Optimize Your Msp Sales Process for Procurement with airSlate SignNow

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hey how are you guys it is Harrison man from growth generators.com now in this video I'm going to be talking about how to speed up your sales process in the MSP world because I've already made a video on what your typical sales process should look like and if it doesn't fit into that you might be doing something wrong not always but you might be in this video I want to I want you to accelerate that growth infinitely quicker and I'm going to cover every single way to make it so you're getting from a prospect to a closed deal in record time before I get into that I do want to mention a couple things number one I do have my master class there's a link down below number two if you are struggling with any part of your MSP this channel is full of stuff currently 63 of you guys are not subscribed which makes me very sad so if you could do me a favor hit that like button and the Subscribe button it would be much appreciated and number three there are tons of resources and I put tons of links in the bottom of every single video go check those out I don't put them there for my health I put them there to help you guys close more deals make more money at your MSP and be better at sales so if you haven't already go check out those links uh down below including interviewing with me we're going to sit down 15-20 minutes you can ask me any questions and and in there I'm going to record it have my video editor chop it all up and make a video out of it so that way you can get your answers for sales objections sales questions in real time so let's get into it how do you actually speed up the MSP sales process this is Paramount because sometimes when you're not trained and you don't have tons of sales training and you haven't been doing sales or specifically MSP sales for a very long time this is a drag and sometimes those sales Cycles could be weeks if not months now in my last video I gave you hopeful numbers those are real numbers I have had that happen on probably more than 80 percent of my deals now there are deals that you're going to get into that take three months six months could be even one year you're chasing a prospect but that last video is super helpful you do want to check that out the link will be down below for that video but let's talk about how to speed it up there are about eight different ways that you can leverage to speed it up and I'm reading my notes here so I apologize because I'm only human there's only so much my brain can remember number one you have to have a targeted Market if you don't have a Sharp Clear Vision of who your ideal Prospect is you need to stop watching this video right now and download the buyer Persona worksheet and fill that out to the best of your ability I only say that because the buyer Persona worksheet is going to give you razor focus on who you need to go Target I wish I did this for my business five years ago but you live and you learn don't be like everybody else yes you can help everybody out there which is great but have a razor sharp Clear Vision on who you need to Target that way you can go Target them over and over and over again targeted Market is the best way to grow your MSP and get significantly more prospects and also using your marketing to help close them faster your proposals will be already more detailed everything just Falls in line it is the biggest takeaway probably of this entire video the faster you can do that the better once again the link is down below for that buyer Persona worksheet fill it out I know it's going to kill you changing everything from your marketing strategies to who you target but once you do it is like a fish swimming down river you are going to get there so much faster with the wind or in this case the water on your back or a plane getting there quicker With the Wind pushing it in the right direction number two is educate your prospects a lot of msps don't spend enough time educating the prospect on two different areas number one the value that you provide and two the role of technology in their business you have to do both of these and if you want to take it one step further educating people on their technology most people have no idea what a server does firewall does switches do endpoint the list goes on and on I mean it's a nearly infinite list but most prospects feel like they're getting sold and nobody ever wants to be sold they want to be educated and they want to make a clear decision on the best thing for their business you need to educate and don't sell when you nobody likes being sold it's a crappy feeling you're like oh I just got sold uh it's the worst thing in the world and you get home and you're all angry and you have buyer's remorse and nothing ever feels good you don't want that you want to educate the client on what you do and how you do their do business and how you can help them and the role that technology plays in their business and when you educate that Prospect your sales are going to go way up and they're not going to feel like they're getting sold to so we're going to have once again my imaginary proposal here they're going to sign these way quicker and send them back to you because they're they know that they have enough education to make an educated buying decision number three I will die on this throne go get pentadox now I'm not against connect wise quozel it's not a bad platform but if you want Banger proposals and the full ability to control this have a beautiful template and make them in record time I want to show you what panadox actually looks like because I've only mentioned it I actually haven't showed you guys so I'm gonna share my screen here and we're gonna dive in so this is Panda docs it is a fantastic platform you can do so much in it I probably don't even use it to nearly the ability that it can but they give you tons of proposals to pick from and they've added quite a few more since I officially signed up but I mean look at how beautiful this is this is amazing right just this is their I like this little automation that they have it's great now I'm going to show you what my proposal looks like because we own our battery and I own a digital marketing digital marketing proposal digital marketing company called growthgenerators.com which is what you're watching but this is it it's beautiful you can scroll all the way down I put in here as a client company you can collect contact information credit card information you can integrate this with any system so that way as soon as they sign you get notified it goes in your CRM gets logged into connectwise or some other platform doesn't particularly matter to me what you use use what you like our services right and sometimes I have actually sold and upsold products strictly on my proposal but that's it it's just a nice looking proposal it's nice and clean you can add products in here extremely easily I'm not going to go over my pricing in here sorry guys but credit card authorization form they could plug in their credit card information I can detail how much they're actually going to be spending it is a fantastic platform but you should have your proposal creation dialed in like af1 car exactly how it looks every single one is uniform the products you can add the products in here you can add educational pieces in here you I think you can even add video in here I haven't done that yet that's why I'm saying I think you can but you can even add a video in here so somebody could click it and say see a recap of what you might have already spoken about it is a game changer if you have crummy proposals you need to step it up immediately if you're using word I'm not even an affiliate of this company it just makes life easier this was not around when I did MSP sales if it was this is probably the first thing I would Implement along with some other tools that I've already mentioned in here but you have to have a streamlined proposal number four is going to be building trust throughout the entire process of that sale if you think the sale is dragging on you probably you already know this or you should already know this people buy from people