MSP sales teams have to work hard just to get meetings with target prospects. But getting a meeting does not equate to converting a prospect into becoming a regular client with your company. You have to perform well in the meeting for that.
How to Perform Better in Meetings
Practicing in a role-playing capacity within teams can help prepare you for meetings, but there is never any substitute for going out there and pitching to prospects. That said, there are a few things you can take to a sales meeting with you which should increase your chances of conversion. Think about these tips:
Make Solid First Impressions
MSP sales professionals need to look like they know what they’re doing. While someone who appears to be a software engineer in posture, style, and social disconnect could impart trust for clients, generally this won’t be the case.
Prospects want to talk to someone who doesn’t seem diffident or disconnected. Dress well. Speak well. Don’t say anything you don’t know. Tell the truth, and have facts relevant to your client’s pain points.
Always Be Prepared to Perform
Be sure you’re always prepared to pitch. Oftentimes, sales meetings aren’t set up, they’re off the cuff. If you can’t provide a proposal because you don’t have it internalized enough to do so effectively, that’s going to diminish your ability to convert clients.
They don’t want to wait around while you get your head straight, they want to know you’re so well-versed in what your MSP does, that you can sell on a dime.
Answer Questions, Maintain Diplomatic Politeness
There are going to be questions. Answer them comprehensively and honestly. Be diplomatically polite. A “no” answer from you to clients who are pushing too hard for a discount isn’t actually a bad thing so long as you’re diplomatic about it.
Sales Meetings That Convert
MSP sales meetings should be built around comprehensively answering client questions, maintaining forward diplomacy, and prepared presenters who make solid first impressions. When sellers are enabled to address clients in this way, conversion should be more likely.