Teaching new hires to be strong prospectors is a critical component of building a successful sales team. Prospecting, the process of identifying and reaching out to potential customers, can be daunting, especially for those new to the role. However, with the right training and strategies, even the newest salesperson can become a proficient prospector. Here’s how you can guide your new hires to excel in this essential aspect of sales.

Active Listening

Encourage your new hires to hone their active listening skills. Salespeople are often perceived as talkative, but the best prospectors know when to speak and when to listen. Teach them to pay close attention to the language, tone, and emotional cues of potential buyers. This will enable them to gather valuable information and respond appropriately.

Role-play prospecting calls where the focus is on listening rather than speaking. Have new hires practice summarizing what the “prospect” has said to ensure they’ve understood the key points.

Handling Objections

Objections are a natural part of the prospecting process. Prepare your new hires by helping them anticipate common objections and practice responding to them. Emphasize the importance of pausing after an objection to acknowledge it before moving forward.

Create a list of common objections and have new hires develop and role-play their responses. Encourage them to ask clarifying questions that can lead to a deeper understanding of the prospect’s concerns.

Identifying Pain Points

Prospecting is not just about selling a product or service; it’s about solving a problem. Train your new hires to identify the pain points of potential customers by asking open-ended questions that encourage prospects to discuss their challenges.

Develop scenarios where new hires must uncover hidden pain points through a series of probing questions. Teach them to listen for cues that indicate a deeper issue that your product or service can address.

Assumptive Closing

The assumptive close is a technique that can be effective when used at the right time. It involves assuming that the prospect will make a purchase based on the benefits presented. Teach your new hires to use this technique after they have built rapport and demonstrated the value of your offering.

Practice scenarios where new hires use the assumptive close in a natural and confident manner. For example, they might say, “Based on what you’ve told me, our premium package seems like the best fit for your needs. Shall we proceed with setting up your account?”

Continuous Learning and Adaptation

Prospecting is an ever-evolving skill set. Encourage your new hires to continuously learn from each interaction and adapt their approach accordingly. Provide them with resources such as books, podcasts, and seminars on sales techniques.

Set up a weekly meeting where new hires can share their experiences, discuss what worked and what didn’t, and brainstorm ways to improve their prospecting efforts.

Leveraging Technology

Introduce your new hires to CRM systems and other prospecting tools that can help them track interactions, schedule follow-ups, and analyze their performance. Teach them how to use data to prioritize leads and personalize their outreach.

Provide hands-on training with the CRM system and other sales tools. Assign tasks that require new hires to log activities, set reminders, and generate reports.

Building a Prospecting Routine

A consistent routine can help new hires stay focused and efficient. Help them develop a daily and weekly prospecting schedule that includes time for research, outreach, follow-up, and administrative tasks.

Work with new hires to create a personalized prospecting plan. Monitor their adherence to the plan and adjust as needed based on their results.

Encouraging Resilience

Prospecting comes with its fair share of rejection. Teach your new hires to view each “no” as a learning opportunity and not to take rejections personally. Encourage a mindset of resilience and persistence.

Share stories of successful salespeople who overcame rejection and eventually succeeded. Create a supportive environment where new hires feel comfortable discussing their challenges.

As Managed Service Providers (MSPs) operate in a highly competitive landscape, differentiating oneself is essential to not only survive but thrive. Building authority in the marketplace is a key strategy that can set an MSP apart from competitors, and one effective way to achieve this is by becoming a thought leader. Here are actionable steps to help MSPs establish themselves as thought leaders, strengthen their brand, and ultimately grow their business. 

1. Identify Your Niche Expertise 

Thought leadership starts with having a deep understanding of a specific area within the MSP world. While general knowledge is useful, true thought leaders are recognized for their expertise in a certain niche – be it cloud services, cybersecurity, compliance, or another specialized field. By focusing on your core strengths and specialized knowledge, you can begin to craft a reputation as the go-to expert in that area. This requires not just saying you’re an expert, but demonstrating it through various platforms and media. 

