The Value of Natural Engagement
When an MSP company has some level of entertainment value in its presentations, that’s going to do a lot of positive things in terms of clientele engagement. Certainly, substance over style is always recommendable, especially in sales. You want to give prospective clients enough information to make an informed choice. But when you can have style and substance, that’s going to do a lot to help you make an impact that’s memorable.
Strategies to Foster “Jazzy” Impact
Your outreach strategies should have some “jazz” to them. They should be attractive directly and indirectly. This is true for online content, and it’s true for direct presentations where you’ve got your clients in a meeting room and you’re desperately trying to convert them. For either situation, consider these methods of approach:
Regale Clients with Tales That Go to Unexpected Places
Your MSP company can tell a story with a beginning, a middle, and an end. Fictional client A had X troubles, so he found Y services from our MSP, and then experienced Z success. It’s best if the tales you use to regale prospects are relevant to them. You can use existing customers to help get the mix right here. Also, find details that are surprising, unexpected, and interesting. Pepper them throughout your narrative.
Something else that can work is an allegory with a twist. You spin a narrative that seems hypothetical, then jump in on the back-end with a twist: “…and that company which failed from using our competitors was, ironically, your competitor, Mr. Hypothetical Prospect.” Research and personalization go a long way in maximizing presentations.
Expressive Presentation Is Recommendable, So Are Props
When you’re expressive, that’s more memorable and engaging. Call prospects by name, crack a few jokes if the atmosphere is conducive to such a level of casual interaction. You’ve got to adapt to fit the situation. Generalized expressiveness can be written into online content, specific expressiveness may involve hosting a pitch-meeting at your prospect’s favorite restaurant.
Also, props are good. They’re engaging, memorable, entertaining, and sometimes they serve to describe an abstract tech concept better than words can. Online, videos and pictures act much as props do in the real world.
Build Digital and Personal Outreach Around Themes
Themes should match the core vision of your business and reflect the desires of target clients. If you can determine appropriate thematic material beforehand and disseminate that throughout content or Standard Operating Procedures (SOPs) in sales presentation, that makes a lot of sense.
Become Naturally Interesting to Prospects
An MSP company that consolidates presentations around themes, is properly expressive and tells a story that takes prospects to unexpected places will likely have more impact with target prospects. Figure out how you’re presently perceived, and ways to jazz up those perceptions.