Key Takeaways From Event Attendees
“ There are only two reasons you should sell your business : 1 ) if it ’ s going to be a life-changing event with the money you ’ ll get , OR 2 ) you feel you can ’ t grow the business anymore .
“ These are the three most important things for a healthy company : good revenue growth , low customer churn , and high gross margins .
“ The minute we get a sale , we should position ourselves for an upsell .”
“ Managed services provide ‘ optionality .’ Businesses don ’ t have to invest in people and equipment , which is a sunk capital cost / investment if it doesn ’ t work out . MSP is an operational cost companies can try , and if doesn ’ t work out , they have the option to try another service provider or go to the capital cost . In a good economy , businesses may think they will just do it themselves — buy the server , hire the guy , etc ., but in a bad economy , the MSP model provides better flexibility for the business .”
Derek Anderson President & CEO , Biztek Solutions , Inc .
“ We need to stop selling security and start selling RISK MANAGEMENT .”
Ash Pirwani President , eNet Systems
“ As big as you think you can get , you can actually get bigger .
“ Culture is directly tied to the leader . Your people will always follow your lead .
“ People buy the promise of something more than the actual product .”
Daniel Silva CEO , Vision Computer Services
Lisa Shorr Owner , Secure Future Tech Solutions body ’ s business here and fix the science part . The art part is you — your ability to sell , what you do in front of the customers , the things you say , the subconscious ability to sell , which is harder to learn .”
3 .
Go Where Your Customers Are . Figure out where your customers are hanging out en masse , then go there and sell to them . Herjavec used to go to local Chambers of Commerce and tell them his company was one of the top cybersecurity companies . He ’ d offer to give a free speech if they would bring in their members and put on a lunch . “ Find a way to get in front of those customers all at once because Google ads are really expensive ,” he said .
4 .
Don ’ t Sell Something You Can ’ t Provide . “ The nature of what we all do is to provide uptime , provide security , provide stability , and enable our clients ’ businesses to continue to function in an operational way ,” Herjavec said . “ But there is no bulletproof guarantee . No matter how good a job we do , a server can still go down , something can happen .”
5 .
Always Get A Meeting With The CEO Or Key Decision-Maker . If you sell to the tech person at a company , that tech person becomes your salesperson . It ’ s much better for you to sell your services , so prospect with the CEO , then have the CEO refer you down to the tech person . “ As a general rule , the higher you go , the better it is because even if you ’ re really successful at the tech level , that tech person has to go upstream and convince someone higher up ,” Herjavec said .
6 .
Security Is No Longer A Technology-Driven Sale . Before , when selling security , the technology that provided security drove the sale . Now , when selling security , there is a fallacy , especially with small-business owners , that no one is going to target their business .
What appeals to business owners is based on fear of loss ; therefore , selling the uptime is what drives the sale .
10 | MSPSuccessMagazine . com • VOLUME 4 ISSUE 2