2. Produce Quality Content Regularly 

Once your niche is identified, start producing high-quality, educational content. Blog posts, whitepapers, webinars, podcasts, and videos are all effective mediums for sharing insights. Ensure your content is not only informative but also engaging and accessible. Avoid jargon and explain complex ideas in simple terms. Also, maintaining a regular publication schedule is crucial, as consistency helps build trust and keeps your audience engaged. 

3. Engage on Social Media 

Being active on social media platforms relevant to your industry is no longer optional – it’s a necessity. LinkedIn, Twitter, and other professional networks are where your clients and industry peers are likely to engage. Share your content, comment on industry news, participate in discussions, and connect with both influencers and potential clients. Being seen and heard is a cornerstone of establishing thought leadership. 

4. Speak at Industry Events 

One of the most potent ways to solidify your reputation as a thought leader is to speak at industry events, webinars, and conferences. Not only does this give you a platform to share your knowledge, but it also puts you in direct contact with your peers and potential customers. Speaking engagements often lead to further opportunities, including consulting roles, collaborations, or even partnerships. 

5. Write a Book or Guide 

Publishing a book or comprehensive guide on a topic within your field is a significant step in becoming a thought leader. It reflects a commitment to your subject and shows that you have enough command over it to fill a book with valuable insights. An e-book can also serve as an excellent marketing tool that demonstrates your authority on the subject. 

6. Offer Training and Certifications 

Offer specialized training sessions, workshops, or certification programs to share your knowledge. By educating others, you not only enhance your reputation as an expert but also help the community develop better practices. This will inevitably reflect well on your MSP, as it not only shows expertise but also a willingness to uplift the industry standards. 

7. Partner with Other Experts 

Collaboration is a strong strategy for amplifying your thought leadership. Partner with other experts, either within your MSP domain or in complementary fields. Guest post on each other’s blogs, co-host webinars, or work on joint research projects. This approach not only extends your reach but can also bring new insights and learning opportunities to increase your expertise. 

8. Engage with Media Outlets 

Engage with journalists, bloggers, and industry analysts who cover the MSP sector. Make yourself available for interviews, provide comments for articles, and offer insights when there is breaking news in your niche. Over time, these experts might turn to you first for expert opinions, giving you more exposure and enhancing your reputation. 

9. Keep Learning and Innovating 

The tech industry evolves rapidly, and so does the knowledge required to stay at the forefront. Continually educate yourself on the latest trends, technologies, and best practices. Also, innovate where possible. Bring new solutions to common problems or refine existing ones. A thought leader doesn’t just have expertise; they also contribute to the evolution of the field. 

10. Listen and Adapt 

Part of being a thought leader is understanding the needs and challenges faced by your audience. Be proactive in seeking feedback and be ready to adapt your approach based on what you learn. Openness to change and adaptability not only speaks to your ability to lead but also ensures your relevance over time. 

Becoming a thought leader takes time and concerted effort, but for MSPs, the journey is well worth the investment. By following the steps outlined above, you can start to build authority in your field of expertise and stand out among the competition. Remember, thought leadership isn’t about self-promotion; it’s about providing value to others, solving problems, and leading the conversation in your industry. As you gain respect and a following for your insightful contributions, you’ll find that your authority transcends beyond just being an expert — you become the trusted advisor clients seek out and competitors aspire to beat. 

As a Managed Service Provider (MSP), finding new sales opportunities is pivotal in keeping your business ahead of the competition. In this digital age, one of the most powerful tools at your disposal is LinkedIn. With over 700 million users, LinkedIn is the premier professional networking platform and a goldmine for B2B marketing and sales. But how can you effectively leverage your LinkedIn network to unlock new sales opportunities? Let’s discuss strategies and tips that can help elevate your MSP business. 

Build A Robust LinkedIn Profile 

Your LinkedIn profile serves as your online business card and is often the first impression you make on potential clients. To leverage LinkedIn effectively, ensure that your profile is complete and reflective of your brand. This means having a current profile picture, an engaging summary detailing what makes your MSP unique, and a comprehensive work history that underscores your expertise and experience. 

