EP077 – Mastering MSP Sales Success with Fiona Challis & Ian Luckett

To start with, Fiona introduces herself, what she does In the MSP Channel, how she started in the channel, and who she helps. 

Kicking off this value-loaded episode, I ask Fiona what she sees as the biggest blocker in MSP sales or the thing that scares MSP business owners the most. Fiona says it's taking them out of their comfort zone, which is being technical. We both agree that just like they need to work on the technical side of their MSP business, they need to work on the sales and marketing side too.  

Fiona then explains how she gives MSPs the confidence and ability to trust the sales process. She explains that selling MSP services is relatively easy if you have the right strategy and tactics in place. She then discusses how she works with MSPs to build that confidence. 

Fiona and I then continued on to talk about Value Proposition and Niche. We both agree that the value proposition should focus on selling the business outcomes, not the tech. Fiona also says that she is a big believer in niche and explains why it is also important. 

I then ask Fiona her top tip for MSPs in increasing their sales funnel, and she says it is consistency. Having a clear target customer and putting out customer-centric campaigns with consistent call to actions are the key things. 

One of the most successful calls to action that MSPs use is calendar appointments according to Fiona, because it's what converts the most, and I agree. We also talked briefly about content creation in relation to call to actions. 

We then tackled strategy and I ask Fiona what happens when MSPs don't have a style strategy for their sales and Fiona straightforwardly answered that it all falls apart. Then they fall back into the comfort zone of going back into technical and conclude that all their sales and marketing efforts don't work, so they stop. 

Strategy is important. Know who you want, target them, and put the top of funnel in place. 

Wrapping up the episode, Fiona shares her final tip for MSPs and that is, when speaking to a customer, it's important to qualify the total customer and not the opportunity in front of you because you might just be leaving revenue on the table. She then explains why. 

I hope you enjoyed this energy and fun-filled episode, apart from the value of course. 

 

You can get in touch with Fiona Challis on her LinkedIn profile here – https://www.linkedin.com/in/fionachallis/  

Or you can visit her website to learn more about what she does, simply click here – https://www.mspsalesmastery.com/  

 

At IT Experts, we have years of experience helping IT & MSP Business of all sizes to leverage their talents and take back control so they can scale confidently.   

To connect with us and find out how we can possibly help, simply book an intro call straight into my diary here:- http://bit.ly/ite-introcall  

Alternatively, you can drop me an email at info@innovatetosuccess.com  

Until next time, you look after yourself and I'll catch up with you soon!