--- title: 5 Reasons You Lose Deals to Your Competitors description: "Improve your IT Sales Process: Develop a great value proposition, learn how to separate yourself from the competition, and start winning more customers." image: https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/5-reasons-you-lose-deals-to-your-competitors-1.jpg --- ### [LOGIN](https://tool.managedservicesplatform.com/#/login) | [HELP](https://help.managedservicesplatform.com/)  **[![UNICORNS ARE REAL](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3)** Search Site Search [![logo-hit-mspl-white-horizontal-01-1](https://blog.humanizeit.biz/hs-fs/hubfs/logo-hit-mspl-white-horizontal-01-1.png?width=919&height=170&name=logo-hit-mspl-white-horizontal-01-1.png)](https://www.managedservicesplatform.com/) [![logo-hit-mspl-white-horizontal-01-1](https://blog.humanizeit.biz/hs-fs/hubfs/logo-hit-mspl-white-horizontal-01-1.png?width=919&height=170&name=logo-hit-mspl-white-horizontal-01-1.png) logo-hit-mspl-white-horizontal-01-1](https://www.managedservicesplatform.com/) - [Pricing](https://www.humanizeit.biz/pricing) - [Education](https://www.humanizeit.biz/events) - Humanize IT Podcast - [Youtube](https://www.youtube.com/playlist?list=PLDUiMI4qjlJGa1zA1pwy6-avqM8D3I4OE) - [Spotify](https://open.spotify.com/show/3HRZBruDAP9oyVnloUHABO) - [Apple](https://podcasts.apple.com/us/podcast/humanize-it/id1511560088) - [2024 Weekly Schedule](https://www.humanizeit.biz/events) - On-Demand Webinars - [3 Award-Winning Technologies to Evolve your MSP](https://info.humanizeit.biz/3-award-winning-technologies-to-evolve-your-msp) - [Compliance for Engineers](https://info.humanizeit.biz/compliance-for-engineers) - [Pentesting and Profits](https://info.humanizeit.biz/pentesting-and-profits) - [Your Website is Rubbish](https://info.humanizeit.biz/webinar-your-website-is-rubbish) - [Youtube Webinar Playlist](https://youtube.com/playlist?list=PLDUiMI4qjlJFkYjXQSPwCtmAnK1hFogHR) - [Automate All Your QBRs](https://info.humanizeit.biz/automate-all-your-qbrs) - Free Tools - [Asset Recycling Program](https://www.humanizeit.biz/eol) - [IT Warranty Lookup (Beta)](https://warranty.humanizeit.biz) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Meeting Maker](https://meeting-maker.humanizeit.biz/) - [Resources](https://www.humanizeit.biz/expand-existing-clients-resources) - [Coaching](https://www.humanizeit.biz/coaching) - [Expand Existing Clients](https://www.humanizeit.biz/expand-existing-clients-resources) - [Win New Clients](https://www.humanizeit.biz/win-new-clients-resources) - [Structure AM/vCIO Operation](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [HIT Knowledge Base](https://help.humanizeit.biz) - Demo Personas - [The Dispatch](https://app.managedservicesplatform.com/clients/8963/home/public/sc-e6d2ab31-6cab-47c0-a47c-a2cfeb969405) - [Streamlined QBR](https://app.managedservicesplatform.com/clients/8963/home/public/sc-f63143e0-3b3a-479e-91a4-835a18b60516) - [CISO](https://app.managedservicesplatform.com/clients/8963/home/public/sc-8365f6b2-2bf3-4ddf-a80c-1515685af50e) - [Annual Budget](https://app.managedservicesplatform.com/clients/8963/home/public/sc-b59d26eb-c3e3-43c6-94fa-3a4f4bb82432) - [About](https://www.humanizeit.biz/about) - [AI Open Letter](https://www.humanizeit.biz/ai-open-letter) - [Testimonials](https://www.humanizeit.biz/testimonials) - [Terms and Conditions](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) - [Security | SOC2](https://www.humanizeit.biz/security) [REQUEST DEMO](https://info.humanizeit.biz/humanize-it-platform-demo) ### [LOGIN](https://tool.managedservicesplatform.com/#/login) | [HELP](https://help.managedservicesplatform.com/)  **[![UNICORNS ARE REAL](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3)** Search Site # 5 Reasons You Lose Deals to Your Competitors By [Mark Woldman](https://blog.humanizeit.biz/new-theme-test-old/author/mark-woldman) on October 18 2019 ![](https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/5-reasons-you-lose-deals-to-your-competitors-1.jpg) **Are you struggling to sell Managed Services?** If you are struggling to sell services, don't worry, you are not alone. MSPs of all sizes are feeling the pinch when it comes to sales, so this struggle is not exclusive to you.  