Harness the Power of Content 

Share informative and relevant content that demonstrates your thought leadership and expertise in the MSP space. This could be articles, blogs, infographics, or videos that address common challenges faced by your target audience and provide valuable insights. By consistently posting high-quality content, you subtly nudge your network to recognize you as a reliable resource which can translate into sales opportunities down the line. 

Curate and Expand Your Network 

Maximize your reach by connecting with potential clients, decision-makers, and influencers within the industry. Be selective and strategic in sending connection requests — aim to grow a network full of prospects who would truly benefit from your services. Personalize your invitations with a short message on why you wish to connect, avoiding generic requests that are easy to ignore. 

Engage With Your Network 

Engagement is crucial when nurturing relationships on LinkedIn. Make it a habit to like, comment, and share content posted by your connections. This engagement should be meaningful and add value, as shallow comments may be overlooked or forgotten. Through intelligent participation in discussions, you deepen your relationships, making it easier to transition those connections into sales conversations when the time is right. 

Join Industry-Relevant Groups 

LinkedIn Groups are communities where professionals in the same industry or with similar interests can share content, answer questions, post and view job applications, and establish themselves as experts. Participating in or even creating your own MSP-focused group can help establish credibility and connect you directly with potential leads. 

 Utilize Advanced Search Features 

Target the right prospects by using LinkedIn’s advanced search features. These allow you to filter professionals by location, company, role, and more. Once you’ve identified potential leads, you can use the information on their profiles to craft personalized outreach messages that relate to their specific needs or pain points. 

 Personalized Outreach 

When you reach out to a potential lead, make the message about them, not you. Start by mentioning something you noticed on their profile or a mutual connection. Then, relate that point back to how your MSP might assist them with their goals or challenges. Avoid making a sales pitch in your initial message; instead, aim to start a conversation that could lead to a business relationship. 

 Leverage Recommendations and Endorsements 

Recommendations and endorsements from clients and peers serve as social proof of your expertise. Don’t hesitate to ask satisfied clients to leave a recommendation on your LinkedIn profile. Their testimonials can enhance your credibility and prompt others to consider your services. 

Follow Up But Don’t Spam 

Persistence can pay off, but there’s a thin line between following up and spamming. If someone doesn’t respond to your LinkedIn message, it’s acceptable to send a follow-up a week later. However, if they don’t respond after two attempts, it’s best to move on respectfully. Focus on leads who engage back and show interest. 

 Monitor Analytics and Adjust Strategy Accordingly 

Finally, LinkedIn provides analytics for both your profile and the content you post. Use this data to understand what types of posts perform well, who views your profile, and how these activities correlate to new connections and sales conversations. Based on this insight, tweak your strategy to ensure maximum effectiveness. 

By leveraging these tactics, you can turn your LinkedIn network into a dynamic resource for cultivating new sales opportunities. It requires patience, consistency, and a willingness to provide value before expecting anything in return. But for those MSPs willing to invest the time and effort, LinkedIn can become a central pillar in galvanizing business growth and achieving long-term success. 

Discovery meetings are pivotal in shaping the sales journey, providing a deep understanding of client needs and setting the stage for successful engagements. Mastering these interactions requires a blend of skill, preparation, and adaptability. Here are some strategies to enhance your effectiveness in discovery meetings, drawn from in-depth analyses and real-world applications.

The Art of Engagement

Successful sales professionals possess the keen ability to read the room, recognizing and responding to subtle cues in body language, tone, and group dynamics. This skill allows you to connect with clients on their wavelength, address unspoken concerns, and maintain engagement throughout the meeting. For instance, noticing a client’s distraction and quickly adapting your approach can keep the conversation focused and productive.

Uncovering Pain Points

The core objective of a discovery meeting is to unearth the client’s primary challenges and requirements. Utilize open-ended questions to delve into their experiences, revealing not only surface-level issues but also deeper operational and strategic concerns. This approach facilitates the presentation of solutions that resonate deeply with the client, demonstrating your understanding and alignment with their needs.

