eFolder Partner Chat Webinar — MSP Sales Strategies, Part 2: The Most Effective Sales Tactics and Strategies for MSPs
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For many MSPs, picking up the phone and dialing for a sales pitch can be slightly intimidating. How do you effectively communicate your value proposition? How will it be received? What can you do to counter client objection? Join Keith Keller, Vice President at ACCi and Kaitlyn Langer, Community Coordinator at eFolder as they discuss the most effective sales tactics and strategies for MSPs.
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eFolder Partner Chat Webinar — MSP Sales Strategies, Part 2: The Most Effective Sales Tactics and Strategies for MSPs
- 1. 1 © 2016 eFolder, Inc. All Rights Reserved. Tactics for Initial Contact • Speak to CEO/COO or controller/decision maker • Explain connection • Have a strategic conversation – Operational maturity level • Plan meeting at office to continue discussion
- 2. MSP Sales Strategies, Part 2: The Most Effective Sales Tactics and Strategies for MSPs Kaitlyn Langer Community Coordinator klanger@efolder.net linkedin.com/in/kaitlynlanger
- 3. • Partner Introduction • Common Sales Myths and Realities • Identifying and Qualifying Prospective Clients – Tactics for Initial Contact – Meeting Strategy • The Price Talk • Following Up • Questions and Discussion 3 © 2016 eFolder, Inc. All Rights Reserved. Agenda
- 4. 4 Partner Introduction Keith Keller Vice President ACCi www.linkedin.com/in/dkeithkeller © 2016 eFolder, Inc. All Rights Reserved.
- 5. © 2016 eFolder, Inc. All Rights Reserved.5 ACCi Based in Birmingham, Alabama Founded in 1989 Offers managed services, project services, and application development services Over 200 clients using file sync, BDR, and more Clients in finance, medical, and manufacturing & distribution
- 6. Common Sales Myths and Realities
- 7. 7 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Common Sales Myths and Realities
- 8. 8 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Common Sales Myths and Realities
- 9. 9 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Sales is a numbers game Common Sales Myths and Realities
- 10. 10 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Sales is a numbers game Quality of numbers is crucial Common Sales Myths and Realities
- 11. 11 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Sales is a numbers game Quality of numbers is crucial You must have thick skin Common Sales Myths and Realities
- 12. 12 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Sales is a numbers game Quality of numbers is crucial You must have thick skin Knowledge of services and potential clients helps with constant rejection Common Sales Myths and Realities
- 13. 13 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Sales is a numbers game Quality of numbers is crucial You must have thick skin Knowledge of services and potential clients helps with constant rejection Do whatever it takes to close the sale Common Sales Myths and Realities
- 14. 14 © 2016 eFolder, Inc. All Rights Reserved. Myths Reality Must talk a good game, fake it till you make it Product knowledge and trust create loyal clients Sales is a numbers game Quality of numbers is crucial You must have thick skin Knowledge of services and potential clients helps with constant rejection Do whatever it takes to close the sale Some clients aren’t a good fit for your MSP Common Sales Myths and Realities
- 15. Sales Tactics and Strategies for MSPs
- 16. Identifying a Prospective Client Identify through: • Referrals • SEO • Dissatisfied clients from other MSPs • Networks – Personal – Professional – Clubs/associations – Sports – Church © 2016 eFolder, Inc. All Rights Reserved.16
- 17. 17 © 2015 eFolder, Inc. All Rights Reserved. Qualifying a Prospective Client Consider: • Do they currently have an IT staff? • # of employees • # of employees on the network • Annual revenue • Do they have a viable business plan? • Recent leadership changes • Office environments
- 18. 18 © 2016 eFolder, Inc. All Rights Reserved. Tactics for Initial Contact • Speak to CEO/COO or controller/decision maker • Explain connection • Have a strategic conversation – Operational maturity level • Plan meeting at office to continue discussion
- 19. 19 © 2015 eFolder, Inc. All Rights Reserved. In-Person Meeting Strategy Effectively communicate value prop: • Meet with key leadership figure – Tip: try to avoid IT services manager • Have conversation about business strategy – Stabilizing budget • Preventative measures against technical issues
- 20. 20 © 2015 eFolder, Inc. All Rights Reserved. MakeYour MSP Stand Out • Understand everything you need before prescribing a solution - Network Technology Assessment: Do your lab work before the doctor diagnoses • Use marketing and selling tools to differentiate your company and services • Excellent customer service
- 21. 21 © 2016 eFolder, Inc. All Rights Reserved. The “Price”Talk • “You get what you pay for” • Best practices speech - Things your clients should be doing, but are not currently doing - Emphasize your role as a preventive physician, not an ER doctor
- 22. 22 © 2016 eFolder, Inc. All Rights Reserved. Marketing Materials • Success stories and case studies • Connect prospects and current clients to verbally share success stories • Relationships have more impact than handouts
- 23. 23 © 2016 eFolder, Inc. All Rights Reserved. Following Up • 3-5 conversations on average • 4-8 week process • Use CRM to track touch points and next steps
- 24. 24 © 2015 eFolder, Inc. All Rights Reserved. Questions for Keith • How and when do you discuss the cost of downtime? • Do the members of your sales team have a quota? • How do you ensure collaboration between your marketing and sales teams? • How do you drive upsell and cross-sell opportunities among existing clients?
- 26. Thank you! Kaitlyn Langer Community Coordinator klanger@efolder.net linkedin.com/in/klanger