As a MSP, you need to win the trust of your customers so they let you “takeover” their IT system, which is essentially the lifeblood of their business. So, it is natural that your prospects come up with many questions and objections before they sign up with you. This blog discusses common objections that MSPs face when selling and tells you how to overcome them.

Price
Example: “We can find the same service for less somewhere else”
Try breaking down your total cost to a smaller amount so potential clients can visualize why the price point is what it is. Be sure to focus on the unique value your company provides to its customers, that no other competitor can provide.

Complacency
Example: “We are fine with the way things are currently working”
Share some research about their competition and the changes they have made to their businesses. Adding just a touch of fear can pressure the customer to think about the way they are currently doing business.

Timing
“I’m not ready to buy, call me again in 6 months”
Provide them with a list of benefits of working with you, explain product/service values, and how easy it is to get started. The main objective of this is to make the decision to choose an easy one!

Trust
Example: “How do I know that you have the necessary experience to handle my business?”
Since trust takes time to build, be forthcoming throughout the call with information and references that will take away some of their uncertainty. This will give the prospect confidence in your skills and can conclude that you have the ability to get the job done correctly. You can also put your prospects in a lead nurturing drip to win their trust through thought leadership.