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in this video I'm going to be covering the MSP sales process from the beginning all the way to the end when you are doing the onboarding now if you are just starting your MSP you are started your MSP and you're like not exactly sure what to do or you hate talking about money you stink at closing the deal or you're just not closing as many deals as you would like this video is for you my name is Harrison Baron from growth generator.com and this YouTube channel helps msps make significantly more money through sales and marketing which I'm going to be covering shortly before I get into the video I do want to mention two quick things number one I do have my master class down in the links below people have been raving about it it is full of great information whether or not you are just starting or you are a seasoned veteran you're going to make way more money with your MSP number two I'm going to be covering a ton of resources links software to use tools the whole nine they are all in the video description below that Master Class so you don't have to go through and try to pause the video and read what it says I have you covered I'm not into gate keeping I'm going to expose it all in this video so let's get into the video number one is you have to understand the MSP business model before we get into the sale and the reason being is you have to frame your mind as to why MSP sales are actually hard for most people and why business owners are a little resilient to actually go spend the money with the MSP themselves so the MSP or managed service provider gets paid on a Mr monthly reoccurring revenue or monthly reoccurring basis and the reason being is an MSP will do a lot of different things not just break fix they're going to provide remote support they're going to provide proactive whether that's finding whether or not a computer's dead antivirus scans the list really goes on and on but most msps are working on a proactive method to make sure that business never goes down or if it does it goes down for the shortest amount of time possible now the reason why I frame all this stuff out and msps can offer a variety of services that could be cyber security services that could be teaching cyber security that could be compliance education the list goes on and on but when an when a prospect gives you money the prospect you have no idea their history their past what they've done who that business owner is that business owner might essentially be handing you their baby and when you take that over as an MSP while we take it for granted in the MSP world that Prospect is putting a tremend mendous amount of trust in you as the MSP business owner this is going to result in longer sales Cycles but this video is ultimately going to help you speed up those sales Cycles but it's really important to understand that when you go out and sell you're not just working we think about it as you're just working on somebody's computer you're going to take over some things it's not that simple there's a lot that goes into it and a lot of trust goes into it people buy from people they know like and Trust especially in the MSP World there has to be a TR tremendous amount of trust so let's get into the actual sales process first you have to identify your target client now it doesn't matter if you're seasoned or you're just starting off knowing who your target client is is gold it is the most important thing now I've built out this buyer Persona sheet I've actually made videos about it if you want to see the full video there's a link down in the description but this is the MSP in buyer Persona worksheet that I've built and if I could paint a picture of your target client right put my arm over the person and say hey right here is your target client they have the number of computers that you like they have the technical skill to know the language that you're speaking they have the money to spend with you they have the perfect environment that just wets your lips and it's like this is the perfect client for me that's what this MSP buyer Persona form is designed to do it's a design to outline this because once you find one it's much much easier to find the rest of them so going through and understanding who you want to Target and I don't care how long you've been in business for knowing who to Target when I talk to my coaching clients or msps that want to work directly with me it is so vital the first thing I do is go through this bi Persona form their and if you don't have somebody make them up their first name their last name maybe a middle name if that's what you want to get into how old they are did they go to college what gender are they I know it sounds so strange demographics job title industry you could even get politics in there if you want to get involved with politics but knowing the most amount of information possible now I've already made this video not this video this worksheet downloadable down in the links below go get it and fill it out spend 15 20 minutes sometimes people revise this thing 25 times and that's okay but knowing exactly who to Target is the most important thing Michael Phelps wouldn't go try to be a spr printer he knows what he's good at and he knows the competitions he can run or the competitors he can run against and what he's really good at that is this is basically I'm not going to say you're Michael Phelps but this is basically the same thing you're going to be laser focused on who you need to go Target so that way you can just crush it over and over and over again now