June 13, 2016
How MSPs Can Close SaaS Deals
When selling Software as a Service (SaaS) for the first time, you may be a little overwhelmed. The important thing to remember is that selling SaaS isn’t intrinsically different from selling anything else. Regardless of whether you’re selling on-premises hardware with packaged software or cloud-based storage connected to SaaS applications, it all comes down to developing a good source of sales leads, qualifying those leads, pitching the most qualified prospects, overcoming sales objections, closing the initial deal, then keeping the customer happy so you can upsell or cross-sell them later. Easy as pie, right?
Here’s the good news: the old rules still apply to SaaS; it’s merely a matter of tweaking the finer details of your sales techniques to give yourself the best chance of closing more SaaS deals. Below, we outline a handful of minor adjustments to some tried and true sales tactics that will help you make SaaS a winning part of your solution.
- Teach, don’t sell: The best way to build trust is to become a resource for unbiased technical information. That means a customer’s curiosity shouldn’t immediately prompt a sales pitch. Your clients should feel free to ask you questions about technology without fearing that their inquiries will instantly become sales calls.
- Target the decision maker: There’s an old adage in sales: “You’re not selling to the end user; you’re selling to the person who writes the check.” Any sales pitch must target someone with budget authority; otherwise you’re likely wasting your time.
- Sell benefits, not features: Selling benefits keeps customer attention on the problems your solution solves, rather than on the nitty gritty of specific features that can distract from the value of your offering.
- Find the need behind the need: When a customer says “I need to upgrade my mail server” or “I have to roll out tablets to all my employees” or “we have to completely redo our website” they are only telling you half the story. No one is in the business of using email or tablets or websites— they use technology to further their business. You should probe the reason they are dissatisfied with their current mail server, end-user hardware or web presence to find out what actual business needs aren’t being met, then work to help the client find the right solution.
- Go vertical: Many IT service providers specialize in particular verticals, offering expertise around technology solutions for legal, medical, real estate, retail and other industries. SaaS is perfect for vertical specialization, and not just because there are vertical-oriented SaaS solutions.
To learn even more about capitalizing on the cloud, download our eBook: Cloud Sales Made MSPeasy: Part 2.