MSP sales have a longer sales lifecycle than other areas of outreach. When a conversion is made, it yields greater profit; but you’ve got to work for it. You want to plan everything out in advance. The best strategy will involve identifying key aspects of the sale and optimizing around them. Following are tips that will help you do that:
- Don’t jump the gun
- Remember: buyers don’t make the close themselves
- Don’t keep talking after making an offer
Don’t Jump The Gun
Your MSP sales should focus on where a client’s at in their mind concerning your products or services. It’s like taking a lady out on a date. If you try to kiss her too soon, she will give you the boot, and that’s the end of the date. You’re courting your client in a similar way, and you’ve got to learn the signs that they’re perhaps amenable to your services. Wait until the time is right, and you’ll be more successful at converting clients.
Remember: Buyers Don’t Make the Close Themselves
On the flip side of that coin, much like a fine royal lady, it’s unlikely that they’ll take charge and secure your services, even if they want them. More likely, they’ll wait for you to make the close. There are a few reasons for this. One, nobody likes to spend money. Two, people are subconsciously trained to let a seller make the sale. Not all prospects are this way, many are.
Don’t Keep Talking After Making an Offer
Once you make an offer, don’t diminish its power by blathering on like a teenager on his first date. As Mark Twain says, it’s better to be silent and be considered a fool than to open your mouth and remove all doubt. Once you make an offer, clam up and wait.
For your MSP sales to become more successful, you have to wait for the right moment, initiate when appropriate, and refrain from talking after a pitch has been made.