People have been trying to persuade one another to do things since the dawn of time. Nowadays, most persuasion attempts require convincing someone to purchase a service or product. If your MSP business has a savvy sales team capable of using the principles of persuasion, your bottom line will benefit in due time.
Let’s take a look at these principles and how they can be used in the context of sales:
Be Accessible and Consistent
Your sales team should be available, consistent, and willing to commit to meeting client needs. Those interested in your services are more likely to become loyal clients if they believe your business will reciprocate. Set the expectation of consistent, reliable service provided in a timely manner and clients will think that much more of your MSP business.
Get the Client to Like You
People are drifting away from one another and toward screens and electronic devices as technology improves. There is a good chance that target clients will turn down your sales team’s initial outreach efforts. Ideally, your team will work from referrals provided by prior clients. Have your team focus on getting target clients to like them and it just might prove sufficient to rack up the sales. However, building a rapport with a prospect is easier said than done. Do not focus on business. Talk to target clients about other subjects to show you have a genuine interest in their life as well as their work.
The Issue of Scarcity
People are more likely to purchase a product or service that is scarce. The lack of supply makes people that much more interested as there is an assumption the price will increase or supplies will be depleted in the near future. Convince target customers they are taking advantage of services that are in limited supply and there will be a steady demand. Even offering an exclusive or limited time offer will make customers feel special.
Social Proof
If people observe others doing something, they are more likely to follow suit. The awareness that someone is not the sole person doing something justifies the behavior in his or her mind. Furthermore, copying someone else reduces inhibitions to boot. In fact, social proof can even convince someone the decision in question is a good one. In the context of sales, this principle is important as case studies can prove quite helpful. Be sure to reference clients that have enjoyed considerable success following the implementation of your services. Once prospective clients understand how your services benefit current clients, they will be enthused to see the same at their office.
Establish Yourself as a Legitimate Authority and Sales Will Roll In
Above all, establishing legitimacy matters the most. If people view your MSP business as a respectable and credible authority, they will put their faith in your team. Prove your legitimacy and prospective clients will view your team as trustworthy and legitimate.
