Learn how to streamline your sales process and set your MSP apart from the competition by focusing on the opportunities that will make you the most money. Join Dave Johnson, CEO of Portland Managed Services, and Kaitlyn Langer, Community Coordinator at eFolder, as they discuss best practices to reinvent the sales pitch and reel in the big ones.

1. 1 © 2016 eFolder, Inc. All Rights Reserved.
• Follow up with appointment
confirmation
• 3 questions:
1. Did they read the content?
2. Do they have any questions?
3. Did they contact the references?
– If they did, great!
– If they did not, reschedule
appointment
Sales Strategy – Part 3

2. MSP Sales Strategies, Part 4:
How to Bait for Better Clients
Kaitlyn Langer
Community Coordinator
klanger@efolder.net
linkedin.com/in/kaitlynlanger

3. • Partner Introduction
• Defining the “Big Fish”: What is a Great Client?
• Implementing a Profit Tracker Method
• Surefire Sales Process to Attract Better Clients
• Questions and Discussion
3 © 2016 eFolder, Inc. All Rights Reserved.
Agenda - How to Bait for Better Clients

4. 4
Partner Introduction
Dave Johnson
CEO
Portland Managed Services
© 2016 eFolder, Inc. All Rights Reserved.
MSP Mentor Top 100 Small
Business MSPs: 2013, 2014,
2015, 2016
MSP Mentor Top 501 MSPs:
2013, 2014, 2016

5. Clients in many industries including manufacturing
and non-profit
© 2016 eFolder, Inc. All Rights Reserved.5
A division of Netropole Inc
Based in Portland, OR
Founded in 1994
Over 20+ clients & 600+ endpoints
Portland Managed Services

6. 2013 2014 2015
Income $861,473.00 $1,105,160.00 $1,268,372.00
Net Profit $(533.00) $39,723.00 $208,795.00
$861,473.00
$1,105,160.00
$1,268,372.00
$(533.00)
$39,723.00
$208,795.00
$(200,000.00)
$-
$200,000.00
$400,000.00
$600,000.00
$800,000.00
$1,000,000.00
$1,200,000.00
$1,400,000.00
Revenue
Focused Effort = Focused Results

7. What Makes a Great Client?

8. 8 © 2016 eFolder, Inc. All Rights Reserved.
DefineYour “Big Fish”
Think Qualifications like…
• Company size
• Potential monetary value
• Growth mode
• Will they understand the value you will bring?

9. Implementing a Profit Tracker Method

10. Run the Numbers
Created a “Profit Tracker” spreadsheet
• So simple a caveman can use it!

11. 11 © 2016 eFolder, Inc. All Rights Reserved.
AssessYour Current Client Base
Based on numbers, which clients are “great
clients” or the “big fish”?
Other factors:
– Do they pay their bills?
– Are they “needy”?
– How do they treat your staff?

12. Surefire Sales Process to Attract Better
Clients

13. 13 © 2015 eFolder, Inc. All Rights Reserved.
Sales Strategy – Part 1
• Qualify your leads
– Research web, LinkedIn, Google
• Conduct 1st call
– Frame up front details of managed services offerings
– Present value proposition
– Identify client needs
• Schedule in-person meeting

14. 14 © 2016 eFolder, Inc. All Rights Reserved.
Sales Strategy – Part 2
Mail “Shock and Awe” packet to prospects
1. Cover Letter
• Confirms appointment
• Recaps first call
• Tells them again to contact references
2. Two (2) Newsletters
3. Bill of Rights
4. Case Studies
5. Company Description – How We Do Business
6. Reference List

15. 15 © 2016 eFolder, Inc. All Rights Reserved.
• Follow up with appointment
confirmation
• 3 questions:
1. Did they read the content?
2. Do they have any questions?
3. Did they contact the references?
– If they did, great!
– If they did not, reschedule
appointment
Sales Strategy – Part 3

16. 16 © 2016 eFolder, Inc. All Rights Reserved.
• In-person meeting with key stakeholder(s)
– No stakeholders, no meeting
• Answer final questions, continue to
establish relationship
• Bring a contract!
• Plan network audit assessment
Sales Strategy – Part 4

17. Inbound Lead
Qualified?
Thank You Letter
and Card
Shock and Awe,
References,
Instructions
Follow up call 2 days
beforemeeting.
Read and checked
references?
Reschedule
Follow up call 2 days
beforemeeting.
Read and checked
references?
Cancel Meeting
No
Yes
No
Yes
No
Yes
Meeting
Qualification
Sales Strategy – Recap
Process – Marketing Methodology

18. 18 © 2016 eFolder, Inc. All Rights Reserved.
Sales Strategy Results
1. You only have so much time on this earth. Don’t waste it with
suckers.
2. Get everything out on the table in the first phone call.
3. Random effort does not result in long term, quality clients.
4. Prospects who put some effort in before the first meeting are the
only clients that you want.
5. The amount that a client will pay you in directly related to the
value that they place on you and your services.
6. Measure the dollar value of your clients to you every month.
Adjust as necessary.
7. Always have a document for them to sign in the first meeting.
This is the great qualifier.

19. 19 © 2016 eFolder, Inc. All Rights Reserved.
Questions for Dave
• What happens to prospects who never call the references?
Do you keep them in your database?
• What CRM solution or other software do you use to keep
track of clients?
• Share a little bit about your lead generation strategies.
• How is your sales team structured?
• What service offerings do your clients find most
appealing?

20. Questions and Discussion

21. Webinars@efolder.net

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