Empower your Purchasing Process with an MSP Sales Funnel for Purchasing

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when you start off your MSP you probably just  figured sales out right you did what I did is   is you get a lead and you talk to the person and  you'd hopefully close the deal and you figure   things out every single time today we're going  to be talking about how to level up that process   because if you are just doing the figure it out  method you are definitely leaving some money on   the table because if you don't have a good sales  process or a sales funnel it's detrimental to your   business so let's get into what that looks like  so why would you care about your sales funnel   right the that's the the first question here  and the reality is is that if you don't have   a standardized process for things it's really hard  to get better and with a with a solid sales funnel   process you will take leads that that may have  gotten lost in the shuffle and really get them   to the close because sales as much as is about  being smart and building relationships and doing   those kinds of things it's also a lot about just  working through the process right it's about doing   what you say you're going to do following up when  you need to checking in on on stale leads and all   those things and without a solid process to do  that it's very easy to forget that you had to   lean the pipeline to begin with right so that's  why it's so important to have that funnel going   on and the secondary piece here is that if you  have a good sales funnel it's going to allow   you to qualify and in some cases disqualify leads  earlier on in the process I've talked to a number   of msps throughout my travels that have talked  about where they take a lead that's that's not   a good fit form all the way through to the end  they don't get rid of the lead that's just not   a good fit form early on in the process and in  turn they waste a ton of time just taking this   bad fit lead close to the finish line or all the  way to the Finish Line they wasted a bunch of time   on the sales process they they didn't figure out  this was a bad fit form then they closed the lead   and now they have a client that just isn't a good  fit form right that is not what you want to do as   a sales professional so that's one of the biggest  reasons why the having a good sales process is so   important the last thing I want to say here on on  the why aspect is if you have a good sales process   it allows you to hand off sales to somebody else  far easier than it would be if you're figuring it   out right this one of the challenges of hiring  your first salesperson is making sure you have   a sales process that works because often times  msps will hire a salesperson and not have the   sales process really figured out and then one  of the first things that salesperson is doing   is trying to figure out how to actually deal with  sales for the company what does a sales funnel   Encompass right usually there's many stages  my funnel has five stages that I'd like to   talk about the first stage is lead qualification  right the lead qualification is all about having   a relatively quick conversation with the with  the Prospect and talking about who they are   what they do who you are what you do it's just  you trying to figure out whether or not you guys   want to do business together right the idea here  is that they're interviewing you as much as you're   you're interviewing them if you get through this  qualification stage then you move them on to the   next stage and if you can tell right away that  this isn't going to be a good fit for you don't   set the next appointment you know just move on and  and and eject this lead um if it's if you you can   tell it's already a bad fit the second stage is  a discovery meeting your Discovery meeting is a   longer form meeting where you're trying to really  get to know the Prospect and and you're really   trying to figure out you know what they do for  their job how you can help them what their view   on technology is and those kinds of things right  it's really a a deeper conversation around what's   going on you also want to ask them questions  like what's your experience with msps in the   past do you have any concerns or issues with with  hiring an MSP at all and and those kinds of things   you really want to make sure that you're you're  getting an idea about who they are as a business   and how they are going to be to work with because  that's critically important and with the discovery   meeting comes along uh the third stage which is  your technical assessment and a lot of times uh   companies will kind of merge steps two and three  together you know the owner or salesperson will   go out and they'll bring a technician out and the  tech will do the discovery where it's it's really   all about trying to understand what's going on  on the network trying to understand the lay of   the land and making sure that technologically  speaking they might be a good fit as well because   it's entirely possible to bring on a a partner  that's has a mess of a network and and you want   to know that before you get into it I will say  that out of all of the phases I would suggest   that you do not ever skip that Discovery meeting  uh I've I've been in the situation a number of   times where we skipped discovery meetings and  things didn't go quite as planned right and the   the it's important to have a technical person do  that Discovery meeting especially on this MSP side   of the world because if you don't you're going to  find out the hard way that they've got some issues   that you just can't solve quickly and easily and  and that might turn a good fit partner into a bad   fit partner so don't skip the technical Discovery  assuming that your technical Discovery and your   and your Discovery meeting both went well you  now can decide whether or not you want to give   a proposal to this to this Prospect and this is  kind of that final ejection point right if you   are going to make a proposal you want to you want  to sign that that Prospect uh up for your services   and the core idea here is that when you deliver  the proposal it's kind of no turn back now for the   most part right and it's important that you have a  solid proposal template you have a solid proposal   process so that way you're not Reinventing that  wheel every single time it comes along but then   there's going to be a few things are going to land  in your proposal right you're going to have your   services proposal right but you're going to want  to talk about your onboarding process and and what   that looks like and if there's a cost to it and  maybe a project plan for that a little bit and   any other rideal projects that go along with it  because as we all know when you bring on a brand   new client you're going to run into this situation  where they are they need some work to get up to   speed and to get up to the to your standards of  running a network so that's your opportunity to   kind of get all that stuff done right so that's  your proposal you want to deliver that proposal   to them and then you're on your final stage which  is either closing or rejecting uh of of the deal   right and ideally for you if you've got through  the process thus far you want to close that deal   as much as as you can here's where I talk about  discounts don't discount just don't do it you know   if if you want to maybe do a one-time discount on  part of your your onboarding process cool I'm not   a fan at all of discounting your services to land  a deal that is a that is a bad precedent to set   wherever possible do not discount on your services  we've talked through all the different stages of   the funnel what a funnel is why it matters why  it's important and hopefully you are one step   further on your journey to closing more deals so  before I wrap up this video video that that I'm   doing these videos mostly as a fun side project  for me so if you would do me a favor click like   click subscribe help me out on some of the YouTube  metrics uh because that will help me expand the   reach of these videos thank you for coming on this  Rumble with me and hope to see you on the next one