You can learn a little bit from the martial art “Judo”. In Judo, the weight of the opponent is used against them. Basically, a bad guy comes at the Judo-trained athlete, and instead of absorbing the impact of a blow, they move with their assailant, transferring the energy of the attack such that the attacker can be rebuffed with a minimum of effort. In MSP sales, there are similar precepts to consider. It’s better to work with a customer than to mentally force them into conversion.
Means of Working with Clients
Your clients represent a massive component of your sales force. If they leave good reviews, that’s going to prompt other prospective clients into conversion. Referral from clients can also be key, and you can provide incentives for them. There are additional tactics worth considering here, several of which include the following:
Understand Where Clients Publicly Conduct Operations
In what areas of the public sphere to your clients primarily operate? Are they on social media? Are they involved with the chamber of commerce? What kind of customers do they have?
Sometimes your client may work as an affiliate with you. You can help them, and they can help you. This is often a relationship MSPs enjoy with vendors. If you know where clients are conducting operations in public, you can expand influence mutually, providing a win-win for everyone.
Ensure Operations Revolve Around Customers
Your operations should already be centered on clients. When you’ve got clients, you’ve got profit. When you’ve got profit, you’ve got sustainability, you can grow, and you’re more able to establish yourself as a pillar of the local community.
Your MSP sales strategy needs to be closely centered on what clients are doing, why they’re doing it, what they need, why they need it, and how competitors may ultimately be out-selling you, as well as what you can do to answer such situations. Client-centered operations are hard to over-emphasize in terms of co-opting customers into advancing your brand.
Use Targets and Metrics to Boost Sales
What are existing targets for your sales conversions on a daily, monthly, weekly, and yearly basis? Are you hitting those numbers? Excellent. If you’re not, you’ll need to do something about that.
Set targets and metrics slightly above what you actually need, and use this as impetus to help your sales team creatively determine ways of maximizing clients toward increased conversion.
MSP sales tend to deal with a more high-profile clientele. As a result, they’re more likely to take a long time in conversion. You need to factor this in. So use targets and metrics to boost sales, make sure your services revolve around clients’ needs, know where clients conduct business publicly, co-opt reviews and referrals, and be persistent. Such an approach to customer management can help you get them to work with you.