Your MSP sales team needs to give clientele an experience they prefer to competitors. You want increasing profit margins over time, and you want repeat clientele. Following are tips to help your MSP achieve such ends:

Truth as Opposed to Answers That Sell

MSP sales will often be pushed by sellers who may or may not be too tech savvy, though they’ll almost certainly be more savvy than those they’re converting. Accordingly, it’s possible to give the right answer for a conversion without strictly telling clients the truth.

This is a bad idea because clients will find out they were hoodwinked; not all clients, of course, but it is enough to lose you business later. It’s better to tell the truth than to give the answer which converts.

Content, Relationships, Trust and Sales

When you’ve got reliable content, clients begin to trust you. Even if you haven’t met them, you’ve initiated a sort of relationship. That relationship is built around trust that clients have for solutions they know have value.

Content leads to relationships, relationships lead to trust, and trust leads to sales. Working with an SEO provider which centers outreach around MSPs can be integral in designing trust-facilitating content.

Initiate Such Strategies Across Corporate Culture

Your corporate culture needs to facilitate strategies encouraging trust and honesty across all levels of infrastructure. There’s a temptation to treat clients as “other” than internal employees. After all, they don’t understand technology and incidentally commission unnecessary work through dint of that ignorance. But at the same time, such clients are technically partnered to your company.

You do well for them, then they do well for you through increased tech sales. Accordingly, encourage truth and honesty in client interactions. This increases trust, builds relationships, and produces sales.

Effective Selling

An MSP sales strategy focusing on honesty and truth builds relationships. Designing such truth into content and initiating such strategies throughout operations is a great step toward building long-term relationships with profitable clientele.  

About the Author

Brent Whitfield is CEO of DCG Technical Solutions, providing IT support in the Los Angeles area since 1993. DCG exists to help clients choose, implement, and manage IT and cloud solutions that are cost effective and reliable. DCG’s pro-active approach to IT is ideally suited for companies who depend on reliable IT infrastructure, but don’t want to spend a lot of money to keep it that way. DCG was recognized among the Top 10 Fastest Growing MSPs in North America by MSP mentor. Brent has been featured in Fast Company, CNBC, Network Computing, Reuters, and Yahoo Business.