MSP salespeople will meet with skeptical prospects at some point—and for some, it may be a daily occurrence. Given the choice, no one wants to buy managed services, and everyone in the room at a sales presentation knows that the salesperson has a vested interest in clinching the deal.
Overcoming stereotypes is just one part of our job. This isn’t unique to salespeople—most of us will be familiar with stereotypes about lawyers, dentists, mechanics, and many other vocations. Being aware of these stereotypes and the way they fuel among skeptical prospects can help you develop a sales approach that staves off their concerns so they can focus on the value you provide. Here are some tips for stacking the odds in your favor.
Make it personal to win over skeptical prospects.
You always want to make your sales message about the prospect, not you. If you’re focusing on all the great things your MSP offers, you’re doing it wrong.
You need to spend time truly getting to know the prospect so you can uncover why your offering will matter to them. When you meet with them for discovery, the conversation should largely be about them to win over these skeptical prospects. Ask lots of questions so you can identify their needs, pain points, hesitations, and concerns. Not only is this information incredibly valuable when it’s time to make your pitch, but it also shows them you see them as individuals rather than just a number.
Be positive with your skeptical prospects!
When you’re selling to a skeptical prospect, using fear tactics will only deepen their skepticism. Yes, there are some potentially devastating consequences of poorly managed IT, but don’t frame things in terms of doom and gloom. Instead, replace negatively charged phrases with more positive ones that convey the same meaning, painting a picture of how good things could be with the right solutions in place.
Acknowledge the elephant in the room.
Skepticism can frustrate us, but it’s easy to see why a skeptical prospect would feel that way. By now, most people across all industries have had a bad experience with an IT salesperson or technician. There’s a good chance they’ve already heard countless pitches just like yours, promising them the world, only to find once they’ve signed on the dotted line that they’re not quite getting all they expected.
You should never badmouth your competitors to your skeptical prospects, but you can throw the industry under the bus all day long. Acknowledge that other MSPs may have failed in some ways and where they are feeling some pain, so you can then combat it. You can explain the challenges the industry faces and how you do it differently, and marketing can help as well.
Know your prospects.
You should put a considerable amount of effort into getting to know your prospect ahead of discovery. Find out what challenges they deal with, and make sure you have a working knowledge of their operations. In discovery, you want to talk to everyone there because each person in the business will face different issues. The goal is to uncover as many concerns as you can. Focus only on what applies to each person as you talk to them, and make sure everyone there has their own selfish reasons for wanting to get on board with your MSP. This way, they’ll feel like they’re concluding on their own that they need you more than you need them.
Sometimes you can tell right away that a prospect is going to be a tough sell. However, by incorporating these tips into your approach, you can overcome stereotypes and skepticism and position yourself for a real chance at winning over a new client.
If you need help closing deals with your skeptical prospects, or if you’re looking for a way to increase your MRR, you’re in luck! Our Academy is just around the corner. Seats are limited, so register today!
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