By Chris Wiser, Webroot
I’ve been in this business a long time, and I can honestly say that many MSPs lack a concrete sales process structure. That’s pretty worrisome because, let’s face it, you have to have a plan in order to succeed at just about anything. Imagine you’re an engineer working on server maintenance or a network infrastructure build—you wouldn’t do that without a plan, would you? Your sales strategy should be handled no differently.
First, let’s talk about some don’ts. Avoid taking a call and immediately giving a quote over the phone, as well as going straight to the customer site to conduct ad hoc assessments and sales presentations in the same breath. To build value, you need to stretch this into multiple touches, by which I mean multiple meetings. Sure, that’s more work for you up front, but it’s crucial for establishing trust with the client. You need to open and sustain a dialog about their needs so you can tailor a unique solution for them, without diving right into a pitch. By leading with careful consideration and attention to their needs, you can begin building a lasting relationship and, eventually, bring them a better offering.
Here’s how I recommend you structure your process.