6.5 Rules to Qualify Your Sales Prospects

Sales ProspectsRules are at the foundation of qualification.  The ability to understand and deal with the prospect should be short and powerful.  Here are the 6.5 rules

  1. Gather your top questions that make your company different than the next TSP (technology service provider). They will help you gain important information. Don’t forget to rehearse them so you are comfortable and confident in front of the prospect.
  2. Plan the conversation to include issues that concern the prospects true concerns and relate it to business success. Always remember you are in charge of the conversation, so steer the client in directions to tell the story.
  3. Pre-Call research is a great way to break the ice. Ensure that you learn about items facing their industry, their business, competitors and the person you meet with. Proper preparation shows you care, are knowledgeable and want them as a client.
  4. Tour their office or facility. Ask questions as you tour about trouble areas, competitive advantages, goals, etc. this will help you in your business discussion and further help solve a problem.
  5. Solve problems! Company executives are not interested in speed and feeds or how great your company is.  Sell based upon similar situations that a prospect can relate to providing them with a visual of how their business can get better with your solution
  6. Provide testimonials from like companies or ones that shared a similar problem. This provides proof that you have delivered in a situation similar to theirs.

6.5 Relax and enjoy the meeting, building relationships is a huge success factor when selling, relate to the person and their situation, view their office belongings and draw correlations.

I am sure that you may view this blog and say these are obvious things, but if you honestly measured yourself or a rep, I would venture to say that half of the rules are cut out and change the acquisition of a net new client.

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Live Webinar – MSPros Tuesday Talking Points With Carrie Simpson and Peter Busam

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LIVE WEBINAR
Tue, Mar 15, 2016 1 PM ET
MSPros Tuesday Talking Points: Carrie Simpson, Managed Sales Pros and Pete Busam, Equilibrium Consulting

Join us as we are a guest on Managed Sales Pros Talking Tuesdays.  Equilibrium has spent years creating a marketing tool that identifies who is visiting your website. Now that tool is available to MSPs, and it will feed the site visit leads directly into the PSA or CRM of your choice. Join Carrie Simpson, CEO of Managed Sales Pros and Pete Busam, Chief Balancer at Equilibrium, for a discussion on why you should be tracking site visits, and how to capitalize on those leads quickly. Carrie and Pete will also reveal their new joint marketing program! This is one you won’t want to miss if you’re an MSP owner looking to grow your business with a very conservative marketing budget.

 

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Automatically preserve your documents while you work in QuoteWerks!

Automatically preserve your documents while you work in QuoteWerks!

Power failure, computer crashes, and bad luck.  These are unfortunate circumstances that we live with in a technology age and cause us to lose countless hours each year.

In QuoteWerks v5.1, they added Auto-save to help reduce these issues.  The Auto-save will remind you to save your document the first time you add a contact or item to the quote or proposal.  Once you have saved your document the Auto-save will run silently in the background checking for changes to your document every two minutes.

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QuoteWerks Autosave Dialog Box

If a change is found in your document, QuoteWerks will automatically save your work without interrupting what you are currently doing.  A notification will appear in the bottom right-hand of the Document Items tab each time the Auto-save detects a change and has saved the document.

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QuoteWerks Autosave status

The Auto-save feature is automatically enabled in QuoteWerks, however it can be toggled on/off under the Tools-> My Preferences settings.  Each user has the option to enable or disable this feature.

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QuoteWerks Setup Tab

For information on setting up or using the ConnectWise with QuoteWerks, call us at 856.552.1053 x1001

Sales and Marketing in a rebounding economy.

Let’s face facts: We are still in difficult economic times, although things are getting better, business owners and sales professionals have only two courses of action available to them:

Option 1. watch everything: cut costs, increase discounts and accept lower sales revenues and a shorter, smaller bottom line. Hunker down and hope that you will survive till good times come around again.

Option 2. Sharpen, refine and increase your prospecting and sales skills, and look for new opportunity.

I personally like Option 2!

While other business owners and sales professionals continue to tightening their belts, cutting costs, increasing discounts and accepting lower sales and lower sales revenue, opportunity is there for those who take action.

So what can you do?  Here are 5 things that you can do (and should always do – its just good practice)

1. Increase your sales skills.
Prospecting and selling are communication skills and like any communication skills they can be learned and improved upon. If you are not closing sales, it could be the economy; it could also be that your skills need sharpening. Great sales skills will enable you to take advantage of the opportunities that do exist. Great sales skills will enable you to close sales even during difficult times. Conversely, not having the skills will allow potential sales to slip through your fingers.

