Are you trying to go after larger clients? Looking for co-managed opportunities? They speak a different language.
Are they listening? You brought a huge list of problems. Will they actually hear you? Recognize you as a NEED? Will they sign up for services on the spot?
In my experience, you go through a TON of trouble getting a meeting set up. Spend money generating reports. At the end, if you do it wrong, they are overwhelmed and don’t know what to do. They might say: We’ll get back to you—which seems like a win.
That is, until that one meeting turns into a year or two of inaction. Unless your sales team is tenacious and consistent with its follow up, more than likely those good deals will die on the vine—rotting opportunities.
What if you could directly show decision makers direct business impact and risks they understand? What if your sales process was educating them around risks, honing in on their concerns and hammering down the risks important to them, while tying in your value proposition?
What we’ve found over the past 3 years helping MSPs secure more clients is that sticking to a sales process that focuses around communicating risk is far more effective than simply pointing out problems or compliance concerns.
The key is to start communicating risk from their perspective. Getting them to put themselves in the driver seat while you’re walking through tangible risks that they understand.
This works for CEOs, CFOs, and IT Directors. Until you start communicating risks in a way they perceive it, you will continue to get: “I think we’ve got this covered” or “we already know about that issue”.
In this session, I will give you a clear and repeatable path using business impact as your driver. You will specifically get:
- A business impact-focused sales process that works.
- 3 killer talk tracks that easily link business risks to security needs
- A slam dunk closing technique that them to sign quickly
More information at www.galacticscan.com/friday
