MSPs have always faced sales challenges. Overcoming sales objections isn’t something many MSP owners enjoy handling. They’d rather focus their efforts elsewhere. But here’s the good news: MSPs can overcome one of the most common sales objections by simply tweaking their approach to sales.
Price objections are commonplace in the world of selling. One way to avoid price objections is by not focusing so much on price. When you sell on price alone, you’re viewed as a commodity by your prospects. You’re more valuable than that, aren’t you?
If you’re still selling your services on price, it may be time for you to change up your sales approach.
Are You Selling Value? If Not, Why Not?
With the MSP space overcrowded, managed services have unfortunately become commoditized over time. One of the best ways to stand out from your competitors isn’t by offering your services at a lower price. The last thing you want to do is compete on price. This puts you at a disadvantage. When you compete on price with your competitors, then it’s just a numbers game (which you don’t want).
To avoid competing on price, you must have a unique selling proposition to offer. What makes you different from your competitors? How do you provide value? Why should businesses trust your judgment? Think about your customers when developing your value proposition. What do you think they would pay extra for if it was presented to them? Evaluate your services. Determine what makes them different. Why do they solve customer issues better than what your competitors are offering?
If you don’t want to be treated as a commodity, don’t present yourself as one when sitting down with a prospect; instead, take a look at how you can mutually benefit from one another (if there’s a match).
Further reading How to Sell Managed Services to SMBs
Instead of Pitching Your Services, Explore Business Opportunities
Customers may not necessarily understand how the tools and solutions you’re deploying to protect their systems and networks work from a technological standpoint, but they don’t have to — that’s your area of expertise. Remember: You should be selling them much more than just managed IT services.
View every business relationship you enter into as a partnership instead of a transaction. One of your top goals as an MSP owner should be to help your clients by providing additional value to their customers. By ensuring your clients are properly protected and their networks are secure, you're enabling them to focus on building, operating and growing their businesses for their own customers./p>
When engaging with prospects, be upfront with your intentions. Let prospects know you’re not simply sitting down with them to pitch your services. You're meeting with them to explore potential business opportunities between you and them. If there aren’t any, don’t be afraid to move on. You can’t partner with everybody. Be selective whenever you can be when evaluating prospective clients.
Some may simply need some additional guidance from you. Not everybody can see the bigger picture. If prospective clients are open to listening to what you have to say, educate them.
Further reading How to Turn Your MSP Prospects into Clients
Educating Prospects on How You Can Be of Service
Sometimes prospects may not know how you can help them. In fact, they may not even be aware of the challenges they’re facing in their own businesses. It’s your job to educate them in both areas. Show them you know your industry by informing them of the latest concerns and challenges SMBs are struggling with daily. Think of yourself as a resource instead of a salesperson.
Further reading 17 MSP Statistics to Show the Value of Managed Services
By selling value, you put yourself in a better position to make more sales and overcome one of the most common sales objections — price.
Download our guide to move past these common objections:
- Budget
- Fear of adopting new technology
- Bad experience with a similar service, and more
