An MSP company has a longer sales cycle than most businesses. Urgency can be a hard concept to impart when trying to close with the sort of clients you need to. The following are tips to assist sellers on your team in this regard:

Communication of Scarcity

Your MSP company may do well to learn from realtors. A realtor is skilled at organically pressuring buyers into conversion on apartments or mortgages through the intimation of scarcity. That is to say, a realtor might point out: “Well, I’ve already had multiple interested parties. I’d close quick if I were you.”

In tech, urgency of scarcity may come through an explanation of Moore’s Law. Technology doubles on itself at 18-month intervals, meaning all people using tech have a window to get ahead of competition which will close and reopen at intervals.

When tech has passed the beta phase, it’s reliable, and for a short time it will bring more advantages over competitors. Find strategies like these to communicate scarcity of advantage, initiating increased perception of value and sales conversion.

Shift Focus to Needs of Clients

Clients need change with time, but as an MSP, you’ll almost always have an edge up on them, technologically speaking. You can truly fulfill their needs. Design pitches and presentations around how what you do will provide them concrete value. Examine existing clients similarly situated to those you’re seeking to convert in order to hit this balance most successfully.

Demonstrate What Happens Without Your Services

If prospects don’t convert, they’ll likely be behind the competition. Additionally, they could leave themselves open for expensive security breaches. Show real fallout from failure to adapt as technology transitions forward, and this will communicate urgency.

Initiate Sales

An MSP company which communicates urgency through demonstrating negative consequences of not converting, focusing on client needs, and communicating scarcity will likely increase conversions. Teach sellers how to authentically manufacture urgency, and see increased conversions.

About the Author

Ricardo Michell is the president and CEO of Michell Consulting Group. Michell’s journey began in 1999 when he chose to pursue his dream of having his own IT support company in Miami. MCG started strong and reached a pivotal turning point for the better when they decided to offer ERP solutions and IT support in Miami to their clients. They teamed up with world-class publishers such as Infor and SAP. And they never looked back. In 2009, to keep the diversification of the company flowing, they became a premier Managed IT Services Provider in Miami.