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.

Technology

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

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

• 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
Partner Introduction
Keith Keller
Vice President
ACCi
www.linkedin.com/in/dkeithkeller
© 2016 eFolder, Inc. All Rights Reserved.

© 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

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 © 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 © 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 © 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 © 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 © 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 © 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 © 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

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 © 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 © 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 © 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 © 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 © 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 © 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 © 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 © 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?

Thank you!
Kaitlyn Langer
Community Coordinator
klanger@efolder.net
linkedin.com/in/klanger

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