eFolder Expert Series Webinar — The Most Effective Sales Strategies and Tactics for MSPs (EMEA...

The Most Effective Sales Tactics and

Strategies for MSPs

Ariane Pollock

EMEA Marketing Coordinator

[email protected]

linkedin.com/in/arianepollock

• Partner Introduction

• Common Sales Myths and Realities

• Identifying and Qualifying Prospective Clients– Tactics for Initial Contact

– Meeting Strategy

• The Price Talk

• Following Up

• Questions and Discussion

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Agenda

3

Partner Introduction

© 2016 eFolder, Inc. All Rights Reserved.

© 2016 eFolder, Inc. All Rights Reserved.4

Cheeky Munkey

Based in St Albans, UK

Founded in 1999

Offers managed services, desktop support, and maintenance

Clients across all verticals

Common Sales Myths and Realities


Myths Reality

Must talk a good game,

fake it till you make it

Product knowledge and

trust create loyal clients

Sales is a numbers gameQuality of numbers is

crucial

You must have thick skin

Knowledge of services and

potential clients helps with

constant rejection

Do whatever it takes to

close the sale

Some clients aren’t a good

fit for your MSP

Common Sales Myths and Realities

Sales Tactics and Strategies for MSPs

Identifying a Prospective Client

Identify through:

• SEO

• External telemarketing company

• Marketing activities

• Dissatisfied clients from other MSPs

• Networks

© 2016 eFolder, Inc. All Rights Reserved.8


Qualifying a Prospective Client

Consider:

• Size of organisation

• Budget

• Time frame (3-6 months)


Tactics for Initial Contact

• Sales pitch outdated

• Instead, adapt a consultancy approach

• Let prospect identify their pain points

• Plan meeting at office to continue discussion


In-Person Meeting Strategy

Effectively communicate value prop:

• Meet with key leadership figure

• Have conversation about business strategy

• Develop a proposal together


The “Price” Talk

• “You get what you pay for”

• In first 3 months, if you are unsatisfied, you

can cancel within a week’s notice

• Highlight mutual goals


Marketing Materials

• Sales presentation on iPad and on pdf

• Brochure to leave with clients

• Give Away


Following Up

• 7 conversations on average

• 6 month process before closing deals

• Use CRM to track touch points and next steps


Make Your MSP Stand Out

• Understand everything you need before

prescribing a solution

• Be proactive and avoid miscommunication

• Act like their IT department

Questions and Discussion

Thank You!

Ariane Pollock

EMEA Marketing Coordinator

[email protected]

linkedin.com/in/arianepollock

eFolder Expert Series Webinar — The Most Effective Sales Strategies and Tactics for MSPs (EMEA...

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Transcript of eFolder Expert Series Webinar — The Most Effective Sales Strategies and Tactics for MSPs (EMEA...