Your MSP business needs to make appointments with existing clients and target prospects. Those appointments must be kept perfectly, and fully maximized. Now certainly, going to dinner or other social events has its place in the negotiations phase, but there comes a time to sit down and talk seriously. Following are some suggestions to help you most effectively make appointments, keep them, and see successful outcomes:
Always Remain Professional
An MSP business should never cancel an appointment unless something so penultimate has happened that there’s no other option. If there is industrial espionage which destroys your primary center of business, if extreme weather develops which is a danger to everyone in your community, or if there’s some military conflict, then canceling an appointment is fine–even advisable. But canceling an appointment because you booked two in the same time slot is bad business and apt to lose you a client.
Be professional. Make appointments which conform to client needs and be sure you honor them. If you can’t honor an appointment, what kind of service will you provide? Part of a client’s decision to work with you will involve collateral factors indicating your MSP’s professionalism.
Ensure Prospects are Properly Qualified Beforehand
If you make appointments with prospects who either aren’t qualified to execute conversion or who won’t actually be worth your time even if they convert, that’s wasting everybody’s time.
Seek qualified prospects, make appointments with qualified prospects. Have a system in place to help you find those which best match your MSP’s needs. Grade each new lead based on relevant factors indicating their appropriateness.
Prepare Collateral Marketing Materials Conforming to Target Prospects
When you know you’ve got an appointment with a specific prospect coming up, you’ve got ample opportunity to prepare materials which specifically match what this prospect is going to need.
You may even be able to prepare some which exactly describe the pain points of prospects and can give clear numbers indicating your effectiveness in helping assuage those pain points.
Don’t Neglect the Value of Incorporating a Well-Designed Call Script
Call scripts used for phone appointments can help you ensure you get all the points you need to cover before the appointment ends. Using the same sort of scripting for physical meetings can be key in ensuring you cover all relevant issues. Also, such scripting can help you “upsell” prospects on relevant services, should the opportunity to do so present itself.
Having More Successful Appointments
An MSP business would be well advised to incorporate scripted appointments so all talking points are covered, prepare collateral marketing materials which directly match prospect needs, qualify prospects before making any appointments, and conduct itself professionally throughout such proceedings. An attitude toward appointments which employs these tactics will likely see more success in terms of conversion.