As a managed services provider, you may not realize how important it is to attract the interest of your prospects. IT marketing is a crucial part of any tech service and can ensure your long-term success, yet it isn’t always an MSPs strong suit.
The key to landing new clients and closing more deals is fully communicating the services and features you have to offer. The same, fly-by-the-seat-of-your-pants approach to a sales presentation doesn’t work with these clients. If you are ready to see how to create an effective presentation that helps you close more deals, then just keep reading.
Build a Better Managed Services or Cloud Offering
One of the absolute best ways to gain the interest of your prospects is to add extra features to your current MSP services model. When you offer more in terms of your services, you have a better chance of capturing your prospects’ interest. However, you should choose features that seem appealing and fit their needs, such as cloud computing and storage, which can increase cost-efficiency.
If you are unsure what type of features to highlight in your presentation, it is a good idea to begin attending IT trade shows. This allows you to find new and innovative services, as well ways to increase and improve your business' value proposition.
Create a “Canned” Sales Presentation
There are some IT service salespeople who simply “wing” their presentations when trying to hook a new client. While this is admirable, it’s not always going to result in the acquisition of that new client. As a result, it’s a good idea to consider developing a “canned” presentation that you can always have at-the-ready.
The last thing you want to do in your presentation is to forget something. With a well-crafted canned presentation, you can feel confident that all the main features and benefits of the services you offer are addressed. If this sounds like a good idea, you can go ahead and get started by creating this presentation in your PowerPoint program.
Practice Your Sales Presentation in a Live Scenario
Once your canned presentation is created, you might believe that the hard part is over; however, this is simply not the case. You can’t just know the points of your presentation and go through the motions. You need to learn and understand all the points and have the ability to elaborate when necessary. When making a presentation highlighting your IT services, you do not want to fumble through the whole thing. If this happens, the client is going to know you are not prepared, which reduces the chances you have of closing the deal.
In this case, practice does make perfect. If you want to make sure that you’re ready to use your presentation, you need to rehearse it over and over. You can do this with an employee or even your spouse. This gives you the opportunity to know your presentation inside and out and nail it every time.
Write Down What Your Prospects Say
Once you are ready to present your MSP sales pitch, make sure you take along a notepad so you can write down everything your prospects say. When you take notes during the presentation, you can easily remember any objections or questions a potential client has. This simple action also lets your clients know that you believe what they are saying is important, and it can easily help you prepare for future presentations as well. As a result, most people reciprocate and listen carefully to what you have to say. You’re already in the business of addressing your clients’ every IT need, and this simple step will ensure you also address their every question.
The Bottom Line
If you want to gain the business of your prospects, then you have to have a canned IT marketing presentation that outlines the most appealing services and features you offer. While this may seem difficult a first, once you get started, you can easily succeed. When you have a carefully-written presentation that you rehearse and get to know, you can gain the ability to close sales and acquire new business with ease.
By Carlos Borges
By Ray Vrabel