MSP sales are easier to make when there’s a connection. The level of connection and rapport differs depending on how high-profile things are. You’ve likely come into contact with the “golfing” stereotype: CEOs spending their day golfing while everyone works beneath them. Does it seem futile or exploitative? Maybe. But what’s really going on?
Rapport is being built and connections are made. Sales may be discussed or not, but the person is selling themselves as much as they’re selling what they provide. Maybe your MSP sales meetings aren’t on a golf course, but a similar authentic approach focusing on connection is definitely useful. Consider these tips:
Honest, Straightforward Interaction: Be Authentic
Your sales team shouldn’t beat around the bush in pricing, upgrades, or effective measures of tech provision. Your goal should be to provide that which will give clients the best value for their money. Don’t try to shoehorn in add-ons; that’s not trustworthy or authentic— it’s a sideways means of dealing.
Be Friendly and You’ll Get Friends
The CEOs on the golf course likely share a variety of laughs. Maybe mirth doesn’t characterize all your sales meetings, but if you take an attitude that isn’t afraid to have fun at the moment, you’ll likely see more success in terms of conversion.
Read Prospect Culture
School districts will have different needs than restaurant chains. When you’ve got a “fish” on the sales “hook”, you need to know just what sort of fish you’re reeling in. If you’ve got a shark on the line, you want to treat it different than a tuna. With clients, figuring out the kind of culture which defines their business can help you determine the best fit for them in terms of technology.
Work to be personable and build rapport; these are great ways to connect to— and convert— prospects. MSP sales that are culturally sensitive to clientele, friendly, and authentic will build relationships that have a greater propensity for conversion in due course.