Do you have any upcoming, in-person meetings with prospects in the healthcare vertical that you're hoping to close into clients? If so, you're probably working out your plan of attack. Distributing printed collateral is smart, but I recommend you also develop a formal, company-branded presentation that draws your audience in. In developing the content for your deck, keep it as customer-centric as possible. What's going to resonate with the audience you pitch to? What do they need to know in order to understand the value of your managed IT services?
If you plan on using the same Powerpoint for a dentist office as you do for a law firm, you need to rethink your sales strategy. Nowadays, it's all about personalization. Before any prospect meeting or call, first ask yourself what that business's pain points are, and use that to influence your formal presentation and proposal. At this stage in the MSP sales journey, you should have already identified the prospect's business challenges after asking a series of discovery questions.
So back to our example of appealing to healthcare leads - let's say you're developing a deck for a chiropractor. In your previous discussions, you've identified that the business owner doesn't have an established security policy in place, but also doesn't think they have anything to worry about. They're just a small practice in Spokane, Washington. It's not like they're Target or any other organization worth stealing from.
As a savvy MSP who knows just how lucrative it is to steal, sell and/or hold protected health information (PHI) for ransom, you recognize that this medical practice is low-hanging fruit for cybercriminals. Already, we're seeing a huge rise in the volume of ransomware attacks against healthcare organizations. That combined with the chiropractor's need to maintain HIPAA compliance makes you the data security solution they don't know they need. Work this into your presentation, and find compelling statistics that illustrate your point! We often refer to this strategy as creating Fear Uncertainty and Doubt (F.U.D.). To help you get started, we've already pulled data from Ponemon Institute's Sixth Annual Benchmark Study on Privacy & Security of Healthcare Data.
See the chart below:
Something like this makes for a convincing visual in any sales presentation, so either reuse this chart or find your own and build into your next prospect meeting Powerpoint.
Continuum Partners: In continuing our commitment to help you accelerate sales through ongoing marketing support, every week we will be uploading customizable Powerpoint templates with relevant charts and data that you can input into your own decks. And because it's white labeled, you'll be able to add your own logo and branding to stand out against the crowd! Just keep checking back on the Partner Support Portal for files to download!
While we're on the subject of MSP appointment preparation, many MSPs will run a network assessment on the prospect's network beforehand. Then they'll present the report findings when they meet prospects face-to-face, which often uncovers new business opportunities. Typically, small-and medium-sized businesses (SMBs) are ignorant about the health of their IT infrastructure, and the network assessments prove they need ongoing, proactive monitoring and management.
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And if you serve HIPAA clients, you should definitely check out the HIPAA module to win new business! Learn more in this webinar:
By Lily Teplow
By Lily Teplow
By Brian Downey