With competition in the MSP space heating up, how will you stand out among your peers when making a sales call to prospective clients?

1. The Most Effective Sales Tactics and
Strategies for MSPs
Ariane Pollock
EMEA Marketing Coordinator
apollock@efolder.net
linkedin.com/in/arianepollock

2. • 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
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Agenda

3. 3
Partner Introduction
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Cheeky Munkey
Based in St Albans, UK
Founded in 1999
Offers managed services, desktop support, and maintenance
Clients across all verticals

5. Common Sales Myths and Realities

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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

7. Sales Tactics and Strategies for MSPs

8. Identifying a Prospective Client
Identify through:
• SEO
• External telemarketing company
• Marketing activities
• Dissatisfied clients from other MSPs
• Networks
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Qualifying a Prospective Client
Consider:
• Size of organisation
• Budget
• Time frame (3-6 months)

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Tactics for Initial Contact
• Sales pitch outdated
• Instead, adapt a consultancy approach
• Let prospect identify their pain points
• Plan meeting at office to continue
discussion

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In-Person Meeting Strategy
Effectively communicate value prop:
• Meet with key leadership figure
• Have conversation about business strategy
• Develop a proposal together

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The “Price”Talk
• “You get what you pay for”
• In first 3 months, if you are unsatisfied, you
can cancel within a week’s notice
• Highlight mutual goals

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Marketing Materials
• Sales presentation on iPad and on pdf
• Brochure to leave with clients
• Give Away

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Following Up
• 7 conversations on average
• 6 month process before closing deals
• Use CRM to track touch points and next steps

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MakeYour MSP Stand Out
• Understand everything you need before
prescribing a solution
• Be proactive and avoid miscommunication
• Act like their IT department

16. Questions and Discussion

17. Thank You!
Ariane Pollock
EMEA Marketing Coordinator
apollock@efolder.net
linkedin.com/in/arianepollock