SALES STRATEGIES
The Meeting
That Could Make Or Break Your MSP Sale
At the discovery meeting , skip the salesy small talk and get down to business with a deep dive into what business outcomes the prospect is seeking .
Sitima Fowler Expert in Residence Sales & Sales Management , TMT Sitima Fowler turned her small MSP from zero growth and profits to a multimillion-dollar MSP generating over a million in net profit . She then merged with a group of other MSPs to form Iconic IT , where she headed marketing and sales , growing to over $ 25 million before it was sold to Integris . Today , she teaches TMT members how to close big , profitable managed services agreements with ease .
Ray Green , Expert In Residence Sales & Sales Management , TMT Ray Green has been an operator for investment groups , including CEO of a PE-backed company and other contract C-level roles . He was also managing director of small and midsize business at the U . S . Chamber of Commerce . Ray has helped some of the world ' s most successful business coaches execute world-class sales and marketing strategies . He has also coached dozens of solopreneurs on productizing and packaging their services to win better clients at higher rates .
You look great in your sharp outfit , you showed up on time , and you did your research in preparation for the discovery meeting . Unfortunately , that isn ’ t enough to convince potential clients that you can be trusted with their technology — and more importantly , the business outcomes they seek . That ’ s why the discovery meeting is more than just gathering crucial information about the prospect ’ s systems . It ’ s the time to position yourself as a trusted advisor who can help them align their technology with their business needs .
In the previous issue of MSP Success , Sitima Fowler and Ray Green , MSP sales experts who teach the 5-Step Process to Closing an MSP Sale , discussed how to prepare for the discovery meeting . Here , they take a deeper dive into how to open the meeting and build rapport — what questions to ask , how to build trust , and how to cut the crap . If you missed how to prepare for the discovery meeting , see the Aug ./ Sept . issue of MSP Success by scanning the QR code or go to mspsuccess . com / august-september-2024-issue
Don ’ t Shove A Sales Pitch Down Their Throat
Your goal is to differentiate your business from every other MSP that your prospect has spoken to by positioning yourself as a trusted advisor . This means building trust with the prospect and finding their pain before ever offering a solution .
He Said : One key difference between a traditional salesperson and a trusted advisor is that when you think of a consultant , their role is to first help determine what you need , and then offer a solution . When somebody takes the time to do a real discovery and diagnosis , you trust the prescription more .
You ’ re there to help the prospect solve their biggest issue , but to do that , they have to trust the process and you . Sometimes we hear people say , “ Well , I asked them about what they ’ re spending today , and they didn ’ t answer my question .” That ’ s because they haven ’ t built that trust with you yet . They still see you as that salesperson who ’ s going to shove a solution down their throat . That ' s what we want to change — that perception .
32 | MSPSUCCESS . COM