Streamline your msp sales process for IT with airSlate SignNow

How to create outlook signature

hey there LinkedIn welcome back you've been following along for a couple of my videos now if you haven't I'll link the rest of them down in the comments below but we're on the final and fifth stage of my MSP sales process thanks number one for hanging out this long and watching all of this but I'd like to show you today how we get to the proposal presentation and more so how we get through the proposal presentation without our customer leaving us hanging nobody likes to get ghosted after we drop off that proposal so let's talk about how we can solve for the proposal side of the of the sales process without you getting stuck number one our goal here is to be able to present to our clients the risk that their technology serves today or holds today and a remediation plan for that an actionable plan that we might be able to solve for what the customer's up against our defined next step and every step in your sales process has to have a defined Next Step our defined next step is either we close and you do business with me or we walk away with the defined next step when we're going to meet again when we're going to circle back so that I don't get stuck in Chase mode so far we've had our right fit call we've made sure that this is somebody we want to do business with they're the right size for our business they have a budget they're not a total jackass they're somebody who we'd like to cash their check from and talk to them on the phone from time to time to help them with their technology we've done a stakeholder interview we've talked to the important folks in the organization and probably a good chunk of the organization to determine where their technology is meeting their needs and where it's failing we've sent an engineer out we've done some data collection we ran our scans we poked through the server room made sure we could see what was in the in the building and you know pulled out the service tag on the on the little Dell server and looked it up to see how old it is we've collected a lot of data and lastly we've confirmed our findings we called the customer back and we said hey you know what when we scanned your network we found this and that lines up with this pain that you told me about so everything you're telling me not only can I verify it but in my experience these are problems that a company like mine can solve now we're on to that final call so at this point we should know a ton about our Pro our Prospect we know what hurts we know what that emotional thing is that our Prospect is going through that they would spend a dollar to make it go away and that's really important if we don't know something that is emotional to them something because that's what people buy on if we don't know that thing that's going to make the pain that they're going to spend a dollar to make go away we probably shouldn't be sent delivering a proposal we should know their budget we should know exactly how many dollars they're able to spend earlier on you heard me talk about bracketing Mr Prospect if I came back to you between three and four thousand dollars a month could we do business together or would you throw me out of here on my ass we can have that conversation we can have it early we can have it often remind the customer of what that budget is but we're going into this close with that information and we're going to use it again we should know their decision making process we know who's involved is there a board that needs to sign off on the decision is Jim in engineering the smartest technical guy in the building and they're going to really want his input is somebody's nephew's cousin working for Google the only person who they think can can check the check box and say yep that I bless this organization and they can do the work if there's somebody out there who could get in front of this and cause you a problem they need to be in the room so you can present to them explain to them answer their questions and make them okay with all this so when we get in front of the customer we're going to remind them of the pain and the risk that's attached to that pain so you know if they're if they're talking to you about uh you know having to go into the bill into the office at night to you know in order to do certain amounts of work because they don't have remote access well that's a risk to them because we're in a tight and competitive labor market if people are having to go back to work late at night or after they put their kids to bed to get everything done if they're having to work long hours in the office because they don't have remote access that actually creates a risk to the business and we want to talk about that it's a tight labor market you'd hate to lose somebody because we're just not doing a good job giving them that work from anywhere experience that's kind of expected today and you can tie some of that risk to any pain that that customer brings up to you you guys understand technology really well you'll be able to put that piece together remind the customer of the budget Mr customer we've talked about a lot of the things that hurt the good news is they think I've got a plan that can solve for all of this and the better news is you know when we talked budget you told me there's no way you could be at that four thousand dollar number I gave you he said if we were closer to three grand we'd probably be able to do some business together the great news is we're way closer to four grand than three I think we're going to be able to solve for all of the problems that you brought up in your in our conversations for about thirty three hundred dollars a month so congratulations everything that you have that's bothering you we can tackle and we can take care of that for you lastly don't have the meeting if you can't get everybody in the room right this decision-making process them going and explaining it to the board themselves that's setting you up for failure so get everyone in the room your time has value don't let them convince you that you have to come sales pitch to them they'll carry the stuff to the next person you can just hang out on the sidelines and wait it's a number one way that msps get ghosted in their sales process it's how you get somebody to walk away not give you a defined next step and tell you when they'll be able to come back to you and make a decision and then we want to make sure that as we close this up we have a way to ask for the prospect's business without sounding slimy so the way that I typically do this I'd make my presentation I explain to them how we're going to solve for their pain how we're going to address the risk we talk about the budget and as I wrap up the budget conversation I'm telling them hey you know we agreed that if we if we're between three and four thousand dollars probably closer to that three grand we could probably do some business together the good news is I've solved for all of those problems that you brought up we're doing that within the budget that we discussed so is there a reason that we can't do business together today or do I need to go stand in the hallway while you guys talk about me behind my back right and if you don't feel like you can say that then come up with another answer another way to say it you know do you need do we need to schedule a follow-up so that I know exactly when to call you in order to schedule and in order to learn whether or not we can do business together what's the worst thing somebody's going to tell me if I ask them hey can we do business together or do I need to stand in the hallway while you guys talk about me and decide what's the worst thing they're going to tell me one go stand in the hallway too we're not going to make a decision today when they do that when they say hey we're not going to make a decision today then I get to tell them okay I get it this is an important decision and you guys want to talk about it it would be disrespectful for you for me to walk out of this meeting and not schedule the next call because if I do that then I'm going to have to call you 10 times I'm going to harass you you're not gonna like me I'm not going to enjoy making those phone calls so that we both like each other after this experience why don't we just agree that on a day that we decide right now I'm gonna call you and you're going to answer and we're going to have a conversation and we're going to talk through this it's a really easy way to not get ghosted as you're making that final sales presentation to your customer and guess what they understand number one they do sales in their own business and number two they've been chased by uh By A A salesperson who they didn't want to be chased by they've had to duck that person they would rather give you a no to your face at a scheduled point in time than get locked into that chase cycle especially if you promise them that you're willing to pick up the phone and call them 10 times to get their business so the last part of this boils down to make it your own if you can't say what I say that's fine that's okay this is designed to be your sales process you're not going to take exactly what I've built and flip it over and use it yourself this is designed to give you a little bit of a framework that you can pick apart and go back and reference every time you have a sales call if you win a sales call go back and look at your framework and decide which pieces of it worked which pieces of it worked the best these are the things we're going to want to do over and over again every time go back and find the things that might have been uncomfortable because even when we win even when we close a good piece of business there's probably something we could do better or different and the important thing about an MSP sales process is that we not only have one but that every single time we close a piece of business we go back and look at that sales process and improve it a little bit every time the goal of your MSB sales process isn't to become a sales Master overnight it goes back to the old Sandler quote nobody can learn to ride a bike at a workshop what we can do is build a framework that lets us be one percent better every single time so I hope you've learned a little bit listening here I'd love to share this uh you know what I've learned through my sales experience with the whole world so if you have questions comments anything like that throw them down below or direct message me I'm happy to engage in a conversation thank you