they know like and Trust they might know you and like you and I'm not going to give you guys the finger but they might not trust you that is the clearest way to not grow a business you are essentially holding all of their income and making sure that they can receive income and their employees can work and everything else they have to trust you inherently with that information just like you trust all of your employees and all of the software you use and all of the hardware you use and your internet provider to make sure that you're getting whatever speeds you're paying for whether it's one gig 10 gig 100 Gig it doesn't matter it is so incredibly important for that Prospect to trust you if at any point they don't trust you you're never going to get the signed proposal or specifically this signed proposal signed and sent back to you it's just it's not going to happen right this is nice and easy and modern and Sleek but figure out what works for you you have to build trust that thing is never coming back if they don't trust you or they feel like you are a slithery Salesman selling snake oil where they can smell the commission breath you have to be so careful with that one next is going to be clear communication we you and I know all of the buzzwords in the MSP World DDOS we have MSP mssp sizzo uh CIO the the vcio the list goes on and on MFA 2fa I mean I'm making a whole list for you guys and these are all pretty much at the Forefront of my brain but we know all of the fancy sexy terms in our industry clients don't know that don't use very high-end language or acronyms use acronyms in the office when you're talking to people you don't use acronyms to clients unless that client happens to be pretty technical otherwise talk and communicate clearly I pause in between my sentences I make sure that I can talk to that person and along the way I asked them hey does everything make sense I do this all day every day and sometimes my words my brain gets a little jumbled and I start to say things that make sense to me but not always to you guys is everything still on track and you guys still understand what I'm saying they'll say yes or no I lost you a while ago roll that sucker back and start again and explain it to them as if they have no idea about technology metaphors are a gold mine of communicating there is so many ways to relate any bit of information into a metaphor that somebody can easily understand I promise you they are out there next is going to be an efficient onboarding yes the faster you can onboard the faster you are going to be able to get a new Prospect through the door nobody wants to see that they're going to be waiting three weeks a month two months for an onboarding they want to say hey we can start onboarding in the next five business days and that's where we're going to start typically onboarding takes at least um 30 days but we start as soon as we possibly can you as the salesperson should know hey we have a couple projects going on right now but as soon as they're done we're going to be here Friday at XYZ time to be there or I need to speak to my project team about when we're going to be here but I promise you I'll let you know within the next hour or two of when we can have team members on site but I want to get you in in the next five business days that should be the minimum at least to just show a presence hand out your mass mouse pads put your stickers on everything show that you were there it is so incredibly important next is going to be automate where possible we live in a digital age and we need to automate everything I know that's surprised but bang right it's it's here we are in the digital world go out and try to automate as much as possible you should be automating from when you talk to that Prospect to email sequences that follow in a timeline that you are familiar with and you were either releasing them or they're going out when they should go out to that prospect there are tons of great crms out there you have HubSpot you have go high level which is what I currently use you have Salesforce you have pipedrive Zoho I mean the list really goes on and on all of them I don't think anyone doesn't offer automation at this point automate as much as possible from the communication back and forth to booking your meeting to following up after the call and add value along the way but automate as much as possible it will drastically speed up your sales process and prevents you from having to to remember that you need to call and if you're worried and you don't want to go spend all this money on technology even though we're in the technology space book it in your calendar I need to follow up with this person in two days at 11AM boom done and that's it just say jot in your little notes and it will be taken care of but automate wherever you possibly can number eight is Quality Sales Training if you need Quality Sales Training I have a link down below to my blueprint stop now go click that link down below it is a no-brainer to be trained it is so critically important for you to go out and learn how to sell you have spent your whole life learning technology why would you not spend a little bit of time investing in making money that is going to help your business grow at this point I think we all know that businesses don't grow without revenue and profit you need those two to build this sucker and send it off to the Moon invest in some sales training invest in some level of training in sales and prospecting there are plenty of resources my blueprint is the best place to start I teach everything in there no hidden anything it is stuff that I've never covered on this YouTube channel it is down in that blueprint because it is so detailed and so thorough there's about 30 hours of content in there and it is a gold mine for you to check out last is a feedback loop figure out a way for you to go out and Survey your clients what could we have done better what do you think we didn't do great on obviously you signed the proposal we're super happy to work with you but what do you think we could have done better every major chain company that you deal with on a regular basis asks how could we improve you call GoDaddy they say hey can you fill out a survey you Call Wix they say hey could you fill out a survey you go to Chipotle and you fill out their little app or sign up for free you know chips they ask you how your survey was if you have left the retail store they sign a little they Circle the thing that says leave us a review here every business wants feedback on how they can do a better job and this is a massive opportunity for the mspcs I don't see any msps doing this building in your system hey when that proposal is signed and we onboarding is done it triggers an automation to ask them for a survey or a view anything like that that is going to help make your company better I cannot stress it enough it is all over the place they text you hey how'd you like it they send you an email hey at the end of this phone call Press we're gonna hang up you're gonna be prompted to fill out a survey do it for your company there's a reason these companies are doing it it works over and over and over again and it's only going to make you as a salesperson or you as the business owner a better business owner salesperson and significantly more profitable I cannot stress it enough it is so vitally important at the end of my online course there is a survey of what I could have done better what I should have covered and I constantly talk to my community about what I can do to make better content for you guys and I mentioned the links there is a link down below for you to submit video ideas for me to make content for you guys use it I want to make the best content on the internet for you so you guys can go crush it come back and leave me comments that let me sleep in the Next Room over really really well I just I love it it makes me so freaking happy other than that hit that subscribe button hit that notification Bell and I'll see you guys later and hit that like button you know you're already there just I'll wait you can just press it real quick thanks okay good now you like that I appreciate it love you guys I'll see you guys later bye