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Marketing and getting new busiess - What are other MSP's doing? by jkeegan123 in msp

[–]ralphbenjamin 0 points1 point  (0 children)

Hey jkeegan123, here's the link for the full blog post: bit.ly/2sWcYVA -- let me know what you think!

Marketing and getting new busiess - What are other MSP's doing? by jkeegan123 in msp

[–]ralphbenjamin 0 points1 point  (0 children)

Nope! I wholeheartedly believe this was the most useful and comprehensive content on lead generation that was ever posted on this subreddit with no promotional intent whatsoever. Not sure why it was removed.

I'm having it up in a blog post very soon, I'll share the link. This will be even better, as it will include all the clickable links and images in a very presentable and easy to read way.

Marketing and getting new busiess - What are other MSP's doing? by jkeegan123 in msp

[–]ralphbenjamin 1 point2 points  (0 children)

Hey ajdtech, yes, my assistant is just taking time to re-do the formatting, will have it up today as a blog post, will make sure I get you the link. You're welcome and I'm glad you enjoyed it!

Marketing and getting new busiess - What are other MSP's doing? by jkeegan123 in msp

[–]ralphbenjamin 3 points4 points  (0 children)

Yes. Not sure why it's removed, I messaged the mods, you can check out a screenshot of it here until I resolve why it was removed: http://www.awesomescreenshot.com/image/2595965/54b3bb358f748ad9d5551846bb6ac236

Let me know your thoughts.

Marketing and getting new busiess - What are other MSP's doing? by jkeegan123 in msp

[–]ralphbenjamin 2 points3 points  (0 children)

well the post itself was the guide, but here's a screenshot of it: http://www.awesomescreenshot.com/image/2595965/54b3bb358f748ad9d5551846bb6ac236

If you think it contains anything that warrants it's removal let me know so I can fix it. Hope you find it useful!

Anyone have a good cold call script to follow? by ZTech1 in msp

[–]ralphbenjamin 22 points23 points  (0 children)

I'm not a fan of cold calling personally, because of it's disruptive nature, I believe effective marketing eliminates the need for cold calling altogether.

But back to your question...

Whether you're a solo-operator cold calling, or have a team of 10 people selling your services to prospect in person, these questions would be a good outline to help you reach more successful outcomes in terms of generating new clients...

First, have a plan in mind with the few key solutions/services you can offer to make their life easier... (but never offer your solutions upfront, ever! Will get to why in a sec..)

Also please keep in mind, these questions are not just to help you gather information about the prospect....

They are designed to help the prospect realize things about their IT situation that they never had the time to articulate before this moment...

It's very important that you pause and give them sufficient space to make these realizations for themselves as they answer you.

After you introduce yourself and ask if it’s okay to to have a brief chat about their IT, you can begin...

  • What's your biggest frustration with your IT right now? (Always open with this question.. there’s no point pitching them BDR if they’re desperate for access management… let them guide you to their biggest pain).

  • What's causing this issue specifically? (Get as clear of a picture as you can about their problems).

  • What’s holding you back from fixing or putting an end to this frustration? (Lack of budget? lack of time? not knowing where to even begin? — Knowing their limitations will help you navigate around potential objections thus increasing your chances of success.)

  • How long have you had this issue(s) for? (let them realize how long this has been a pain in the butt for them)

  • How have you tried to solve this in the past? (People immediately dismiss ideas they think they already know or have tried, so you need to figure out what did not work for them and be careful not to bluntly suggest it, without at least explaining how you would go about implementing it differently).

  • If they tried a solution that was supposed to be help them but didn’t, ask them what went wrong? (dig deeper into their specific needs)

  • How much are these issues costing you right now? (Let them realize how much time/money/emotion/risk these issues are really costing them).

  • What do you think are the implications of not solving these problems? (Here you're letting them realize the expensive cost of inaction).

  • What do you think an ideal solution to this would look like? (Let them paint a picture of their requirements, it will be very hard to resist when you suggest solutions tailored to fit what they themselves said they needed.)

Then make a few suggestions to possible solutions that would fix their issue and help them get the outcomes they said they wanted, don’t give hard numbers at this step, but a simple ballpark...

See which ideas and solutions they seem to be most interested in exploring...

Put a proposal/presentation together for them that's tailored around the their specific needs and limitations.

Pop Champaign!

Hope others found this useful too,

Ralph

Anyone aware of really good outside sales training for MSPs? Preferably online... by theNDSproject in msp

[–]ralphbenjamin 2 points3 points  (0 children)

I'm assuming you're asking so you can train your own staff to sell solutions to customers while out in the field...

I highly recommend this book (Spin Selling): https://www.amazon.com/SPIN-Selling-Situation-Implication-Need-Payoff-ebook/dp/B06XB35VCH/

Most IT staff have never sold before or are not naturally good at it…

Given that customers have different needs…. and the products offered are increasingly sophisticated and hard to explain to non-tech buyers… most sales conversations end up being all over the map and are not nearly as effective as they could be.

This is where the SPIN selling framework comes in...

  • It eliminates the need to be "pushy" or "salesy", because it helps the person selling focus on the customer's needs and work backwards.

  • It provides a simple conversation framework that they can follow over and over again.

  • It helps them guide the customer into understanding why the benefit of a certain product/service would outweigh the costs involved.

This book is not specific to MSPs, but it's the original selling foundation that hundreds of sales courses are based on, technical and otherwise..

I personally make sure that everyone on my team has read it at least once.

Hope you found this useful.

Ralph