The Secret to Easier MSP Sales

Hello MSPs! Welcome to another discussion on the strategies that helped us grow a seven figure MSP so you can do the same. Today, I want to talk about something I know every MSP owner wants, but almost nobody knows how to get. I am talking about easier sales.

Stop Blaming Your Sales Skills

After almost 40 years in this industry, I have learned that there is a secret to making MSP sales easier. It is absolutely not what most people think. It is not a better proposal template or a fancy closing script, and it is definitely not about hiring a superstar salesperson to come in and save the day.

The real secret to easier MSP sales is actually very simple. It is great marketing! When your marketing does the warming, the education, the positioning, and the credibility building, your sales conversation becomes the easiest part of your entire business.

Is It a Sales Problem or a Marketing Problem?

Do you feel like you have a sales problem? I hear MSPs say things like “my prospects ghost me” or “nobody wants to pay my price” or “my pipeline is empty” all the time. Here is the truth that nobody tells you. Those are not sales problems: those are marketing problems.

When your marketing is not doing the work up front, every part of your sales process becomes harder. You end up dealing with cold leads and tire kickers. You find yourself discounting just to stay competitive and trying to prove your worth over and over again. Does that sound exhausting? It is.

Let Marketing Do the Heavy Lifting

When your marketing is strong, sales becomes easy because the marketing already did the heavy lifting for you! Great marketing creates familiarity before the first call. The easiest sales calls in my life were the ones where the prospect said they had been following my content for months. At that point, the deal was already closed.

Trust starts to happen automatically when your marketing positions you as the expert. If trust is already there, they are not questioning your price or comparing you to the competitor down the street. They already believe you know what you are doing.

Did you know that objections can disappear before they ever come up? Every prospect has the same questions about why they should choose you and if you are worth the price. When your marketing educates them properly, those objections get answered before the call even starts. The sales call becomes a formality instead of a fight!

Attracting the Right Partners

Strong marketing also attracts the right clients. These are the clients who have budgets, respect your expertise, and want a partner rather than just a vendor. You can stop wasting your time with cheap clients because your pipeline will be healthier.

My favorite part is that great marketing makes you the prize. It flips the whole thing on its head. They are not interviewing you. They are leaning in and asking how they can become a client. You get to determine whether you want to bring them on instead of begging for the next deal.

How We Built a Seven Figure MSP

I did not build a seven figure MSP because I was some magical closer. We grew because our marketing set us up to win! We used direct mail, weekly emails, webinars, and authority based content. By the time a prospect booked a call, they were just confirming we were the right fit.

How can you start making your sales easier? First, pick a niche. Stop being everything to everyone. Second, build a weekly nurturing engine. Your list should hear from you every single week with some type of value content.

You should also create authority content like webinars and guides. If you teach them, they will trust you. Also, try to create a shocking experience by sending something that makes them say “wow”. Most importantly, plant the seeds before you actually need the clients.

Your 30-Day Challenge

Look at the last 30 days of your outbound marketing. How many times did your prospects hear from you? If the answer is one or none, that is why sales feel so hard for you. I challenge you to commit to one consistent weekly touch for the next 30 days.

If you need help, join our free Cloud Academy. You will find done for you nurture campaigns and tools you can use right now! We give this collateral away because we have been where you are before: this is the content we wish we had when getting started.

Today, I want to leave you with a favorite quote from Stuart H. Britt: “Doing business without advertising is like winking at a girl in the dark. You know what you are doing, but no one else does”.

As always, have a great week and weekend!