Preparing your MSP sales team for a successful pitch is one of the most important factors that impact your business growth.
A winning pitch starts as a conversation and builds to a relationship of trust and understanding with your prospects. The problem is that selling isn’t easy. It’s a daunting task that involves considerable skill and empathy.
Does your sales team have the skills to build relationships with prospects rather than just selling your products and services?
The following strategies can help your sales team build trust with quality leads and win more conversions:
Prepare Ahead of Time
Before you make an MSP sales pitch, make sure you understand your prospect’s needs and wants. Also, know your objectives before you talk to your prospects. For example, do you want to close a deal immediately, or do you just want to create interest?
Determine how long you want the pitch to be and the style of the presentation. For instance, do you want to do a demonstration of your products and services or a full presentation?
It’s also a good idea to decide on some key points you want to make. These should show your prospects how they relate to their needs.
If you understand your prospects’ needs and pain points, you can anticipate the questions and objections they might raise during your pitch. Decide on the answers you’ll give ahead of time. This will give you and your prospects more confidence during your presentation. They’ll see that you care about their needs and have solutions for them.
Practice Your Presentation
Once you determine your style, objectives, key points and questions, rehearse your pitch until you feel confident about it. While rehearsing, focus on your body language and tone. Try to be enthusiastic about what you’re saying.
If you can, practice your pitch in front of someone, such as a coworker, friend or family member. Ask them for feedback so you can make adjustments, if necessary. You can also record it. This helps identify any areas that need more work.
During your presentation, be prepared to offer solutions that will solve your prospects’ pain points. A personal story is a good way to keep their attention and build rapport. For example, you could talk about a story of how your MSP business helped provide a solution for another customer in a similar situation.
Ask for the Business
Many salespeople feel uncomfortable with this crucial step. If you’re empathetic to your prospects’ wants and needs and presented them with honest solutions, asking for their business is the next step forward.
Summarize the benefits they can get from your products and services. This way, they can visualize how you can help them solve their problems. It’s hard for them to walk away if they can see that your services can help them reach their goals. They’ll feel compelled to take action.
Start Closing More Deals
Incorporating these strategies for your next MSP sales pitch, you’ll be calmer, more confident and fully prepared to make a memorable pitch. Your prospects will come away convinced your services are the answer to their problems.