Tailoring to Personalities and Preparing Thoroughly

Recognizing and adapting to the varied personalities in the room is crucial. By understanding individual communication styles and preferences, you can foster rapport and trust. Complement this adaptability with thorough preparation, researching the client’s business, industry trends, and news to inform your questions and solutions, showcasing your investment in their success.

Active Listening and Navigating Objections

Active listening involves full engagement with the client’s words and underlying intentions, fostering an atmosphere of respect and collaboration. This attentiveness enables you to address objections effectively, reframing them as opportunities to deepen understanding and demonstrate value. Handling objections gracefully is essential in revealing the client’s perspective and enhancing the dialogue.

Continuous Discovery

Post-meeting follow-up solidifies the relationship, with clear action items and timelines maintaining momentum. This commitment to ongoing dialogue demonstrates your dedication to the client’s success. Moreover, discovery should be viewed as a continuous journey, with regular information gathering and strategy refinement ensuring alignment with evolving client needs and market conditions.

Elevating discovery meetings requires an integrated approach of preparation, engagement, and continuous learning. By mastering these strategies, MSP sales professionals can build strong foundations for impactful relationships and successful sales outcomes.

In the ever-evolving realm of Managed Service Providers (MSPs), staying competitive requires more than just delivering top-notch services; nurturing new client relationships and expanding one’s professional network are equally imperative. This necessity gives rise to various strategies aimed at business growth, amongst which the tactic of joining industry-specific or professional associations stands out with its proven track record.

Expanding Your Professional Reach

Becoming an active member of industry-related associations provides MSPs with a forum to mingle with peers and potential clients who possess a shared dedication to advancement and quality within the tech sector. The camaraderie and regular interactions facilitated by such organizations are priceless, often sparking collaborations and providing a venue for MSPs to showcase their knowledge and solutions.

Networking at this level is about meaningful engagement in discussions on industry trends, pain points, and emerging technologies. Associations often host regional or national conferences that serve as melting pots for innovation, thought leadership, and collaboration – opening doors for MSPs to launch strategic partnerships that were otherwise inaccessible.

Learning Opportunities and Sharing Expertise

Associations are treasure troves of knowledge gatherings such as workshops, continued education courses, certification programs, and think-tank sessions which are meticulously designed to nurture both business acumen and technical aptitude. These events are hotbeds for knowledge exchange, allowing MSP veterans and novices alike to keep a finger on the pulse of the fast-paced IT services world.

By contributing to these learning ecosystems through speaking engagements or panel discussions, MSPs not only fortify their position as industry experts but also resonate their brand’s voice across a wider audience – potentially enticing those in need of MSP services to explore a partnership. Educational engagement thus becomes a dual highway paved for knowledge dissemination and subtle marketing.

The Power of Association Endorsements

Peer recognition within an association carries immense clout. An endorsement or accreditation from a well-regarded body acts as a beacon of trustworthiness for MSPs, enhancing their credibility exponentially in the eyes of potential clients. These seals of approval signal a commitment to excellence and adherence to high industry standards, which are crucial decision-making factors for businesses seeking outsourced IT services.

Moreover, associations frequently have members-only directories, awards, and certifications that add to an MSP’s visibility and acclaim, further amplifying opportunities for client engagement and validation of an MSP’s stature in the industry.

Building Lasting Relationships

The intrinsic value of professional relationships germinated within the fertile grounds of associations is undeniable. Bonds formed here are based on mutual professional respect and common aspirations, evolving into sturdy bridges connecting MSPs to new territories of clientele and opportunity.

These associations are veritable incubators for symbiotic relationships where support is reciprocated and successes are celebrated collectively. Over time, the interconnected web of contacts becomes one of the strongest assets an MSP can leverage, manifesting not only in a network of professionals but also in a community of advocates.