we have to understand the client's needs and I'm going to start to skip around here a little bit but we need to understand the client's needs you have that imaginary client but there has to be a point when you have to figure out what kind of needs does this client have do they need to go to the cloud do they need compliance do they need to just work efficiently if you've been in the MSP world like I have you'll realize very quickly people and computers are very disassociated with each other you might go into somebody's office and they have a 49in ultrawide monitor and you might go into other people's offices and be like why do you have a $4,000 I9 64 gigs of RAM 4080 graphics card when you're just running Outlook because the person doesn't know you have to understand the client's needs and then you can go deliver those needs so I'm going to walk you through a little sales process that I think is really really important that'll help you kind of start to figure out who these people are here so right off the bat we're going to go and I'm just going to make myself a little bigger here just you know because I can't in time you have to identify the prospects we've already talked about identifying the prospects now there are softwares out there that you can leverage which I will show you to go grab the prospects but you have to have that buyer Persona sheet already filled out there's a software called lead scrape and this is just essentially going to scrape the internet for all of your Target customer you can go in there you can plug in the information that you've already found on that buyer Persona the company that you want to Target the region you want to Target it can't get super super granular but you knowing who to Target will make this much easier and it's going to give you a ton of information so if we go back once you identify those prospects you're going to have to reach out at some point or another another there's no doubt about it you can't not reach out to them there's a thing called speed to lead when your ideal Prospect fills out a form on your website you need to get to that person immediately because if you don't there are tons of competitors we all know that there's tons of competitors in your own in your own backyard don't hesitate don't wait don't do any of that kind of stuff if you're struggling with that you need to get a CRM I don't care if you use HubSpot I like go high level I am also an affiliate of theirs I use it all day every day but when somebody fails out a form you should get a notification on this little device that says you need two call stop everything call this person at least let them know that you're there to help them out it's a fantastic platform if you want to get set up with it feel free to leave a comment down below reach out to me hargrow generators. I will set you up with a custom solution so that way there's no guesses you don't have to use go high level it just happens to be the one that I use you could use HubSpot Salesforce pipe Drive Zoho act keep the list can go on and on and on I just happen to like go high level I've used HubSpot before in the past for many many years pick what works for you this is just recommendations once you have figured all of that out you're going to do that initial reach out you're going to use this little device you're going to call that person and say hey I saw you filled out a form on our website or if you're doing cold Outreach you need to learn some basic cold Outreach stuff if you struggle with cold Outreach closing the deal or if this video does not dive deep enough there's a link down in the description below for my MSP sales Pro blueprint it is every little bit of knowledge I have in the sales World specifically designed for msps it's like 30 hours long of content go get it it is worth its weight in gold if you don't love it there's a 30-day money back guarantee I don't want this to be a Pitch but I do understand that people struggle with talking about money dealing with clients understanding how to follow up dealing with objections all of that it's all built in there after you did that initial Outreach your number one goal is to book a meeting I'm going to repeat that so you don't forget your number one goal is to book a meeting you want to have something on the calendar that says you are going to XYZ prospects you know maybe not House Office coffee whatever it is lunch dinner drinks it does not matter booked on your counter I'm pointing to my phone cuz that's where I keep my calendar on top of my computer I'm sure most of you do the same but you need to have something on there that you can look at and say I need to go to XYZ location boom you go and you're happy and done with it it is so vitally important that you book a meeting because that is the first step in the rest of the sale if you don't book a meeting the whole thing is gone after you book that meeting you have to do a sales meeting right you've booked it now you actually got to show up sales meeting or sales assessment look at the hardware they have talk about about what their system looks like educate the client talk about the cost per value that they're getting out if one person gets up out of their chair to go help another person who's having computer issues and both people make $50 an hour that could be a hundred plus dollars an hour that that company's losing out on now God forbid they take one two or even three hours and this happens once a month your MSP Services could have been paid for for years as opposed to them just calling up and saying hey I need help the phone