MSP sales can be difficult, as the sales journey of clients in this area is usually lengthier than in other selling arenas. You want more effective, quicker sales, but like much in life, that’s easier to imagine than enact.
Here are a few sales infrastructure tips to help you attain such swift, effective outcomes:
Use Historical Information
MSP sales shouldn’t be approached from a position that isn’t informed. You don’t want to “fire from the hip” in terms of pitches. Rather, you want to make outreach informed by as much information as you can gather.
Historically, your demographic exhibits certain characteristics on which you can capitalize going forward. Not using that information is leaving money on the table. With historical data, you can make predictive selling work for you.
Predict from Existing Information
Your existing clients will follow certain trends going forward. They’ll grow or contract based on certain market features which can be predicted. For example, if you provide value-rich services which save X amount for Y clients in Z time, you can expect they’ll need Q upgrade.
Customer relationship management (CRM) software can help you nurture leads through awareness of your business, into conversion to your services, through upsells and upgrades as such services become feasible going forward.
Diversify the Prospects and Provisions of Your Operation
You need to seek different prospects over time. Granted, you’ve got a target market you want to focus on, but there are clients separate from that market which are worth considering as well. In addition to that, you want to continuously diversify service provisions both to acquire more clients and remain contemporary in a technology market that is in continual shift.
Hitting a Stride Initiating Growth
MSP sales must diversify prospects and that which you provide gradually as it suits operational metrics. You want to predict future activity based on existing information and ensure historical data informs outreach. Such tactics are apt to yield faster, better sales.