efolder partner chat webinar — msp sales strategies, part 4: how to bait for better clients
TRANSCRIPT
1 © 2016 eFolder, Inc. All Rights Reserved.
• Follow up with appointment confirmation
• 3 questions:1. Did they read the content?2. Do they have any questions?3. Did they contact the
references?
– If they did, great!
– If they did not, reschedule appointment
Sales Strategy – Part 3
MSP Sales Strategies, Part 4: How to Bait for Better Clients
Kaitlyn LangerCommunity [email protected] linkedin.com/in/kaitlynlanger
3
• Partner Introduction• Defining the “Big Fish”: What is a Great
Client?• Implementing a Profit Tracker Method• Surefire Sales Process to Attract Better Clients• Questions and Discussion
© 2016 eFolder, Inc. All Rights Reserved.
Agenda - How to Bait for Better Clients
4
Partner Introduction
Dave JohnsonCEO
Portland Managed Services
© 2016 eFolder, Inc. All Rights Reserved.
MSP Mentor Top 100 Small Business MSPs: 2013, 2014,
2015, 2016MSP Mentor Top 501 MSPs:
2013, 2014, 2016
Clients in many industries including manufacturing and non-profit
© 2016 eFolder, Inc. All Rights Reserved.5
A division of Netropole Inc
Based in Portland, OR
Founded in 1994
Over 20+ clients & 600+ endpoints
Portland Managed Services
2013 2014 2015
$(200,000.00)
$-
$200,000.00
$400,000.00
$600,000.00
$800,000.00
$1,000,000.00
$1,200,000.00
$1,400,000.00
$861,473.00
$1,105,160.00
$1,268,372.00
$(533.00)
$39,723.00
$208,795.00
Reve
nue
Focused Effort = Focused Results
What Makes a Great Client?
8 © 2016 eFolder, Inc. All Rights Reserved.
Define Your “Big Fish”
Think Qualifications like…• Company size
• Potential monetary value
• Growth mode
• Will they understand the value you will bring?
Implementing a Profit Tracker Method
Run the Numbers
Created a “Profit Tracker” spreadsheet • So simple a caveman can use it!
11 © 2016 eFolder, Inc. All Rights Reserved.
Assess Your Current Client Base
Based on numbers, which clients are “great clients” or the “big fish”?
Other factors:– Do they pay their bills?– Are they “needy”?– How do they treat your staff?
Surefire Sales Process to Attract Better Clients
13 © 2015 eFolder, Inc. All Rights Reserved.
Sales Strategy – Part 1
• Qualify your leads– Research web, LinkedIn, Google
• Conduct 1st call– Frame up front details of managed services offerings
– Present value proposition
– Identify client needs
• Schedule in-person meeting
14 © 2016 eFolder, Inc. All Rights Reserved.
Sales Strategy – Part 2Mail “Shock and Awe” packet to prospects
1.Cover Letter • Confirms appointment• Recaps first call• Tells them again to contact references
2.Two (2) Newsletters
3.Bill of Rights
4.Case Studies
5.Company Description – How We Do Business
6.Reference List
15 © 2016 eFolder, Inc. All Rights Reserved.
• Follow up with appointment confirmation
• 3 questions:1. Did they read the content?2. Do they have any questions?3. Did they contact the
references?
– If they did, great!
– If they did not, reschedule appointment
Sales Strategy – Part 3
16 © 2016 eFolder, Inc. All Rights Reserved.
• In-person meeting with key stakeholder(s)– No stakeholders, no meeting
• Answer final questions, continue to establish relationship
• Bring a contract!
• Plan network audit assessment
Sales Strategy – Part 4
Inbound Lead
Qualified?Thank You Letter
and Card
Shock and Awe, References, Instructions
Follow up call 2 days before meeting.
Read and checked references?Reschedule
Follow up call 2 days before meeting.
Read and checked references?Cancel Meeting
No
Yes
No
Yes
No
YesMeeting
Qualification
Sales Strategy – Recap
Process – Marketing Methodology
18 © 2016 eFolder, Inc. All Rights Reserved.
Sales Strategy Results
1. You only have so much time on this earth. Don’t waste it with suckers.
2. Get everything out on the table in the first phone call.
3. Random effort does not result in long term, quality clients.
4. Prospects who put some effort in before the first meeting are the only clients that you want.
5. The amount that a client will pay you in directly related to the value that they place on you and your services.
6. Measure the dollar value of your clients to you every month. Adjust as necessary.
7. Always have a document for them to sign in the first meeting. This is the great qualifier.
19 © 2016 eFolder, Inc. All Rights Reserved.
Questions for Dave
• What happens to prospects who never call the references? Do you keep them in your database?
• What CRM solution or other software do you use to keep track of clients?
• Share a little bit about your lead generation strategies.
• How is your sales team structured?
• What service offerings do your clients find most appealing?
Questions and Discussion
Thank you!
Kaitlyn LangerCommunity [email protected] linkedin.com/in/klanger