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:
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.
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.
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.