In this video I’m joined by Lee Sawyer, VP of Business Development at Rudick Innovation & Technology.
Lee has experience selling in the financial services as well as medical equipment fields. He is now selling IT services for Rudick Innovation & Technology.
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?
Yes?
You do?
Whoops.
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.
Back in August we launched audIT 2.0 which was a re-build of the entire system. If you were a user prior to the launch, you know a lot had changed.
Arguably the biggest change was the ability to create your own category to replace Telecom with. This week we're taking it a bunch of very big steps further.
Long time audIT user Brian Curtis, President of DominionTech in Vermont was gracious enough to sit down with me and talk about his MSP in this interview. Brian shared a ton of great information including how he built his sales team, lead-gen, his growth over the years and more.
There are two videos in this one. The first shows you how to physically present the report.
The second video is an addendum to the first that goes into a bit of detail on what you should be doing when trialing audIT.
These videos are a bit longer than other videos in the series.
The audIT score is a simple part of the presentation report. But it's super powerful.
The score goes from 0 to 100. The more red; the closer to 0; The more green, the closer to 100.
The psychology behind this is simple; no one wants to get a failing grade.
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.