How to Become Successful at Selling Managed Services
Selling managed services is a different type of sale. As a Strategic Business Advisor at Collabrance, I have the opportunity to work with several MSPs across the country. Three of the most common challenges of selling managed services we see MSPs experiencing are:
Maintaining a flow of qualified leads
There are TONS of ways to get managed services sales leads, but maintaining a consistent flow can be a challenge. The key is consistency. You need to identify the activity level required to hit your monthly goal, develop a plan of what you need to do to get there, and stick to it! Whether that is through marketing efforts, hosting events like lunch & learns, or simply getting your foot in the door, you must stick to a course of action. No matter how busy your schedule gets, keep hitting your required sales activity level and you will see the results.
Every objection provides an opportunity for you to share the right information and move your prospect to the next step in your sales cycle. Hope is not a strategy! Anticipate your prospects will always have objections. This will allow you to be prepared and confident in your approach, appear more knowledgeable and help you close more managed services sales. Download our talk tracks to move past these 3 common objections:
First Appointment Objection: “How much is this going to cost?”
Assessment Objection: “I don’t want any discovery software on my network.”
Proposal Objection: “We want to think about it.”
Closing the sale
When presenting your proposal, ensure have the best chance at closing the deal. This may seem like common sense, but I can’t tell you how many times I hear a deal was lost because the decision maker was unavailable. No excuses! Give yourself the best opportunity to receive signatures on the spot by satisfying the five prerequisites of a sale:
A recognized need
A viable solution
Value justifies cost
A sense of urgency
Authority to buy
Selling managed services doesn’t have to be hard. We’ve helped several MSPs improve their ability to sell and close more managed services sales. To advance your skills selling managed services, attend our Sales Simplicity Seminar or Sales Lab with CharTec.
Hannah Erb, an Account Manager for Collabrance, is responsible for sharing best practices, coaching and training partners to help them achieve Managed IT success faster. Hannah started at Collabrance in 2013 and developed her role from scratch. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.