MSPs sell a very different product—one that is difficult to explain to even the most intelligent business professionals and one that can be even more difficult to justify. Because of this, we need to have a very accurate and complete sales process.
You might be saying, “Well, if it results in a signed agreement, then who cares?” But the thing is, it doesn’t typically result in a signed agreement… and when it does, then you can thank that fortune cookie you had during lunch that day.
Your sales process should be standardized, and you and your salesperson should always know when to stop the process. Otherwise, you’ll lose money, time, and resources that you’ll never be able to get back.
A great majority of MSPs I come into contact with at training events don’t market, and they still ask me why they don’t have any leads coming in. Marketing, and more specifically, the message you market, is the key to a first interaction. At CharTec and ARRC Technology, this is considered our first close. We send our leads multiple touches—postcards, emails, calls, letters, event invites—all in an effort to close that first interaction.
Once you close that first interaction, it’s time to close that first appointment. This is your chance to not only get a Discovery on the books but to build your credibility as a technology provider. Ask diagnostic questions to identify potential opportunities for your MSP—these openings will stem from pain points AND desires that combine to create genuine needs.
Get the Discovery
The 1st Appointment should lead you to the Discovery. During this on-site visit, you must establish potential implications or issues that stem from those pain points and needs discussed during the 1st Appointment. Don’t just spout out whatever issues you can possibly conceive, though. Make sure they are legitimate to the business. To do this, speak with all levels of the company’s org chart to determine daily concerns, to hear technology horror stories, and to discover concrete facts. This will supply you with the ammo you need during the Presentation.
Get the Presentation Appointment
When you get to this step, make sure it counts. Cover all the bases, from business issues and current processes to support solutions and proposed processes. Only present if a decision maker is present, but that doesn’t mean direct all your attention to this person. Your presentation should cater to every person—from the CEO on down to the receptionist. Paint pictures of potential issues, create engaging exercises and stay away from tech speak.
Get the Check
It’s almost time to get the check, but before that, you have to deliver the proposal. Describe every piece of your proposal briefly and go in-depth as to why and how your proposed solutions will improve their current business. Keep the participants focused on relevant, easy-to-understand information. Handle objections carefully by preparing yourself beforehand. For example, an objection to price should be resolved with a PowerPoint slide on previous excessive spending versus future savings. Always remain firm with your Managed Service offering to avoid scope creep and to standardize your technical support.
If you’d like to read more on these five closes, download this e-book on the MSP sales process here.
Note: GreatAmerica is hosting a training by Alex Rogers to teach sales people how to sell the As-A-Service model, and would like to invite you to attend one of our upcoming sessions. Visit www.greatamerica.com/chartec for dates, pricing and details.
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