gets answered they get their resolution in minutes and keeps everyone working but you have to show that value you have to Showcase that value when you actually go speak to that person if you don't showcase that value and quantify those numbers person a makes $50 an hour person B makes $50 an hour if person A's computer stops working how long does it take for him to go ask for support if you guys don't have MSP support is it 30 minutes is it an hour is it two hours is it a day God forbid he doesn't want to mention it that could be $400 and then if they ask somebody else that just went from $50 an hour to a $100 an hour but you have to quantify you have to showcase the value that you provide on top of that we all know that your rmm is going to show you when computers are dying hard drives are failing computers are significantly out of warranty or out of patch updates you guys know the tech I don't need to go through the tech this is a sales thing you have all of the tools out there that are going to set you apart from everyone else leveraging those tools and showing the value that you provide for a business will make you money hand over fist every single day of the week you're going to have to customize a solution and when you customize that solution you're going to present it in a proposal because if you don't and you do a Word document it's not the end of the world but you need at the bare minimum a you need to have a copy preferably a carbon copy right of your proposal and they get a carbon copy of it so there's no changes modifications adjustments or anything like that and I think we're out of the old school days of somebody I'm looking for a pen on my desk but oh I do have a pen on my desk but somebody actually signing a piece of paper and sending it in I drove me crazy back in the day but every once in a while I'd bring a actual piece of paper they would sign it and I'd have to scan it into the system that's miserable use a software I've already mentioned it a ton of times panad do is fantastic it just makes nice proposals I'm not even an affiliate of the company it just is the best proposal sending software out there yes you can use quosal it's not nearly as nice it does work and qual is a part of connectwise but as far as proposal softwares go I have not I have not found anyone as good as padx it just is the best of the best all around no questions asked for sending proposes it makes your life easier you can have a whole catalog of your services make your your life easy you already have to deal with tech all day every day why complicate things even more than you already need to and you could keep all of your pricing in there that's a future video if you've made it this far and you want to know about pricing or marketing you should take a moment I'll wait for you to hit that subscribe button that like button but also that notification Bell because those videos are coming I'm giving it all the away baby we're we're going to the Moon I'm taking everybody to the seven figure and eight figure Club that's what we're do here but you can't do that unless you hit the like button so I'll I'll wait one more second for you thank you so much I appreci that makes the means the world to me so we're going to send over Banger proposals there's no doubt about that we're we're already almost through the whole sales process because when you send that proposal there's only really two outcomes that could happen now you should never ever send a proposal without either being there in person or at least on Zoom to go over every single line item giving the value that you provide talking about the client's needs talking about the client's pain points that you've covered in your sales meeting covering any additional questions because there's always the elephant in the room that you might not have seen right away and you need to be able to address it immediately when you could do that you're then going to send that proposal over and this is supposed to be sales meeting proposal we're making changes in real time you have to have a meeting about it you're going to present that proposal sometimes you need to revise that proposal client might want adjustments that's normal right and then last but not least we're going to have our onboarding but you have to ask for that sale at the end of it you're going to send that proposal you're going to present that proposal you might have to have a follow-up meeting you want to find out all the key decision makers that need to be in that meeting so you can go out there Ready for War they are going to ask you a million in one questions cuz remember back to the beginning of this video they they are giving you their baby they want to make sure that you are the person that can handle all of their problems make sure that they feel great at night and and have that peace of mind knowing that the scary thought of Monday morning coming into the office and all of their systems are going to work because if you don't that proposal is just wasted energy you are losing if you do not set up a specific meeting for for your proposal you go back you create it you take all the notes if you want to get creative put this on voice record throw in your pocket and go through that entire meeting so you can listen to everything they say like you almost have like a photographic memory and address every single one of those build that proposal build out your proposal presentation and deliver that proposal presentation with the confidence that you are going to crush it for them without being cocky because you're taking over their baby