How to Overcome These Common MSP Business Sales Objections

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MSP business sales objections can happen due to a variety of reasons. Understanding the best ways to overcome these challenges is essential for you as an IT provider. Technology is ever-expanding and discussing the many advantages of managed IT services can be the difference in closing a successful sale and gaining a new client.

Here are a few simple-yet-useful tips to help your IT business overcome common objections with potential clients and help you close the sale:

Sticker Shock

One of the most common objections that IT providers deal with is known as “sticker shock.” A potential client may not want to spend more than a specific amount of money on IT services. The best way to overcome this challenge is to discuss the many advantages of using IT services and how it is much more cost-efficient than hiring additional IT employees or purchasing computer equipment on your own.

Commitment Issues

Another common problem is commitment issues. A potential customer might not feel comfortable signing a long-term agreement with your MSP business due to uncertainty. However, you can make a potential client feel much more comfortable by going over the details of the service level agreement while also highlighting the many benefits of partnering with an IT provider.

Equipment Concerns

Some business owners desire to own their computer equipment instead of paying a monthly subscription fee for IT services. One of the best ways to overcome this objection is to discuss the cost savings of using subscription-as-a-service for small business owners. You can also mention that it is much less upkeep and responsibility, as an IT provider remains responsible for all the computer equipment. Furthermore, to save more costs in your business you could use application integration processes, which is software that can merge different business applications together in order to improve efficiencies and reduce costs.

Overcoming MSP business sales objections is key to gaining new customers. You must continue to look for ways to meet the unique needs of each client while staying up to date with the latest tech. Clearly communicating with potential clients is one of the best ways to close the sale and help your MSP maximize your consumer base.

Bryan Fuller

Bryan Fuller has been the President and Chief Executive Officer since founding Contigo Technology in May of 2013. Contigo focuses on providing state-of-the-art technology coupled with superior IT support to local Austin businesses. In addition, Bryan works to ensure that he always have enough staff to deliver lighting fast response times for his managed IT services clients in the Austin area. He works diligently to hire and train all his employees but especially help desk agents and onsite IT services technicians in Austin to provide an excellent customer service experience to clients. Bryan is also concerned with the onslaught of cyber security risk facing companies in Austin and lined up the best talent and software to combat this IT challenge. Prior to founding Contigo, Bryan had leadership roles in software companies such as SolarWinds, NetIQ, CA. Inc, and XMatters (formerly Alarmpoint). Bryan holds a B.B.A from Texas Tech University.