Your MSP Business Needs to Learn the Secret of Trial Closing
What is a Trial Close?
An MSP business is regularly in situations where salespeople must define what operations are, their advantages, and what that means to a potential client. This is a perfect scenario for the trial close, which acts as a sort of mentally conditioning catalyst for getting potential clients subconsciously aligned with your business.
Think of it as getting the client to render their opinion on the product or services your organization provides. What you’re looking for is feedback. You’re fishing for information that will help you close the prospect later. Think of a car salesman saying: “what would you be willing to pay for X?” He’s looking for your price range so he can maximize it— he’s exercising a trial close. Once that salesman has your information, he can put that on the back burner and work toward getting the highest amount of money. Well, when you’re courting new clients, use trial close techniques to determine what their parameters are for service. You may find that your operation fits within their budget very well. You may also find that, in order to fit your client’s needs, you may have to restructure some things.
One of the most advantageous aspects of the trial close is that it can be used throughout the sales process. You can ask many questions which get the client into a mode of thinking which considers the implications of your services on their business and helps you determine where they’re willing to close. Oftentimes, you’ll find that your MSP business has plenty of wiggle room. You’ll find that you’re able to cut certain things like setup fees in order for clients to use other services like cloud computing. Sometimes, you’ll find that your services aren’t quite going to cut it for this potential client unless you get them to reevaluate their strategy— this is the adjusted trial close.
Here are some examples of trial close questions:
• So, out of the things we’ve discussed already— what is your opinion?
• Do you have any feelings toward what our MSP provides?
• So, this feature I’ve just explained— do you think that would help your operation? How?
• This is something I could see your employees putting to good use— what do you think?
• We can project good ROI for your business— do you agree?
The point is: get the client thinking critically— and in a positive way— concerning your services. That can take some time and will additionally involve your sales team including personable individuals who understand social cues. But they’ve got an additional difficulty: they must simultaneously understand technology. It almost sounds like you may need specialists to pull this off right, and to a degree, that is true.
A Considerable Advantage
You can also facilitate the trial close in a sort of abstract way, and this can help you get on your feet before you can afford specialized employees of the previously mentioned caliber. Content writing which is made from an MSP business perspective by insiders will be more effective at naturally facilitating a trial close in the potential client’s mind.
About our Contributor
Robert Naragon is the Founder and President of ITQue, Inc. (pronounced “i-teek”), an Managed IT Services based in San Jose and Campbell that provides IT Support in San Jose. ITQue provides a wide range of IT services to San Jose based companies. And ITQue provides managed services to help San Jose small and mid-sized businesses increase productivity and profitability with customized, flexible hybrid cloud and IT outsourcing solutions in San Jose. Prior to ITQue, he was the Founder and President of VistanetIT, Inc., also based in Campbell, an IT Outsourcing Provider to small and medium-sized businesses in San Jose.