While many MSPs understand where the presentation falls within the sales process, they struggle with — believe it or not — identifying when they’re presenting to clients; delivering presentations; and guiding prospects through essential decisions.
Now, there are two main parts of the sales process: before you present (where prospects are willing to share pain) and after you present (where prospects have all the information they need).
Regarding the sales process, it's important for you to know this: Once you “go through the door,” there’s no going back, so make your presentation count.
Everything changes after you present.
How to identify when you’re presenting
When it comes to the sales process, MSPs — those not closely following the TruMethods sales process, of course — oftentimes are unable to identify when they’re presenting to clients.
To keep things simple, presenting is any time you tell the prospect what you do or how you do it.
Basically, if you're explaining your tools or technology, pitching your service offering in any way, you're presenting.
Keys to the presentation
One of the most common sales blunders MSPs make is over complicating the sales process, especially when they’re presenting to clients.
Your goal during presentations should be to explain your process; stress defined roles and responsibilities; clearly separate your approach from the current approach to the prospect. For TruMethods members this means tying results back to our Technology Success Process.
When you're presenting to clients, keep the following in mind: less is more, concepts instead of details; and provide examples when talking about pain.
If you present correctly, clients will connect the dots on their own.
What are the decisions prospects must make?
There are two decisions prospects must make during the sales process:
- Is resolving the pain you’ve uncovered important enough for them to make a change or invest more? (This is the core business decision.)
- Will changing to your solution solve the pain?
You must clearly separate these two decisions.
If you don’t, prospects freeze. They can’t connect features (the end of the sales process) to pain, money and decision (the beginning of the sales process).
Eighty percent of the sales process happens before you present. Be sure that you and the prospect clearly agree on the core business decision they need to make. Use conversations about pain and money to guide the discussion.
Remember: The presentation’s purpose is to explain to prospects how your company's going to deliver the results they’ve already agreed they want. Before presenting always ask this question: Assuming the presentation goes well what would happen next!
MSPs capable of mastering the presentation are going to generate more MRR by jumping ahead of their competitors.