The MSP sales is associated with a lot of challenges. One particular challenge comes from the regional or local nature of the business. As personal service providers, most MSPs have a limited geographic area within which they operate.  Consequently, to expand their revenues they have to stand out from all the other providers in the area.

How can you standout in a competitive regional market and boost your MSP sales

(1) Analyze their present service and their IT needs

When you meet with a prospect for the first time, ask them what their present IT service provides. Make a comparative analysis of the services they are receiving, as well as all their possible IT needs. Very often, many small firms most focus on a fire-fighting approach to IT support. They don’t know of, or understand the need for, managed services. Also, recognize they may have IT needs that they are not aware of. It is up to you to ask the questions that will tease out that information. Download our whitepaper to learn more.

(2) Add value

This is the time when you have to explain why signing up for a services contract is of greater value than the break/fix approach. Identify why your particular business has unique value: what distinguishes you from all the other providers in the area.

(3)  Avoid jargon and keep it simple. Don’t use IT related words

Avoid jargon and keep it simple. Your clients may not necessarily possess the technical knowledge that you take for granted.

(4) Professionalism

Be a professional. Always show up on time for meetings and follow-ups. Make sure you are dressed well, because your appearance creates the first impression. Download our whitepaper to learn more.

(5) Share client testimonials
Have references available from clients who have used your service and share testimonials. As a service provider, you don’t have a “concrete” product you can show them, so abstractions like trust and reputation are critical to closing deals. Testimonials can help develop that needed trust.