It's hard to get your foot in the door when you can't get a date on the calendar. Are you looking to accelerate sales? If you want to grow your MSP business, you can't rely on prospects coming to you or having your phones ring endlessly. That's not how your industry operates. In order to sell managed IT services, you have to arrange a time to meet with prospects. Have you found setting MSP appointments to be challenging? You may be going about it in the completely wrong way...
We joined Dale Stein, Co-Founder of Technology Assurance Group (TAG), an organization of leading managed providers and Partner at Voice Smart Networks, Southern California’s leading managed services provider, for a three part webinar series about the MSP appointment and sales process.
In the first webinar, Targeting the Right MSP Audience & Making an Impact on the Decision Maker, Dale covered how to identify key decision makers and ideal prospects - those you have a high probability of closing.
But what's the next step? How do you develop relationships with these prospects and move them down the sales funnel?
In How Do You Market, Call & Set an MSP Appointment?, Dale walks through the proper way to request onsite visits, complete with call script suggestions and marketing followup.
We're so sure this program will help you obtain more business and better understand your target market's needs, we're providing an outline of subject matter you can expect to learn when you download the webinar below.
Webinar at a Glance
Why Most MSPs Never Get that First Appointment
Dale insists that there are two main reasons why prospects won't buy. Can you guess them? I'll give you one of them - you are confusing them to no end, leaving them overwhelmed! Dale claims that MSPs have a tendency of discussing too much too soon with too much information. Do you offer proactive server monitoring, help desk customer support and cybersecurity defense? That's fantastic! Just focus on one of these services on that initial call. Ease your prospects into the buying process and simplify.
In our webinar, you'll learn how this "keep it simple" strategy works and why preliminary phone calls are meant for communicating the business value your solutions will bring clients.
Build Your Network through Educating
Have you still not hopped aboard the peer group bandwagon? When you consider that all IT is local, you want to build as many connections as possible in your community. When you download this webinar, you'll learn why getting in front of key local groups like community nonprofit boards, referral groups and IT schools positions your business as thought leaders in your field. You have a lot to learn from one another, for one!
Marketing Your IT Services
Once you educate prospects, how do you keep them from forgetting about you? Steady and simplified marketing efforts. Dale discusses the importance of frequent followup and shares the tactics that have worked for TAG. Are you on LinkedIn? It's not just for college graduates looking for their first job. Quite the contrary, Dale discusses how MSPs can leverage the social networking channel for prospecting and referral research.
What to Actually Say and Ask on that First Sales Call
Anticipating the three questions a prospect is likely to ask you and having a response plan is crucial. What else should every MSP arm themselves with on initial, relationship-building calls? A script of your own. Know the main questions you'll ask in return and your follow-up inquiries when a prospect responds with an answer that may discourage the sale. Dale explains how it's about establishing trust at this stage. You don't want to go in assuming it's the right fit. You need to diagnose what the company's main IT weaknesses are so that you can best position your services as the solution.
Answers to Questions You Probably Have, Yourself!
As with all of our live webinars, at the end, Dale addresses questions entered into the chat pane from MSPs like you! Not sure how to react when a prospect wants to cut to the chase and asks for a price quote? Answers to these common blunders and more!
Did this blog post leave you wanting more? Download our webinar!