What’s one topic that is always on the mind of any IT business owner? Sales and revenue.
It’s a balancing act keeping new leads and sources of revenue coming in while ensuring that your current clients receive excellent and prompt service. In order to build your business, you have to do two things, which is to generate new customers and not lose the ones you already have.
Optimizing the delivery of your remote managed services is a big part of keeping current customers happy. For the other part of the equation, you and your team should sharpen your sales skills to help you generate new business in an increasingly competitive IT environment.
You don’t have to have a naturally outgoing and persuasive personality to be a good salesperson. You just need to know some tips that those with great selling skills use to increase their chances of success.
We’ve gathered a few of those important skills you can adopt to boost your revenue this year and improve your lead conversion ratio.
Research Your Markets & Leads
A good salesperson will do a little research on an industry or lead before meeting with them or creating promotional materials.
For example, before you decide to create a website landing page for an ad campaign for lawyers, find out some of the challenges in their industry. Look up terms like eDiscovery so you can speak their language in your website copy.
Before meeting with a potential customer, take a look at their website and see how the company describes itself. Look for any keywords you can use that will tap into what they consider key values (such as sustainability, innovation, etc.).
Treating all customers the same can leave you completely missing the mark in a conversation and them not connecting their needs to what you’re offering.
Don’t Inundate Leads With Too Much Information
In the last two decades during the technology revolution, the average human attention span has dropped from 12 seconds to just 8 seconds.
We are inundated with so much information, that the brain tends to shut down and move on when presented too much all at once. Thus, you need to limit the amount of initial content you sent to new leads.
While you may want to share all your company’s benefits and what it does, an email with several paragraphs of text is likely to sit in an inbox unread because of the time investment the person has to make to read it.
Instead, start with short snippets of information and use bullet points that highlight the benefits you’ve identified that would help the customer the most. Less is more, especially when it comes to first interacting with a new lead.
You can always link to service pages or your blog posts to offer more details. If the person is interested in more, they’ll visit the link.
Be Specific With the ROI
When you lead with all the things your company can do – improving network security, managing remote team PCs, etc. – a potential customer is most likely trying to figure out their cost versus benefit.
Don’t make them work that out themselves and don’t assume they can inherently see the value of your services.
Have some examples ready that can be used to give specifics about the ROI of your services. Use examples from other clients, such as…
“ABC Company spends approximately X amount per year on their MSP plan with us. Their estimated savings from reduced downtime is X. Which gives them an ROI of about X dollars per year. The mitigation of cyberattacks is more difficult to quantify, but the average cost of remediating a ransomware attack is $1.85 million. If you took even half of that cost, that’s more than a great investment.”
Know What You’re Selling
While you as an MSP owner may know exactly what you’re selling, including all service plan prices and add-ons, all your employees may not.
Ensure that your team is well trained on your pricing and how to answer pricing questions specifically for customers. If pricing changes, make sure everyone on the team knows.
Quoting incorrectly during a sales call can backfire if a client then gets upset when they sign-up because the cost is higher than expected.
Ask Questions to Identify Pain Points
Good salespeople listen as much as they talk. Selling is about filling a need for a person or company and to do that, you have to listen to their most important needs.
Don’t assume that every accounting department is going to have compliance at the top of their list. Ask questions about their pain points and IT challenges first, so you can then tailor your discussion around those.
Improve Client Retention & Experience With Syncro RMM/PSA Tools
The Syncro RMM/PSA platform is designed to tie together customer support activities and remote management activities, so you have a fluid flow of information to enable faster customer response and a better experience.
Contact us today to schedule a free demo and a 30-day, free trial. Call 856-579-6276 or start your trial online.
[author] [author_image timthumb=’on’]https://syncromsp.com/wp-content/uploads/2021/05/Caitlin_Headshot.jpg[/author_image] [author_info]Caitlin Good is the Content Marketing Manager at Syncro with more than 10 years of experience in the technology and eCommerce industries.[/author_info] [/author]
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