Three Steps to a Better MSP Proposal Meeting
MSP Proposal Meetings
MSP Proposal meetings are the moments that determine whether a prospect becomes a new managed IT services client. The difference between a good and a great proposal meeting is preparation, structure, and clear communication. One of the features of the MSP Sales Process is an entire module dedicated to how to close monthly recurring revenue deals in room.
Let’s dive into the proven strategy laid out by Ian Richardson, an award winning expert in MSP space, to help you conduct more effective MSP proposal meetings and win more business for your MSP.
Richardson used this five-step agenda at his own MSP, and was able to add 7 figures to his award-winning Michigan based IT firm in one year by using it. His strategy can be broken down into three essential phases that will guide you through any MSP proposal meeting: Understanding the Client’s Needs, Showing the Future State, and Bridging the Gap with Your Solution.
1. Understand the Client’s Needs
Before you can present your solution, you need to demonstrate a clear understanding of your prospect’s current challenges. This establishes trust and shows you’ve taken the time to get to know their business.
- Review Pain PointsStart by revisiting the key issues the client raised during the discovery phase. This shows you’ve been listening and that you understand their specific needs.
- Quantify the ImpactWhenever possible, put a dollar figure on the client’s challenges. For example, if IT issues have cost them a $100,000 client or $50,000 in payroll, highlight these numbers to make the problem tangible.
- Tailor Your ApproachCustomize your presentation to focus on the most pressing issues. Don’t overwhelm them with information that isn’t relevant to their business.
As Richardson says:
“Make sure you’re focusing on a monetary impact around those issues.”
2. Show the Future State
Once you’ve established their pain points, help the client envision what their business will look like if those problems are solved.
- Restate the Desired Outcomes Clearly articulate the client’s goals, both in terms of business growth and operational efficiency. This ensures that everyone is aligned on what success looks like.
- Highlight the Gains Focus on both monetary gains and emotional benefits. For example, eliminating downtime could not only save them thousands of dollars but also reduce stress for their team.
Richardson emphasizes this point:
“Restate the desired outcome so that everyone is on the same page as to where we want to go.”
3. Bridge the Gap with Your Solution
Now it’s time to present your solution as the bridge between where the client is today and where they want to be. This is where you explain exactly how your services will resolve their challenges.
- Address the Key Pain Points Each component of your solution should directly relate to the client’s challenges. For example, if they’re struggling with response times, highlight your proactive monitoring services that prevent downtime.
- Ask for Confirmation Use questions to confirm that the client understands how your solution meets their needs and how it will help them achieve their goals.
Finally, use Ian Richardson’s Three-Step Close:
- “Do you believe I understand your requirements?” This reassures the client that you’ve heard them and understood their needs.
- “Do you believe my plan will help you get from where you are today to where you want to be?” Using the word “believe” is crucial to get an emotional commitment from the client.
- “Would you like my help?” This direct ask closes the loop and encourages a decision, whether it’s a yes, no, or a timeline for follow-up.
As Richardson notes:
“You’ve done two out of three steps: You asked them if you understood what’s going on, you asked if you can help—now, simply say: ‘Would you like my help?'”
The MSP Sales Process provides comprehensive and self-paced MSP sales training, process outlines and documentation for each step of the MSP Sales Process. It covers everything from “What are managed services?” right through to “How do I build a sales organization that doesn’t rely on business owner participation for success?”
Try the MSP Sales Process for 30 Days On Us!
You can try it for free for 30 days by joining our subscribers-only newsletter.
We send 2 (ish) emails monthly to subscribers.
Pair The MSP Sales Process with our pre-built CRM for a powerful all-in-one sales and marketing tool for MSPs!
The Fox and Crow MSP Proposal Meeting Cheat Sheet
Want a copy of the cheat sheet?
Fill out the form below, we’ll email you a PDF:
