The subtleties of sales messages really do impact your MSP business’ return on investment (ROI) and overarching success. Your sales team might be creating content that misconstrues the intended message, yet you will never know it unless you conduct an audit. Sales messaging audits should be conducted at least once per year. It is best to take a diagnostic approach to fully assess sales message efficacy.
Let’s take a quick look at why it makes sense to perform a sales messaging audit and how it will help your business:
Decrease the Cost of Sales
Audit your MSP business’ sales messaging and you will likely find a number of different ways to improve the quality of your communications. Enhanced messaging ultimately boosts the close rate. Furthermore, sales messaging audits decrease the number of sales calls necessary to heighten your close rate as the customer value provided is crystal clear. This process reveals helpful evidence that makes it that much easier to perfect your sales messages and bring target customers into the fold.
Decrease the Time Necessary to Improve Channel Efficacy
The aim of every sales team should be for each respective sales professional to close sales in the most efficient manner possible. Customers and sales channels will eventually understand just how valuable your services are, yet it will take some time for the value to be fully recognized by the market. This phenomenon reduces the efficacy of sales channels. If the target customer does not fully understand the value of the service in question and how it differs from other offerings, closing the sale will prove challenging. Once sales channels have the proper values and evidence, it will be that much easier to persuade clients.
Improved Capacity for Sales
Sales capacity is best defined as the number of sales professionals working to sell your services. The retail industry uses the phrase “shelfware” to reference services and products that are available but not purchased. Sales professionals should have the experience necessary to sell the service or product, yet some are lacking such expertise. If your sales team does not have the skill and experience necessary to sell your services, shelfware occurs. If a small percentage of your sales team has the capability to sell your offering in a convincing manner or if the sales messaging is lacking, your business will suffer where it counts the most: your bottom line.
Mind the Details of all Communications and You Will See Results
Take a close look at all material destined for your sales team and target customers before clicking “send”. Sales professionals and customers need clear and cogent information. It will also help to use a checklist that ensures the information you provide your sales staff is comprehensive and of the highest quality. As long as your MSP business’ messaging and content is effective enough to close the sale, you can keep pushing forward with the expectation of sales growth across posterity.
