An MSP business necessarily has a long sales funnel that, for the most part, will require physical meetings with prospective clientele for conversion. A lot can go wrong, and the clients you’re working with will definitely seek to get the most from you for the least cost on their end. If you’re going to convert them, you need to prepare accordingly. Following are some tips to help get you pointed in the right direction:
Carefully Research the Client
Your MSP business won’t do well at converting prospects if you don’t do a little research beforehand. What sort of margins do your prospects likely have? If they’re anything like contemporary clients, you can make a reasonably accurate projection. What do they need? What are their pain points? What is their history with IT companies in the past? Have they worked with your competitors? Who has buying power, and how long will they take to make a decision? Ideally, you should have answers to all these questions before you sit down and pitch them your services with an aim to close.
Fully Optimize Your Pitch
You shouldn’t be firing from the hip in terms of your pitch. The client journey is long for an MSP, so you should continuously be increasing what you know about prospects before you make any serious proposal. Pitch optimization should take place generally and specifically. Augment pitches to specific clients, and learn from each interaction for better pitching in the future.
Practice, Confirm, Prepare Beforehand
Practice your pitches, confirm dates with clients, and ensure sellers are properly prepared for sales meetings beforehand. The night before, they should have a restful evening, wake up early, rehearsed talking points, and hit that meeting “firing on all cylinders”, as the colloquialism goes.
Increased Rates of Conversion
Your MSP business should prepare properly beforehand, practice pitches, confirm with clients, optimize pitches continuously, and conduct requisite research on prospects. Such tactics will very likely increase levels of conversion.