2. Increase the number of qualified prospects you reach directly.
Many companies, business owners and entrepreneurs cut costs by cutting out marketing and prospecting efforts. This is a huge mistake. While this is probably not the time to be spending large sums of money on brand new initiatives, it is imperative to continue low cost marketing and prospecting activities. Without prospecting, sales do not grow. Now that the economy is doing better, it is also recommended to step up some new activities.

One of the best, and least expensive sales/marketing activities you can initiate is to use the telephone and email. Call and email potential new customers to introduce yourself. Call existing customers to potentially sell more products/services, sell additional products/services and/or gather referrals. Calls to existing customers are also imperative because you especially want to increase customer loyalty.  We call it nurturing.

3. Make inroads on your competition’s customers.
When we rebound from a tough economy, pricing pressure from  customers will continue and  loyalty is shaky. This could be the perfect time to increase your market share by targeting your competition’s customers. Perhaps there is another product/service that you offer that your competition does not. Perhaps your offering is less expensive and/or adds value in a way that your competition does not. This is a great time to introduce yourself and your company/products/services to your competitions’ customers.

4. Find new applications and/or new markets for the products and services you represent.
Can your products/services be used in nontraditional ways? Are there other markets that are potentially in need of your products/services? This is the time to explore these new applications and markets. If you find that your traditional market is drying up… Look elsewhere.

5. Find new ways to help existing customers and potential customers.
The easiest sales to close are sales to existing customers. They already have a relationship with you. They know you and they trust you. Go back to your existing customers with new applications, add-on’s and improvements for your existing products/services. Find new ways to help. Your customers will respond.

The five tips above all have one thing in common: They require action. You cannot allow fear and anxiety  to paralyze you. Instead, focus on what you can accomplish and take steps to do so.

Equilibrium featured in Channel insider on HP’s Plan to Split Company

By Michael Vizard  |  Posted 2014-10-06

NEWS ANALYSIS: Time will tell how HP’s split into two companies will affect channel companies in the long run. But they should keep their options open.

With the planned dissolution of Hewlett-Packard into two separate companies, there is now more uncertainty in the HP channel than ever. While it will probably be business as usual for at least the next year or more in terms of individual customer transactions, the fact that the HP PC and printer group and the enterprise systems group will become separate companies in about a year raises a whole range of new possibilities.

For example, the two new companies—Hewlett-Packard Enterprise and HP Inc.—could, in theory, wind up being acquired separately. In fact, HP has already reportedly engaged in off-and-on merger and acquisition discussions with EMC over the past year, while at the same time discussing the possibility of acquiring the VMware unit of EMC. At the other end of the spectrum, either company could be acquired by venture capitalists and taken private.

Meg Whitman, who will serve as CEO of Hewlett-Packard Enterprise, said it will take a year to divest the two companies. Dion Weisler, currently head of the HP printer unit, will be the new CEO of HP Inc.

– See more at: HP Plan to Split Company

Create Your Own shortened URL for collateral

A custom shortened link is great for building a personal or business brand, as readers know exactly where it will lead when they see it shared on social networks. With these  easy steps, you can customize short links for your site and share branded URLs across the web using Bitly.

First, you need to have a domain, which most that read this blog have.  If you don’t There are a number of services you can use to find an available URL, but the most convenient for finding a short URL is Domainr. If you type in the word you want to include in your short URL, this site will provide the different ways you might assemble it with a variety of domains. It also lets you know which of these options is available for purchase.

Second, you need to create a Bit.ly account.  If you don’t already have one, it is free to sign up. With the free account, you’ll be able to set up your customized short URL and view statistics on the customized short links that you create. You’ll need to verify your e-mail address before you can create a custom short domain.

Third, share your shortened URL!

Now that all of your virtual wires are connected, any URLs from your long domain can be shortened, provided that you are logged into your Bit.ly account. This set up will not customize links to your site that others are sharing.  When you reach those 17 million uniques per month, let us know, and we’ll show you how to get that rolling.

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Equilibrium Consulting has served as a resource to HTG Peer Groups for several years, adding value to our members in the areas of sales engagement, marketing and hiring. Their message and expertise has helped our members in areas where they frequently struggle. We also appreciate the willingness to volunteer and adapt their message to our needs.

- Scott Scrogin, President HTG Peer Groups

Pete is one of the top operations oriented solution provider executives in the country. He has managed and grew a solution provider business from small shop to big shop overseeing everything from sales and marketing to solutions implementation to customer care and return on investment (ROI) verification. You would be hard pressed to find a more knowledgable executive in terms of technology and vendor relationships.Managing inside and outside. Detail oriented. Personable with a talent for building long and fruitful relationships in every aspect of the business

- Steven Burke, UBM Editor

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