Identifying your MSP company prospects’ pain points is a crucial part of the selling process. If you don’t know your prospect’s pain points, then you won’t be able to offer them solutions. So, be aware of your prospect’s needs, examining each one and targeting the prospects that have the greatest need or pain points. These leads want immediate solutions.
4 Types of Pain Points
Identifying your prospects’ pain points is what’s important to them. Their needs are what matter most during their buyer’s journey. When segmenting your MSP company prospects, consider the four most common types of pain points:
- Money problems – Prospects pay too much for their current services and products, and they want to cut back.
- Productivity issues – Prospects spend too much time on their provider’s solutions and want a service that’s more efficient.
- Process problems – Prospects want to improve their business’ internal processes.
- Poor customer support – Prospects are not receiving the customer support that they need.
Once you understand your prospects’ needs, you can start developing solutions for them.
Identifying Prospects with the Deepest Needs
In order to identify your prospects’ needs, you need to do some research. One of the most effective ways to find out which prospects need your services the most is to ask questions. Make sure that your questions are open-ended. This way you’ll receive individualized answers from each prospect that identify the cause of their problems.
When you conduct your qualitative questioning, listen closely to what your prospects say. Their responses help you find out which prospects have the deepest needs and biggest business challenges. Once you become aware of these two things, you can begin addressing the different pain points and the solutions you have to offer.
Addressing Prospects’ Pain Points
If you find that your prospects have a financial problem, you can emphasize the savings they’ll get by using your products and services. Also, mention how you can increase their ROI.
When addressing a productivity issue, emphasize the timesaving efficiency of your services. Highlight how better efficiency leads to increased productivity.
If your prospects have an internal process issue, you can mention that by integrating your services, their difficult tasks will be easier.
When it comes to customer support issues, highlight how important customer service is to your business. Make your prospects feel that their satisfaction is your top priority.
These are just a few ways that you can address your prospects’ pain points. Also, when having conversations with your prospects, build trust by proving to them that your solutions work. You can do this with customer testimonials, recommendations, and reviews.
Discovering the big-time issues that bother your MSP company prospects and offering them enticing solutions will result in closing more deals. Take a proactive approach, researching the concerns and pain points that your prospects face. This will help you develop an emotional bond with them, becoming someone they can trust to remedy their pain points.