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.
We are pleased to announce that you can now select the format your currency is displayed in on your audIT reports. For our partners outside of the United States, you can change your currency format in one easy step, effective immediately. This update is already waiting for you in your System Setup menu.
Price is important to any consumer no matter what they are buying. Whether it’s a happy hour beer, a used car, furniture for your living room or your IT services; everyone wants the best price.
But here’s the problem, most sales people think best price equals lowest price.
The audIT team recently attended the Robin Robins Producers Club event in Franklin, Tennessee where we had a chance to connect with old friends and make new ones in the world of MSPs.
We were busy at our booth but it wasn’t all work and no play! Just for fun we printed a bunch of audIT stickers and gave them out with a special incentive: get creative with the stickers and post a photo of your shenanigans to social media, and you could win a $250 prize.
The problem for many IT professionals is that after the prospecting meeting is over, no matter how good a rapport you had with someone or how well your proposal was received, all your prospect has is a bottom line price on a piece of paper. And it’s too easy for them to compare your price to any competitor without understanding the true difference in value.
When you’re ready to show a prospect the deficiencies in their IT environment, the audit score will be your ally.
It will show, on a scale of 0-100, the health of their environment and give them an immediate visual that will have an emotional impact.
The following is a story submitted by an audIT subscriber. Find out how the audIT Sales Presentation System worked in a real-world scenario and helped close a sale for Tejas.
Dear Frank,
I wanted to send you a quick note on behalf of TechWerxe in regards to audIT. We got our first chance this week to utilize this product at a client that hired us to perform a thorough evaluation of their full computing environment.
