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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 LangerCommunity [email protected] linkedin.com/in/kaitlynlanger
3
• 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
© 2016 eFolder, Inc. All Rights Reserved.
Agenda
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Partner Introduction
Keith KellerVice President
ACCiwww.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
Common Sales Myths and Realities
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
rejectionDo 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
rejectionDo whatever it takes to
close the saleSome clients aren’t a good fit for your MSP
Common Sales Myths and Realities
Sales Tactics and Strategies for MSPs
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.
Make Your 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?
Questions and Discussion