Conclusion

Ultimately, the decision for MSPs to embed themselves within professional associations is an astute strategic move that pays dividends in clientele growth, brand visibility, and industry influence. By plugging into networks powered by collective ambition and knowledge-sharing, MSPs can unearth potential client relationships that are robust and ripe with opportunity. As the MSP landscape continues to pivot and adapt, so should the strategies for business development, with association involvement remaining a cornerstone for sustainable progress and success. It is an opportune moment for MSPs to identify and engage with associations that echo their vision, setting the stage for future engagements and business triumphs.

Mastering the discovery call is essential for any successful Managed Service Provider (MSP). This is your first interaction with a potential client, the moment you set the stage for what could become a long-term business relationship. But how do you move beyond the standard checklist of services and technical jargon to truly engage your prospect? The answer lies in creating curiosity. When curiosity is piqued, conversations flow more naturally, prospects become more engaged, and the door to genuine customer needs swings wide open. Let’s explore some practical tips for MSPs to ignite that spark of curiosity during discovery calls.

Harness the Power of Open-Ended Questions:

Your first tool is the art of questioning. Don’t just ask yes-no questions about existing IT infrastructure. Instead, delve into their business goals, challenges, and aspirations. “What your business goals over the next few years?”  This type of query invites dialogue, not just answers, encouraging prospects to open up about their true needs.

Listen Actively and Reflect:

It’s not enough to ask the right questions – active listening is critical. Listen to their tone, notice what they emphasize, and reflect on what they’re saying. Phrases like, “It sounds like X is a really important objective for you,” show that you are engaged and can help the prospect feel understood. This validation often encourages them to share more, and progressively, you edge closer to unlocking their underlying motivations.

Educate and Enlighten:

Sometimes sparking curiosity involves education. You want prospects to think, “I hadn’t considered that before!” Share insights about emerging cyber threats, compliance challenges, or the importance of seamless integration between cloud services. But deliver this information in a way that relates directly to their business context; this will make your call memorable and stoke their curiosity about what else they might not know.

The Art of Storytelling:

Humans are hardwired for stories; we find them compelling and memorable. Rather than dryly presenting facts about your MSP offerings, frame them within success stories from similar clients. This contextual narrative will help your prospect visualize the benefits of your service. Keep your stories relatable and concise to ensure they reinforce the discussion rather than derail it.

Create Interactive Experiences:

Curiosity can also be fostered by transforming a one-sided conversation into an interactive experience. For instance, use screen sharing to walk through assessments or analytics that could help them visualize their IT health. By showing them, rather than telling them, you involve them in the process and help them see the potential impact of your services.

Highlight What Sets You Apart:

Often, MSPs have similar offerings, making it challenging for prospects to decide who to partner with. Use your discovery call to highlight what makes you unique – whether it’s your company culture, your innovative solutions, or your commitment to customer service. Avoid industry clichés; instead, focus on specific aspects that demonstrate your value and can provoke a response like, “That’s interesting, tell me more!”

Use Silence as a Tool:

Don’t be afraid of silence. It’s a powerful tool that allows the prospect to process information and can often lead to them revealing more about their needs and doubts. After posing a thought-provoking question or sharing a piece of intriguing information, pause and give them the floor.  Do not speak first, even if you feel a little bit uncomfortable.   This not only shows respect but can also trigger the prospect’s curiosity to learn more.

Follow Up with Tailored Resources:

After the call, keep their curiosity alive by following up with materials tailored to their interests and concerns discussed during the conversation. Whether it’s white papers, case studies, or an invite to a webinar, make sure it’s relevant to them. This not only positions you as a valuable resource but also keeps the dialogue going.

Creating curiosity in your MSP discovery calls transforms them from routine transactions into dynamic interactions that can lead to fruitful partnerships. By asking open-ended questions, actively listening, educating, storytelling, providing interactive experiences, highlighting your unique qualities, leveraging silence, and following up with personalized resources, you’ll engage prospects more deeply and set the groundwork for trust and collaboration. Remember, the spark of curiosity can be the catalyst for a fire of opportunity. Embrace these tips and watch as your discovery calls pave the way to stronger, more meaningful client relationships.

