Apply an 80/20 Approach
When you make clients laugh, that goes a long way toward fostering likability. Also, employ a sort of mental ballpark 80/20 rule, where you let clients talk about themselves and their needs 80% of the time all the while making your own contributions, but pepper in 20% sales pitches regarding your MSP.
More Natural Conversion
Your MSP sales team should use humor, an 80/20 approach, let clients talk about themselves, and be properly likable to the right clients. Such an approach to conversion will likely be most effective, more naturally inducing clients to make a business relationship with you.