Close The Deal With Your Next Sales Presentation
By Frank M . DeBenedetto , Founder And CEO , audIT
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14 | MSPSuccessMagazine . com • VOLUME 3 ISSUE 3 Email gomsp @ external . Cisco . com to learn how .
The news is good for MSPs : More SMBs are turning to MSPs to manage their IT environments . There is plenty of “ business ” to go around , yet bringing in new clients is typically not the easiest job for an MSP . The reason for this , in addition to juggling multiple responsibilities , is that most owners have a technical background — 75 % of MSPs are founded by a technician . Others might be aware of the importance of dedicated sales and marketing people but don ’ t have time or expertise to build the team .
Sales is the lifeblood of any organization . It doesn ’ t matter if you are the salesperson , the sales manager , or the owner wearing all the hats . As technicians , most MSPs will sell out of necessity , then retreat back to the safety and comfort of working in the business . Some will grow their MSP and eventually hire a sales team , but many will continue to follow an owner-led sales process . With little more than trial and error to rely on , the majority of MSPs name sales as their No . 1 challenge . But it doesn ’ t have to be this way .
Save Time And Clarify The Sales Process .
A common misconception among MSPs is that new sales are tied to new customers ; however , it is 11 times easier to locate opportunities and sell into their existing customer base . Analyzing what services your clients might be missing can help you grow your business and increase profits , but first , you ’ ll need to ace your sales presentation .
Think about this scenario . You go to buy a car , and the experience at the dealership goes something like this : You take it for a test drive , and now you can see yourself driving it in the future . You want the car because the experience appeals to your emotions , and you can see what success will look like . The same is true with technology . What would happen if the car salesper-