In the fast-paced world of business, creating a robust lead list is essential for driving growth and ensuring success. Navigating the multitude of options available for lead list services can be overwhelming, but with a clear strategy, you can streamline the process. In this article, we’ll explore effective ways to build a lead list and highlight key considerations for success.

Choosing the Right Tool

The first crucial step is selecting the right lead list service. Several tools are available, each offering unique features and capabilities:

1. Data Axle Genie (formerly Sales Genie)
2. Hoovers/Dun & Bradstreet
3. Hunter.io
4. seamless.ai
5. Zoominfo

Consider your specific needs and budget when choosing a tool. While some options may be more affordable, others, like Zoominfo, offer more accurate business intelligence. Keep in mind that even the best lists require regular updates due to changes in companies and personnel.

Filtering for Success

Once you’ve chosen a tool, the next critical step is determining how to filter your search effectively. Consider the following factors:

1. Geographic Reach: Define your target location using options such as radius, zip codes, or drawn-out areas.
2. Company/Employee Size: Understand the ideal size of your client and factor in potential growth. Adjust employee counts to filter out leads with insufficient staff.
3. Target Industries and Verticals: Identify the industries you want to target, using specific criteria like SIC codes. This specificity will result in a cleaner and more cost-effective list.

To Email or Not to Email

Another decision point in building your lead list is whether to include email addresses. Here are the options:

1. Without Emails: This option is more cost-effective but requires a longer ramp-up time for calling campaigns.
2. With Emails: While pricier, including emails allows for both calling and email campaigns. Ensure the validity of business emails using scrubbing sites like Neverbounce or Zero Bounce to avoid the risk of being blacklisted.

Final Thoughts

Building a lead list is not a one-size-fits-all process. Tailor your approach based on your business’s unique needs and objectives. Regularly update your list to maintain accuracy and relevance. By following these steps and staying vigilant in refining your criteria, you’ll be well on your way to creating a powerful lead list that drives your business forward in the competitive landscape.

In many organizations, the sales team and tech team can seem like they’re worlds apart. Their different focuses and contrasting personality profiles often lead to silos forming between departments. This can hinder communication, collaboration, and the overall success of the company. In this guide, we’ll explore some effective strategies to build a cohesive culture that bridges the gap between the sales department and other vital teams within your organization. 

Recognizing the Signs: How to Identify a Need for Cultural Improvement 

Before implementing any changes, it’s crucial to recognize the signs that your sales culture may need a boost: 

1. Isolated Lunches: Do your employees frequently eat alone at their desks, disconnected from their colleagues? 

2. Negative Remarks: Do members of your tech team openly express their reservations about “being sold” or make disparaging comments about salespeople, even in a joking manner? 

3. Limited Interaction: Do your employees tend to retreat to their offices for meals, missing out on valuable opportunities for interaction? 

4. Exclusion in Meetings: Are your salespeople often left out of team gatherings or lunches? 

5. Digital Disengagement: Do employees keep their cameras off during virtual meetings, hindering face-to-face interaction? 

6. Lonely Salesperson: Does your salesperson frequently seek out conversations at inconvenient times, possibly out of frustration or loneliness from a challenging day of prospecting? 

These indicators may suggest that your sales team feels isolated or excluded from the company culture, warranting a closer look at how to promote inclusion and collaboration. 

The Kitchen: A Central Hub for Connection 

One effective way to foster a sense of unity is by transforming the shared kitchen area into a gathering space. A simple rule can be established: no food at desks unless it’s an emergency. This encourages employees to come together, share meals, and engage in conversations. If space is limited, consider staggered shifts for company leaders to ensure they spend more time with employees. In cases where leaders are a husband-and-wife team, alternating shifts can be a valuable strategy. 

Monthly Gatherings: Breaking Bread and Building Bonds 

Hosting a monthly gathering immediately before or after an all-company meeting is a fantastic opportunity to strengthen connections. Providing lunch for the staff fosters a sense of camaraderie. It doesn’t have to be extravagant; simplicity is key. Take the chance to announce the winners of any monthly contests during these gatherings. Remember, the contest prizes don’t need to be substantial – it’s the gesture that counts, especially considering varying pay scales within the organization. 

