The MSP Marketing Cycle: Steps to Successful Selling
Your MSP marketing is the backbone of your company. Selling is a skill you must hone to make the most out of your company. No matter what method works best for you or your clients, most sales presentations follow a very predictable pattern. This pattern is so prominent because it is successful in getting your company the clients that it needs to stay in business.
Prospecting and Introductions
The first step of sales is to find a potential client. This is done through many different avenues. In some cases, prospective clients are seeking out your services. In other cases, your sales team needs to work a little harder. Either through networking, demographic searches, or other methods, the end result is that your sales staff now has someone they want to sell to. Your staff must then introduce themselves and your company to the prospect.
For many sales staff, introductions can be one of the hardest steps. In many sales situations, you are approaching a person who doesn’t know you. You have very little information about them and the interaction has many unknown qualities. They may approach you after seeing an advertisement or finding your services online. However, in most cases, you are reaching out to them. Cold calls are difficult, but they get you in front of many people and are a part of sales.
The second step is to find out what your customer needs. This is accomplished through meetings and presentations. It is a time when you and your sales team are trying to figure out how your business can help them. You are going to be using this information later to build your proposal.
Key pieces of information include what services they have, what new services they are looking for, and why they are looking for a new solution. All of these provide clues to your sales team on ways to effectively sell your company’s products and services.
Once you have taken some time to engage your prospective customer, you and your staff need to create a proposal that is tailored to your prospect. While packaged deals do save your team time, they still must figure out what would best meet the client’s needs.
It is critical that your sales staff work to build a proposal that meets this client’s specific needs. A significant amount of time is often spent gathering information, and your sales staff must use it to their full advantage. Wasting time on products and features the client doesn’t show interest in harms your outcomes. In MSP marketing, the perfect pitch is never the same between clients.
At the end of all this work comes the closing. This is where everything comes together. Your salesmen should be able to get a final decision from the prospective client at the end of the pitch. Most successful pitches should just flow naturally from a presentation and provides a logical conclusion to the meeting.
Learning how MSP marketing impact your company is important. Many different sales methods and tips are available to help you out.
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.