MSP sales must be built around more than conversion. Consider the following client acquisition and management tactics as means of converting clients and keeping them loyal:
Know Who You Are, What You Do, and What Demographics Need
MSP sales will naturally be more effective if they’re informed by solid data pertaining to demographics. To properly reach your target market, you must know what you excel at, what makes you distinct from competitors, and how you can provide true value to those you serve. The more honed you are here, the more you’ll acquire and convert leads.
The Power of “No” from The Art of the Deal
President Trump’s book The Art of the Deal, in the fifth step of his eleven-point process, outlines willingness to walk away from a deal. Any deal is a compromise; there’s give and take on both sides.
If you can’t say “no”, you don’t have true power in negotiation. Your sellers shouldn’t be so desperate for a sale that they negotiate profit out of the transaction. Likewise, you shouldn’t maintain a problem client overlong. Know when and how to say “no”. You’ll serve better clients more effectively if you’re not treading water with the problem people.
Post-Conversion, Don’t Take Your “Foot” Off The “Gas”: Service Must Match
A marriage begins at the altar, but it doesn’t end there. All the courtship preceding this ceremony was salesmanship. The real work begins after. It is precisely the same with sales. Don’t let off on the customer service gas pedal because you’ve converted a prospect. Now’s the time to serve them even more.
Loyalty and Profitability
MSP sales should be built around serving clients after a sale, knowing when to say “no”, and being informed with deep research matching core operations as well as target markets. Such approaches will likely foster loyalty.