By implementing these strategies, you’ll be well on your way to cultivating a unified culture that transcends departmental boundaries. Encourage meaningful interactions, break bread together, and watch as your teams collaborate and thrive like never before. 

If a client has given you the green light to set up a meeting and take a moment of their time, you need to know how to capitalize. Known as a “discovery meeting,” this make-or-break moment is one of the most crucial parts of the sales process. Here, we’ll break down how to set yourself up for success for this moment, starting before you even sit down with your potential new client.

Stage 1: Preparation

Meticulous preparation is the first key to nailing the discovery meeting process. To properly do so you must utilize all available resources to arm yourself with as much information on your potential, including:

• Using search engines or personal connections to discover the most common struggles similar companies in their industry face.
• Checking out their website to understand what they do, how long they’ve been in business, and their primary areas of focus.
• Looking up the team members you will meet with on LinkedIn to see if you have any shared connections.
• Browsing their social media profiles to see what their marketing can tell you about the company.

The focus here is to find anything and everything that sticks out to you that could be used to break the ice and form a connection. When the meeting starts, and you make introductions, you’ll want to mirror your prospect and quickly gather an understanding of how best to build rapport with them. This will be infinitely easier if you’ve researched and know as much about them as possible.

Stage 2: Determining the Client’s Needs

Once the formalities are out of the way and the introductory banter has settled, you must first recap why you are there to ensure you are starting on the same page. Once the purpose of the meeting is clarified, you can start by asking open-ended questions designed to gather business intelligence.

If there are two of you, have a lead salesperson and a backup. The backup should take copious notes on all non-technical information and only interject when there is a pause, quickly taking a backseat again when their question is answered, or their point is made.

A few helpful questions for the lead salesperson to ask would be:

• Ask them to put in their own words why they took this meeting. This should help clarify pain points and what solutions they are looking for.
• Investigate pertinent info on IT infrastructure such as; workstation count, server count, network layout, etc., and inquire whether they plan to make any software changes related to their core business over the next three to five years. This will help you get a full, long-term scope of the work.
• Utilizing the founding information they provided on their website as a jumping-off point, ask them to define their business strategy for the next one or two years. This will help you determine future plans, such as starting other locations, hiring more staff, or aiming to become leaner. 
• Try to determine their main goal by asking whether they are primarily trying to grow revenue or profit. If the prospects’ focus is on accelerating revenue, offer to collaborate on strategies to enhance revenue streams through network optimizations and streamlined sales cycles. Conversely, if profit optimization is their immediate goal, offer to center your efforts around generating efficiencies and automations within their IT operations and networks. If they are hesitant to answer or unsure, explain that during Quarterly Business Reviews, you will tailor all your solution ideas to this three-to-five-year goal.

Once you’ve asked your questions, check in and pose the final question, “Is there anything else you’d like to discuss?” to ensure nothing is left unaddressed. Finally, you can expertly transition to your sale engineer by asking, “(Name), do you have any questions on your end?”

Stage 3: Analyzing the Scope of the Work

From here, the sales engineer should take the lead and determine whether you can realistically do the job being asked of you. If unsure, they should tell the prospect that more research needs to be done. One helpful way to do this is to ask, “Before we leave, could we take a quick look at the issue/network?” 

The engineer should focus on providing the lead salesperson with a realistic timeline. You don’t want to get bogged down in a long, drawn-out assessment and explanation here, so use the shorthand “standard” or “complex” to define the scope of the job. “Standard” jobs should be given a timeline of roughly five business days, and “complex” jobs should be given around a ten business day turnaround.

Once they’ve determined the scope, the sales engineer can tell the lead salesperson whether this is a standard or complex job, signaling them to take the lead once again. 

Stage 4: Why Us and Budget Proposals

As you reach the final stage, it’s time to bring your pitch home. Summarize the issues, tying them directly to the revenue or profit-based strategies you discussed earlier. Be sure to relate similar successes from your portfolio to fully clarify why you would be the best choice for the job.

