MSP sales typically take a while to mature; there’s a long selling cycle. Much cost is involved, and converting prospects will require a considered approach which takes as many factors into account as possible.
So, it’s important to inform outreach with known best practices. SEO agencies which serve MSPs advise a number of selling tactics in content outreach and sales presentations. They include:
Focus on Clients Over Your Business–Ask Questions, Hear Answers
MSP sales professionals commonly make the mistake of focusing on their business. MSP salespeople talk about new developments and happy clients, as well as the top-tier future tech they bring to the table. Now these things all have their place but aren’t going to matter to most clients.
What will matter are solutions to pain points and clear presentation of potential value. Ask questions to help figure out where clients are at in terms of perspective, listen to their answers, respond in ways they’ll understand.
Provide New Information in Terms Clients Understand, Altering Their Thinking
The vast majority of prospects won’t be as up-to-date on technology solutions as you are. They can’t be; their operational core focus is elsewhere. You are, and you must be for competitive viability.
Present information pertaining to clients gleaned from customers you already have. Change their thinking, and do so using language and information they’re going to be able to follow.
Don’t Fear Raising Reasonable Objections, Offer Multiple Conversion Options
Oftentimes, clients will have objections that are misinformed. Answer those objections with your own professionally but with conviction. A good way to handle objections involves providing multiple options–just don’t make “no” one of them!
MSP sales teams should answer objection with professional rebuttal (when appropriate), communicate in terms clients understand that affect how they see services, and have a client focus. Sales strategy incorporating this sort of focus should see increased conversion.