son handed you a price sheet breaking down costs for things like the engine , brakes , upholstery , etc .? You ’ d be confused and left to buy based on the universal default price ! That ’ s what many in the tech world do . They provide a price list ( a proposal ) and completely remove emotion from the buying process .
Here ’ s where a successful sales tool like audIT comes into play . First , it shows the prospect a summary that encapsulates where they are today and makes them want more . Next , it makes it quantitative and qualitative by providing a score . On a scale of 1 to 100 , maybe they scored a 32 . This allows you to anchor where they are , and they understand it right away . Buckle up because here comes the test drive . This opens up a conversation about what the customer may be lacking and how you can help . Rather than giving them a proposal , you ’ re giving them a sales presentation . Summary statements help you get down to the bottom line for each audIT item you discuss . Instead of having to go through 17 pages of data , you can easily provide a high-level summary complete with infographics for up to a 36-point assessment . Simplicity combined with emotion leads to sales !
Sounds Great , But I Don ’ t Have Time To Put Together Presentations .
We get it , and we solved this problem for you . It takes about 4 – 6 hours to create a presentation when you ’ re pulling from different areas . And it ’ s not unusual for it to change by customer . No one has time for that , especially MSPs busy running their business . With audIT , you can assemble a sales presentation in about 30 minutes . Instead of having multiple people working for weeks to close a deal , you can pull together a compelling presentation with one person in less than an hour !
Here ’ s another scenario . The doctor sends you to get an MRI .
Reasons Sales Fail
• Products and services don ’ t drive sales . The problem does .
• Remember , you aren ’ t selling products or services . You are selling solutions .
• If a problem doesn ’ t exist , there is no sale . Period .
• Don ’ t forget , customers buy because of change . You are selling change !
Let ’ s Make a Deal !
It ’ s important to get to the “ why .” Do this by asking open-ended questions that :
• Probe : Get the details .
• Process : Figure out how .
• Provoke : Push to look at current state from a fresh perspective .
• Validate : Confirm you understand the prospect . This one is not open-ended .
When you get back , the physician doesn ’ t pull out the imaging study and go through the whole thing with you . Instead , you get the end result : “ You have a torn ACL .” As technicians , we want to prove how smart we are to customers . But this presentation tool forces you to be like the doctor and identify where your customer is with easy-to-understand red , yellow , or green boxes . Say the client has some type of dark web monitoring solution ; they ’ ll see a green on their business review for this area . But if they don ’ t have it , and compromised credentials are identified , they ’ ll see red . You can even create your own parameters and the system will remember them .
Here ’ s Why You Need A Solution Like This .
There has been an acceleration in the industry because of the pandemic — a surge in SMBs seeking MSPs to help them run IT as they move to the cloud and continue to embrace a hybrid work environment . MSPs must be able to sell to prospects and customers , and if you ’ re not good at it , you won ’ t be able to educate them about making a good buying decision about products they desperately need . As an MSP , you have an obligation to be able to sell . If you ’ re not selling , you ’ re doing SMBs a disservice — they lose .
A sales presentation tool like audIT allows you to effectively sell while showcasing your value to clients . It also gives you a leg up over the competition . While other MSPs may be offering price sheets to score new business , you ’ ll be getting much deeper by helping customers truly understand what ’ s going on in their IT environment , making you a true partner to them . Research shows that with a presentation system like this , 50 % of customers will buy now and about 30 % will buy later . Whether you ’ re cross-selling , upselling , or going after new customers , this tool will improve your closing ratio , increase your monthly recurring revenue ( MRR ), and decrease the amount of time required to do these things .
About audIT
The audIT Sales Presentation System is a SaaS-based application that allows MSPs to more easily sell their solutions to the SMB marketplace by offering a fast way to create a simple , engaging , nontechnical sales presentation or business review . Learn more and get a free demo at AudITforIT . com . n
About The Author
Frank M . DeBenedetto is the founder and CEO of audIT . He has spent the past two decades passionately helping business owners navigate the complex world of technology . His interest in technology began back in college when he had trouble finding someone to fix the computer he was using to write lab reports . After watching one of his classmates reinstall the operating system , he became enamored with computers and their impact on our lives . Frank has always been determined to keep pace with modern technology , and today , that path has led him to become a highly sought-after expert in the area of cloud computing and cybersecurity .
VOLUME 3 ISSUE 3 • MSPSuccessMagazine . com | 15