MSP Sales Techniques That Aren’t Brash and Obvious

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.  

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Ravi Jain

Ravi Jain is the Chief Executive Officer for Technijian, with a demonstrated history of working in the information technology and services industry. Skilled in Enterprise Software, HP Products, Storage, ITIL, and IT Service Management. <a href="https://technijian.com/ professional with a BS focused in Physics from University of California, Los Angeles. For over a decade, Technijian has strived to provide Fortune 500 IT Support in Orange County for the small to mid-size businesses. During this time our client base has grown from small office with less than 10 people to mid-size businesses with over 50 employees. We offer corporate wide Managed IT Services for Orange County clients with hotels all across the country as well as IT support for medical device startups here in Orange County. Regardless the size Technijian strives to deliver "Technology Support Your Way".