We do not have real sales process

The MSPs usually grow as their client base grows, and also as a result of referrals. Usually it experiences a 10-30% yearly growth. But now the time has changed. The vendors want to go direct, the clients buy services directly from the cloud. There are smaller margins on hardware and software as well, and getting meaningful referrals is more and more difficult because of the growing competition. 

It can result in very hectic periods and quick increases after drop downs. It is quite hard to manage.

A well planned, optimized, executed sales process entails predictable new clients and growth. It also entails exact activities and measures regarding the whole sales process. 

GET

• getting leads - who are not yet aware
• getting opportunities - who has some awareness and interest
• getting prospects - who is considering our services
• first time buyer - trying out our services

KEEP

• lock in/high switching costs - to make it hard to leave
• service delivery fulfillment - to make sure they feel we are servicing them exceptionally 

GROW

• upselling - project selling and recurring, or more services
• cross selling - to sell other services or service existing ones in more depth
• referrals – sending us new prospects

But just imagine:

With ReframingYourClients you are able to

• manage the whole sales cycle and the people working in sales
• have an exceptionally low acquisition cost
• get scalable growth
• have tools for keeping clients
• ensure exceptional efficiency in growing the service level for each customer
• build in motivation and target setting for inside sales
• build in tools for getting referrals in a viral way

If you have a dedicated sales guy or department it is quite likely you are able to double or triple the onboard clients with this tool. If you do not have any sales force onboard it makes it really easy to build a  predictable sales force without the usual hassles of control, target setting, bonuses etc.

See: 

• The MSP 2.0 service offering in the 7C IT management Framework
• Cracking the code of the future of the MSPs
• The process of becoming the Trusted Advisor [video]
• Why clients need more consultative work from MSPs lately? [video]
• MSP 1.0 vs. MSP 2.0 [video]
• 3 ways to segment the market for MSP services to get the best result [video]
• How to decide who to transfer from Time and Material to MSP contract?
• Why MSPs are struggling on sales nowadays?
• The 3 building blocks of a remarkable MSP sales process

Sales techniques:

• Want To Know the Performance of Your MSP Competitor's Online Marketing?
• Breakthrough sales method to dominate your MSP industry
• Three easy B2B sales process hack, very few sales people use

vCIO researches:

• Research: World of vCIOs on Linkedin
• Research: among MSPs offering vCIO services
• Research: Information Managers in Canadian Oil Industry