The 11 Step MSP Sales Process
-
Upload
stuart-crawford -
Category
Documents
-
view
109 -
download
1
Transcript of The 11 Step MSP Sales Process
11 Amazing Steps to Close Any Sales Opportunity
11 Amazing Steps Why?Increase gross margins and profitability Make more MUCH more money with less effort
Increase the average size of your sales
Leave your competitors in the dust
When We Sell On Product & Price
What happens when we lead with product?
Buying decision is based on price
Many MSPs and IT firms lead with product PAS vs. PSA
Time To Differentiate
Focus on client pain or challenges
How many solutions do you offer?
Focus on the client
K
L
T
We- Know, Like and Trust people who:Have been in contact with us many times
Show a willingness to be helpful
Listen to what we have to say and give us the correct information in order to make an informed decision
This is the typical sales processClose, Close, Close high pressure
Make an appointment
Present, Present, Present the solution
As a few questions (maybe)
There is a better way!!!
11 Amazing Steps to Close Any Sales Opportunity
Touch Point The Initial CallInitial Appointment 2 to 3 days out
Day 1 Day 2
Day 3 4
Day 5
Day 6
Day 7
AppointmentSchedule 2 to 3 day out When do we want to make the proposal? Why?
Still fact gathering unable to make a decision
Wasting your time if you are not the last in line. Why?
Touch Point Marketing KitInitial Appointment 2 to 3 days out Send Marketing Kit
Day 1 Day 2
Day 3 4
Day 5
Day 6
Day 7
Marketing KitDesigned for both D and C personalities
Visual images
Cover letter, press releases/articles
Testimonials and case studies
Marketing Kit
Press releases show activity in the marketplace
The marketing kit communicates your brand image
Expresses your mission and educates your target audience
Touch Point Web Page CallInitial Appointment 2 to 3 days out Send Marketing Kit Make Web-Page Call
Day 1 Day 2
Day 3 4
Day 5
Day 6
Day 7
Web Page CallIs there any other sites where I can go to learn about your company or industry?
Determines personality typeHow many of you are bringing the web page to the first appointment? Acts as the leveler Especially IT I know everything Im the guru
Web Page CallTheir ideal clients
Look for the vision, mission and values
Company history, management team, etc
Type of business
Industry associations
Google you contact
Trade publications
Do your homework
Customers
Competition
Touch Point Web Page CallInitial Appointment 2 to 3 days out Send Marketing Kit Make Web-Page Call 1st Appointment
Day 1 Day 2
Day 3 4
Day 5
Day 6
Day 7
Do they have the latest technology
Awards, posters, art
Check out the office
Arrive early
Understand the culture
Build Rapport
Discuss the website
Ask if they got the marketing kit
No products or services
Discuss concepts, ideas and challenges
Identify pain points What would make life easier?
Focus on them
Touch Point Web Page CallInitial Appointment 2 to 3 days out Send Marketing Kit Make Web-Page Call 1st Appointment Comfort Letter
Day 1 Day 2
Day 3 4
Day 5
Day 6
Day 7
The Comfort LetterPremiere member of an international or industry organization.
Shows youre a major player in industry or community
Set prospects mind at ease
Separation!
Touch Point AssessmentTechnology Assessment
Day 3 -4
Day 5
Day 6
Day 7
Touch Point AssessmentTechnology Assessment Manufacturer Comfort Letter
Day 3 -4
Day 5
Day 6
Day 7
The Comfort LetterAdds another level of credibility to your company
Letter ensures your clients are dealing with certified professionals Do you compete against people who work out of their basements
Touch Point Project OverviewTechnology Assessment Manufacturer Comfort Letter Present Project Overview
Day 3 -4
Day 5
Day 6
Day 7
Project OverviewNot a scope of work, your own mini RFP
Illustrates your ability to listen and understand the client needs
Focus is on business applications
80% is boilerplate
Project OverviewGreater the involvement the greater the likelihood they will buy
Collaborative process
Plays an important part of the proposal presentation
Paints the picture to the owner that YOU and the appointed team worked side by side
Project OverviewTiming Call and its strategy
I want to be sure that I heard what you were saying, Mr. Prospect, so Ive prepared what I call the Project Overview
Seek early approval
Project OverviewTake a look at it. Make sure I heard everything youre requesting. Add, delete
Oh by the way, did the other companies come back with their proposals yet?
Well Company A did, but Company B re-scheduled for Tuesday.
Touch Point Service AgreementTechnology Assessment Manufacturer Comfort Letter Present Project Overview Authorized Project Overview Make SAP Call
Day 3 -4
Day 5
Day 6
Day 7
Support Agreement Program
Support Agreement
Hardware Software Applications Client Benefits Training, Education and Services Backup Security One Monthly Price
Considerations in your SAPCreates a client for life and recurring revenue for your organization
Business 101 why pay cash for a depreciating asset
Bundle Bundle Bundle
Here is what you have doneDiscredited price
Intelligent client is going to ask competition about the cost of Thats the power of a Support Agreement
The Wins
Win for the client
Eliminates Obsolescence and Price Increases their profitability and gives them a competitive advantage
Win for the Sales Professional
Win for the company
Stronger client relationship
Client for life
Greater income
Greater revenue stream
Touch Point Sales ProcessPrepare Proposal Set Closing Appointment
Day 7
Sales Becomes a Logical Conclusion to a Well Thought Out Process
3 Areas To Manage For SuccessCalendar
PSA
Project Overviews
The Power PositionCIO Door
Proposals BDM
YOU
Reminder
Follow these steps to create rapport and effectively squeeze out your competitors
You always want to be the last to present at all times
Remember to send out your shock and awe or front end package prior to your initial meeting
Sales occur between 7 and 12 touches
Sales Success