and they're entrusting you with with all of their financial success their employees the whole nine nobody at this point in the world wants to get it's the worst thing ever and that's it you want to ask for that close if you don't ask for that close in before you start the onboarding it's over with I've already made a video on the great question to ask which is asking for that close hey assuming the proposal looks good and all the numbers look good would you be ready to move forward today I can send you a link or you can sign right now and we'll move forward we'll start the onboarding process onboarding typically takes about 30 days so from when you sign the first week or two structure it out for them show them write it down in your proposal get ready for the questions this is why you can't just send a proposal out because it will die immediately you have to be ready to just be able to catch all of the pitches that they're sending as far as what to deal with and you can crush it out there now I did ask or I did include two other things after this as soon as that that finishes and you do your onboarding however long you take for your onboarding does not matter to me you want to ask for referrals because birds of a feather flock together your ideal client your buyer Persona that dream client that we already talked about is probably hanging out with other dream clients don't lose the opportunity to ask for a referral as soon as you crush it on the onboarding hey by the way I love working with you I love working with your company you guys are my dream client do you know anybody else in the space that would also be a good fit for us we like to work with people similar to you if they're a little smaller that's okay and if they're a little bigger that's also okay but you're in the XYZ Niche doing having XYZ amount of computers give or take I would love a referral to them that it would mean the world to us and help us grow the business and by us growing the business you're only going to get better support anyway ask for that referral and last but not least after you ask for that referral find ways to upsell there's a million ways to make a customer sticky meaning making it difficult for that customer to leave I know it sounds horrible but you are their MSP you are taking care of all of their technology it is inevitable that they are going to be upset with you at some point or another I don't know a single MSP in the world that has had a 100% every single day perfect customer success rate there's not a complaint in the world you have to make it sticky make it harder for them to leave Office 365 subscriptions a cloud that either you provide or you've brought them up there whatever it is that you can get creative and try to sell compliance training maybe you have a certification that allows you to certify their agency I don't know how that works because I never got too deep into compliance but that's how I've vaguely understood it from people explaining to me figure out how you can upsell increase that regular mrr or that ARR hey we know that our mrr is $1,000 a month but or their Mr is $1,000 a month but we can get their ARR up to 14,000 or 177,000 or 20,000 12,000 of it is forear services and the other I don't know 7 8 9 10 5,000 is other services that you can sell every single year but increase that LTV that lifetime value of a customer and you will be infinitely more successful in your MSP business close that deal send that proposal ask for those referrals upsell the heck out of them and you are on your way to hitting that six or seven figure Mark in record time but you have to be an assassin at sales 99% of you watching this show this this show this YouTube channel are going to be Tech assassins and I love that go deliver on the other half the S side the side that actually puts dollars in your pocket as opposed to looking at a screen and hiding behind a monitor I know it stinks it's the most uncomfortable thing if you're struggling with that I do have that MSP sales Pro blueprint I'm not trying to pitch it but I I just I see the comments I've gotten so many emails from you guys saying hey I'm really struggling with this I really need help with this getting sales training it's like 20 hours long plus I think it's like 30 altogether but it's minimum 20 to 30 you are going to crush it if you go through and you have to you've invested all this money in time and energy and Tech why not invest time energy and money into the stuff that puts money in your pockets every single month or every single year I love you guys I appreciate you watching this I hope I've motivated you to at least get out and fix your sales process cuz it should not be that difficult and once again if you've made it this far I hope you're hitting that like button I hope you're hitting that subscribe button and that little notification Bell identify your prospects if you need help buy a Persona worksheet you got lead scrape right there scrape all those people initial Outreach pick this little demonic device up and call them I know it's terrifying but it is the fastest way to grow your business book that meeting do a sales assessment build your proposal actually sit down with them and do your proposal knock out your onboarding don't forget to forget to ask for those referrals and crush it on the upsells and you are on your way to building a massively successful MSP I love you guys I'll see you guys later on the next video Until then and if you need help leave a comment down below and if you think I missed something leave comments down below I love you guys bye