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.

How do you approach the sales process in your MSP?
When you're speaking to a sales person, do you feel like you're being sold or helped? When you're the sales person, how do you think the other person is feeling during the process or speaking with you?

Check out the latest video blog to hear my thoughts on what sales and selling really is.

Selling MSP services in the summer doesn't have to be difficult
In the last blog post, I talked about how to overcome the summer selling slump by changing your mindset. They need help in the summer as much as any time of the year.

This week I have a little trick to keep your pipeline filled all summer.

Do not stop pushing new business development in the summer. If anything, push harder.

Ever have a prospect give you the old summer excuse when you try to pin them down?

"We can’t meet with you until September because everyone is on vacation."

Don’t pay any attention to it.