An MSP business must negotiate. The better sellers and marketers are at negotiation, the more conversions you’ll have. But there’s give and take. Following are tips to help you most effectively fortify those who must negotiate:
Be Sure You’re in a Situation Where Negotiation is Appropriate
Many personalities throughout a given MSP business can have socially disastrous idiosyncrasies. Certainly, not everyone is a socially awkward individual, but many will be–even in marketing. Also, “go-getters” can have too much ambition and pitch at the wrong time; souring big-ticket prospects.
Nobody should tender a sales pitch at an event like a wedding, funeral, or other solemn occasions. Also, you don’t want negotiators pitching at a person from the prospect’s business who doesn’t have buying power. Learn how to determine if a negotiation situation is afoot before pitching.
Ensure Clarity Describes Everything You Communicate
Don’t be vague, answer all questions, and do so to the satisfaction of prospects. If you know there’s a negative connotation to some tech feature, after satisfying your potential client, expand on the issue. There’s always a reason, and alternatives. Ideally, your specific provision will be more appropriate than competitor alternatives to your target demographic.
Gather Enough Information and Leave Room for Internal Agreements
In order to most effectively negotiate, choose clients from demographics aligned with your MSP’s provisions. Gather as much data on potential clients as possible.
Another negotiation tactic that can really help is internal negotiation. That is to say, you have sellers call management to authorize a discount, or something similar, in front of the client. Techniques like this can really help cement a conversion.
An MSP business which leaves room for internal negotiation, gathers necessary information, clearly describes all things, and waits until the right moment to negotiate will likely be more effective in terms of negotiating than it could be otherwise.