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About The Guest(s):
- Brian Doyle: Former MSP and co-host of MSP Business School.
- Tim McNeil: Co-host of MSP Business School.
Summary: Brian Doyle and Tim McNeil discuss strategies for MSPs to maximize sales during the final two weeks of the year. They emphasize the importance of capitalizing on the budget spending season and offer tips for closing deals and engaging with key clients. They also recommend using this time to plan for the upcoming year, including analyzing customer needs and identifying opportunities for growth. Additionally, they discuss the current market conditions and the need for creativity in sales approaches.
Key Takeaways:
- The final two weeks of the year are a prime time for MSPs to close deals and secure project commitments from clients who need to spend their budgets before year-end.
- Engaging with key clients during the holiday season by taking them to lunch or giving small gifts can help build relationships and set the stage for future sales.
- Conducting a business canvas analysis of clients can reveal opportunities for providing additional value and optimizing their operations.
- Sales cycles may be longer during this time due to market uncertainties, but once clients commit, they are highly engaged and ready to move forward.
- MSPs should be creative in their sales approaches, offering flexible payment options or tiered pricing to accommodate clients’ needs without compromising MRR.
Quotes:
- “This is the time to go get that low hanging fruit. Close up those hardware deals.” – Brian Doyle
- “Get out in front of those key clients or the ones that are ready to be risen up and make sure you’re making some personal connections.” – Brian Doyle
- “Don’t touch your MRR. And even if you do touch your MRR, don’t reduce it, just spread it differently.” – Tim McNeil
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