MSP sales are going to be more successful if you plan them out beforehand— almost anything will be. Like so much in life, such forethought is easier to conceive than it is to enact.
Following are a few tips to help you most successfully plan out interactions with prospects, ideally leading to an increase in your conversion metrics:
Establish an Effective Value Proposition
MSP sales techniques should be built around a value proposition which objectively provides the majority of prospects in your target market with tangible value.
Now that value can be in terms of increased revenue over time, decreased processing hassle, or better public image— in short, it can be from a number of diverse angles. The key to a successful value proposition is one which emphasizes that which you can do better than the competition.
Understand Who Makes the Calls from the Start
With a clear value proposition, your next step is to avoid pitching unnecessarily. You want your proposition to go to the person who has the authority to induct your services.
You don’t want to give a proposition to a secretary to abbreviate for her boss; her shorthand likely won’t communicate the value you intend. Know who makes the decisions and how, and angle your value proposition accordingly.
Banish Desperation; Advise, Understand, and Challenge Prospects Instead
Don’t be desperate. Desperation equates to inexperience in the eyes of many clients. You’re a trusted adviser— think of yourself this way. Your role is to challenge prospects and understand them from within and without well enough to know what will challenge them, and whether such challenges will yield value.
MSP sales strategies that aren’t desperate, but advise, challenge, and understand clients, are apt to be more effective. Additionally, ensure you’ve got an airtight value proposition and that you present that proposition to the right person among your prospect’s ranks.