Every MSP must bring on new clients to sustain and grow their business. Which is why I have written a few different blog posts recently on prospecting. You can read about easy prospecting here and another about the 4 questions to answer before prospecting here.
Want to crush it in your MSP this year with your prospecting? Want some ideas you can implement right away? Want them to be fast, easy and cheap?
This may not be the blog post you want. But it is the blog post you need!
And I am pretty sure you’ll thank me later when I do give you some ideas you can implement right away.
Back in June 2019, we hosted a webinar called; How To Do Quarterly Business Reviews: A Simple System For MSPs. On this webinar, audIT founder Frank DeBenedetto shared how he had increased MRR by over 12k per month (as of June) in his NJ based MSP, Two River Technology Group.
People, me included, over think prospecting. I think I need a system and get in my own head. Many times, the truth is it’s just fear of hearing ‘No’. So, I make up all sorts of reasons not to start. Sound familiar?
When this negative self-talk enters my mind, I have a very simple prospecting method.
If you want to close more sales without objections, price anchoring should absolutely be included in your presentation. With audIT, we price anchor with the Effective IT Monthly Expense.
Price anchoring is where you establish a price point the prospect can refer to when they are making their final purchase decision.
How to uncover hidden sales opportunities with QBRs that clients love
I am going to be blunt. If you’re not doing QBRs on your key clients (or clients you want to become key clients), you are missing a huge opportunity. And this WILL keep your MSP from growing.
The real reason a prospect decides not to hire your MSP (and it is not price)
I have a question for you. Imagine you need to purchase a car but there are only three left on Earth to choose from. How would you choose which one to buy?
Each car is exactly what you want.
I recently had the great pleasure of sitting down with long time audIT user Leonard (Lenny) Galati, CEO of Cyberteam, an MSP located in Purchase, NY.
Lenny graciously shared a ton of great insight on how Cyberteam went from break fix out of a basement to almost 2 million dollars in annual revenue with 8 employees.
One of my favorite things about what I do is hearing that an MSP is closing more sales using audIT. Especially when they report they are not only closing more deals, but charging higher prices than ever before.
Of course not every MSP uses audIT (not yet anyway). And not every MSP tracks their numbers therefore they have no idea what their close rate even is.
Let's talk about selling
Whether you own your MSP, are in sales, client services, technician or receptionist... you are also in sales.
Everything we do in our role, no matter how big and important or small and seemingly insignificant, we are either helping to get and keep clients or we’re helping to repel and lose them.