You have heard me talk about the importance of MSPs adding new monthly recurring revenue (MRR) for more than a decade. Adding customers at the right price is key to becoming a World Class MSP. This strategy is more important today than ever before.

Regardless of your current sales results or your business development maturity, you must pivot now if you want to not only survive, but thrive. You must take this time to improve your sales and marketing skills if you want to come out on the other side of this crisis as a winner.

The good news is the current environment is very conducive to selling. Whenever there is a lot of change, opportunity follows, and there’s never been more change in the SMB world than there is today. So, here are some things you need to think about.

Time and attention

Starting today, you must dedicate more time, resources and attention to business development. Think about how much time and effort goes into your business that’s devoted strictly to service delivery. Now, think about how much time and effort goes into business development.

You may have gotten away with not focusing on business development during an 11-year bull market, but things have changed. Starting at the top of your organization, your time and attention must move toward business development.

Focus on the right activities

This means prioritizing the most important activities first. For MSPs, this means discipline around warm lead generation, one of the many things we teach at TruMethods. You must generate warm leads every week.

You must also focus on the right prospects. Think about what businesses will fare well during the recovery. Be smart about who you target. It was okay to use a shotgun in the past, but today, you need to use a rifle.

Promote accountability

Have a weekly sales meeting to ensure your salespeople are looking at the right metrics. Focus your efforts at the activity level. If you take my advice, you’ll seize the best opportunity of your business career. If not, you will assume more risk. It’s your choice.

You can choose to sell or simply wallow in the quagmire of mediocrity. You can get up every day and deal with what your business presents to you that day, but I don’t think that’s the best strategy at this time. Instead, add focus and discipline to the things you can control.

What has gotten you by in the past in terms of business development will not move you forward now. TruMethods offers all the information you need to build a sales engine, but knowing what to do won’t help you if you don’t do something different. This is the time. Let’s go people!

Photo: Mimadeo / Shutterstock

Gary Pica

Posted by Gary Pica

Gary Pica is a pioneer in the managed services field. He is one of ChannelPro's 20 industry visionaries and MSP Mentor's most influential leaders. He has already built two top-performing MSPs. Today, Gary is the President of TruMethods, a training, peer, and accountability firm aimed at helping IT solution providers reach their full potential as MSPs and cloud providers. Gary shares the key ingredients that transformed his business and his life through his training process. Today, hundreds of IT providers around the world utilize the TruMethods business transformation framework.

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