eFolder Partner Chat Webinar — MSP Sales Strategies, Part 4: How to Bait for Better Clients

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?


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!


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



• 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


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


• 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



• 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


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


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.


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

[email protected]

Thank you!

Kaitlyn LangerCommunity [email protected] linkedin.com/in/klanger

eFolder Partner Chat Webinar — MSP Sales Strategies, Part 4: How to Bait for Better Clients

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Transcript of eFolder Partner Chat Webinar — MSP Sales Strategies, Part 4: How to Bait for Better Clients