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Acquiring More MSP Sales Meetings

Posts Tagged ‘Neglect’

Acquiring More MSP Sales Meetings

Tuesday, January 22nd, 2019

MSP sales require some sort of negotiation. Even a “lap sale”, as the expression goes, where a client contacts your business intent on buying requires some negotiation. You’ve got to determine what packages fit the client best.

You want as many meetings with clients as possible, and you want a team prepared for them. Following are tips to help you both acquire more sales meetings and be more successful when conducting them:

 

Design a Prospect Database 

Your MSP sales team needs to maximize all available data. Get all existing clients, leads, and prospects (that is: better than normal leads) organized using an effective database. Customer resource management (CRM) software can be ideal here. Certain SEO agencies specializing in MSP provisions can help you find the best solution.

 

Don’t Neglect Cold Calling, But Do Some Real Research Beforehand

Cold calling does have a statistical level of effectiveness, believe it or not. Sure, it’s only 2%; but if you do your research and only call demographic matches who will justify the cost of so many calls, you’ll likely net an appropriate conversion.

 

Don’t Forget Statistics, Drop Facts, and Hit Them with Names

Sales is a numbers game. A 2% conversion rate may seem small unless the value of one conversion is 100 times the cost to acquire it; in which case 2% is fine. If you know the numbers to your particular MSP’s operational costs and client conversions, you can simultaneously avoid discouragement and increase outreach effectiveness.

Other good tactics include brandishing a bevy of pertinent facts and negotiation through reputation. You inform prospects of top-tier endorsements from known “names” or especially remarkable testimonials from satisfied customers.

 

Conversion and Negotiation

MSP sales informed by numbers, fact-rich, replete with effective name-dropping, properly utilizing cold-call technique, and tracking all outreach in a database will be better enabled for reliable conversion. Such tactics can also be helpful in facilitating sales negotiation.

Ensure Your MSP Business Avoids Credibility-Damaging Habits

Wednesday, October 24th, 2018

Your MSP business has been made by humans for humans. As such, you’re going to make mistakes. There’s just no way around it, but there is a way to reduce the mistakes you make through careful strategy in terms of outreach. Following are several common mistakes you can avoid in your branding: 

 

  • Facilitate testimonials, and speak realistically
  • Don’t be vague or neglect claiming your business on Google
  • Be human, don’t neglect antiquated communication techniques

 

Facilitate Testimonials, and Speak Realistically 

Your MSP business should naturally acquire positive testimonials over time. You want to milk those for everything they’re worth–put them on your website, your blogs, various landing pages, and wherever else makes sense. Additionally, look at the language used in the testimonials. 

It’s okay to use big words if you know how to use them, and you’re using them because you need to convey something specific. But if you’re using rare vocabulary to sound smart, you’re just going to come off as disingenuous. People will think you’re trying to look better than you are.  

 

Don’t Be Vague or Neglect Claiming Your Business on Google 

Phrases like ”best in the region” or “high-quality service” are pretty vague. What is the region? What is “high” in terms of tech quality? These things look like they’ve been put together to appear remarkable, though they’re actually not. Don’t be vague. 

Also, don’t forget to claim your business on Google. Especially in IT, if you miss this step, it’s likely some other group with almost the same name will supersede you.  

 

Be Human, Don’t Neglect Antiquated Communication Techniques 

It’s okay to use colloquialisms where appropriate–this humanizes your brand. Additionally, ensure phone and snail mail marketing is up-to-par. People will call you on the phone; if they aren’t treated well, they’ll likely go with another business. Likewise, snail mail marketing that is fit to individual clients will likely prove effective. 

 

More Effective Branding 

You will acquire more clients if your MSP business has well-rounded communication protocols, isn’t vague, claims itself on Google, uses realistic words and displays testimonials. Consider whether it’s time to change your marketing strategy. 

Productivity Strategies for Your MSP Sales

Wednesday, October 10th, 2018

Your MSP sales strategy needs to cut off all the fat. There are a lot of things which may be unnecessary, and there are likely actions you’ve neglected to take that you should. A good way to ensure you’re always at your best is to design outreach operations with built-in productivity strategies. Consider this threefold approach:

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