Ask any managed service provider about the hardest part of their job, and they will tell you it is closing a sale. MSP marketing professionals are typically good at prospecting for potential clients. They know who their target market is and who they want to try to bring in as a short and long-term customer. Making contact is easy and getting across that starting line as a salesperson can be done, even without experience. The art of turning that company or individual into a customer of an MSP, though, takes expertise.
You could be the very best in terms of prospecting for quality clients, coming up with the best solutions out there; but if you are weak in the sales close department, forget it. The biggest reason why MSPs struggle in a crowded and highly competitive market is because they cannot close sales. It is a technique that needs to be mastered.
Grab a Famous Line
One of the ways you can improve your prospects in the MSP marketing department to close sales is to use a famous line. Pull out something from a movie that has reached mass appeal to try and connect with a potential customer. When you can use a famous line in the sales pitch, you are going to get on the same level as a potential client, bringing them onto your wavelength so that you can be more in sync about what is being pitched and increase prospects of the close.
Glass Half Full
You want positivity in the sales process, and that is going to be a result of the mindset of your salesperson. If the salesperson is you, make sure you have a glass half full approach. When you go try and close a sale with a client, take a positive spin on things. Go into it with the mindset that they are going to purchase the services that you are offering. Sell them on the value and reiterate the quality service they are going to receive. It is a very powerful and highly-effective technique to closing sales when you go in with a positive attitude, assuming the best.
Test the Waters
Let the clients that you are trying to close deals on trial the services you are offering. If you have current customers that are willing, take a client to their locations to show them how effective your services are working in other areas. Even set up minor services in their sectors or businesses so they can see the benefits.
You can also work backwards in the sales closing process. Skip the sales pitch and jump right to the end when you ask if they have an interest in signing on as a customer of your company. This can spark a lot more questions than you realize, as you are going in with positivity, confidence, and the elaboration you give after that move can allow you to close the deal. Though this may be one of the more challenging approaches that you can take, it can yield a lot of positive results.
There are a lot of options that exist for MSP marketing professionals to take when closing deals with potential clients. It is all about trying out these various techniques. You never want to stick to just one, as every potential customer is going to be unique. Size up the prospect that you are working with and see what technique you think is going to work best. Closing sales is a skill that you must master to make the most of your MSP business. Start your mastery of the craft today!