Budget will enter into play here. For monthly recurring revenue (MRR), provide a ballpark range based on your cost per month, positioning the actual figure at the lower end. For example if your cost per month is $2200 say “I think the proposal will come in around $2,000 to $2,500 per month. Is that in line with what you were thinking?”

Make sure to approach the budget question tactfully. Consider their timeline and inquire whether the project was expected before delicately broaching the topic.

Once the meeting concludes, your job isn’t done. Send a thoughtful thank-you email confirming action items and due dates. Include an article relevant to your discussion for that personal touch. Always stay proactive and beat your deadlines, making sure to make connections on LinkedIn to maintain engagement.

Post-meeting debriefing is also essential for maintaining momentum. Afterward always gather your team to ensure everyone is on the same page and promptly address action items to keep the process seamless.

Following these steps should ensure you have a strong blueprint to draw from as you enter this critical phase in the sales process. If you need more guidance, consider contacting us at OSR Manage. As a 100% MSP-focused sales service, OSR Manage can give you expert insight and guidance on how to develop a robust sales process from generating leads to closing new clients.

As any business owner can attest, customer acquisition can feel like a never-ending struggle. So, when you’re endlessly prospecting for new clients, the concept of an “ideal” customer can seem a bit luxurious. After all, isn’t any customer that is willing to pay for your services “ideal”? In order to build and maintain long-term growth, we must mature beyond this strict survival mindset and recognize that the only way our company can differentiate itself, list build effectively, and develop long-term businesses partnerships is by focusing on what we’re best at and then aggressively targeting those customers our skillset can potentially help the most. 

So, where can we start? Here, we’ll define three quick ways you can narrow your scope and determine who your ideal customers might be.

Define Industry Verticals

One area you should be able to narrow down fairly quickly is which industries you are most adept at assisting. Are there specific verticals you service that are more likely to need managed IT services? A bit of market research may help you uncover this. Consider who your customers have been in the past and identify any industry-specific experience or expertise your company has that might help separate you from the myriad of MSPs on the market. By marketing to similar companies, you can use your intimate understanding of the specific challenges these companies face to intrigue them and pique their interest. And since the services they need are well within your wheelhouse, it should be easy to provide an excellent experience and garner more trust within the industry.

Segment by Company Size

Another trick is to analyze your current client base and consider the size of the companies you serve the best. Whether it’s revenue or the number of employees, pick the metric that is most useful to you and start to specify the exact range your best partnerships have existed within. This kind of segmentation can help you develop more targeted marketing strategies and possibly even tweak your service offerings to match the budgets of your target-size organizations better. If you typically deal with smaller organizations, maybe focus on IT support and guidance, or if the companies are more prominent, perhaps highlight a specialization or your ability to scale quickly. Regardless of the size, remember to factor in future growth, as you will always want the flexibility to grow alongside your clients.

Consider Geographic Relevance

Of course, with modern technology, most MSP services can be delivered remotely. However, geographic proximity can still be a huge factor in which clients you serve best. Does your company work best as a remote operation? If stretching beyond a certain radius outside your primary office forces you to compromise efficiency or incur extra costs, don’t feel the pressure to expand beyond your natural abilities. Consider the geographical factors that put stress on your ability to provide excellent services, such as travel time, on-site availability, or local market conditions. Then, list build and prospect for potential clients within an acceptable radius. You’ll be much better served in the long run by slowly building a solid local presence than overexerting yourself to snag clients from all across the country if it means sacrificing your reputation.

Ultimately, providing a consistent offering to customers of similar size, industry, location will allow for more efficient and repeatable delivery of service, increasing profit margins and customer satisfaction. If you can tighten this feedback loop between marketing to “ideal” clients and following up with exceptional service, you will quickly develop a stellar reputation and build long-term trust and credibility among your target audience.  

If you need more help with effective list building or other aspects of the sales recruiting process, consider getting expert help. As a 100% MSP-focused sales service, OSR Manage can help fine-tune your recruiting process to attract the talent you need, no matter your vertical or niche.