Factors such as increases in competition, frugal clients, poor product positioning, diminishing referrals and lack of overall strategy, cumulatively contribute to a continual decline in sales. Leads are at an all time low and the cost of generating leads is at an all time high. In light of this, it is more important than ever to utilize ways to set yourself apart from the crowd, secure your role as an industry expert and thus, gain credibility from existing and future clients. *[![5 keys to generate, qualify and close more sales](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/68ced621-5c88-405a-8497-509ae4dfdc69.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/68ced621-5c88-405a-8497-509ae4dfdc69)* With referrals being fewer, and certainly further in between, it is increasingly harder to grow your business with any sort of consistency. And, SMBs are bombarded with sales and marketing messages from IT companies every day, making it increasingly difficult for you to land meetings with qualified companies. This makes it imperative that you find a way to stand out from the competition and find a way to convert leads into clients. If you look like the current IT provider or, just like every other MSP out there, with similar service offerings, you are virtually giving the prospect a reason to buy on price.  If you want to put an end to the dreaded [‘Lead-Proposal-Closed Lost’ cycle](https://www.managedservicesplatform.com/it-sales) you will need to become more effective at creating the vision of a higher value experience and demonstrate you have the ability to deliver that experience. **Does this sound like you?** "We'll be just fine once we find a way to get in front of more prospects." While this sounds logical, nothing could be further from the truth. Even referrals do not have the high close ratios which we came to expect for so long. And, leads generated by your own efforts are much more skeptical, with the industry average close ratio well below 30%. Because of this you must have a strategy and a process that sets you up for success.   ### [DIFFERENTIATE YOURSELF FROM YOUR COMPETITION AND](https://www.managedservicesplatform.com/consultative-sales-quickstarter-pack) ### [BECOME SALES READY IN 30 DAYS](https://www.managedservicesplatform.com/consultative-sales-quickstarter-pack)   [IT Sales Person](https://blog.humanizeit.biz/new-theme-test-old/tag/it-sales-person), [IT Sales](https://blog.humanizeit.biz/new-theme-test-old/tag/it-sales), [MSP](https://blog.humanizeit.biz/new-theme-test-old/tag/msp), [IT Consultative Sales](https://blog.humanizeit.biz/new-theme-test-old/tag/it-consultative-sales), [Win New Clients](https://blog.humanizeit.biz/new-theme-test-old/tag/win-new-clients) ##### Like it? Share it: [Twitter](https://twitter.com/intent/tweet?url=https://blog.humanizeit.biz/new-theme-test-old/5-reasons-you-lose-deals-to-your-competitors) [LinkedIn](https://www.linkedin.com/shareArticle?mini=true&url=https://blog.humanizeit.biz/new-theme-test-old/5-reasons-you-lose-deals-to-your-competitors) [Facebook](https://www.facebook.com/sharer/sharer.php?u=https://blog.humanizeit.biz/new-theme-test-old/5-reasons-you-lose-deals-to-your-competitors) #### Submit a comment ### You may also like [What does EOS have to do with becoming a Cloud Service Provider](https://blog.humanizeit.biz/new-theme-test-old/what-eos-have-to-do-with-becoming-a-cloud-service-provider) ##### [What does EOS have to do with becoming a Cloud Service Provider](https://blog.humanizeit.biz/new-theme-test-old/what-eos-have-to-do-with-becoming-a-cloud-service-provider) 25 July, 2019 I'm talking to you today because I've been getting a lot of questions about why I've been so focused on EOSTM (Entrepren... [Read this article](https://blog.humanizeit.biz/new-theme-test-old/what-eos-have-to-do-with-becoming-a-cloud-service-provider) [Twitter](https://twitter.com/intent/tweet?url=https://blog.humanizeit.biz/new-theme-test-old/what-eos-have-to-do-with-becoming-a-cloud-service-provider) [LinkedIn](https://www.linkedin.com/shareArticle?mini=true&url=https://blog.humanizeit.biz/new-theme-test-old/what-eos-have-to-do-with-becoming-a-cloud-service-provider) [Facebook](https://www.facebook.com/sharer/sharer.php?u=https://blog.humanizeit.biz/new-theme-test-old/what-eos-have-to-do-with-becoming-a-cloud-service-provider) [7 Smart Tips to Maximize Your Continuum Help Desk Partnership](https://blog.humanizeit.biz/new-theme-test-old/7-smart-tips-to-maximize-your-continuum-help-desk-partnership) ##### [7 Smart Tips to Maximize Your Continuum Help Desk Partnership](https://blog.humanizeit.biz/new-theme-test-old/7-smart-tips-to-maximize-your-continuum-help-desk-partnership) 18 September, 2019 After my business grew from a break/fix it tech provider to a full fledged MSP, it was clear that I needed to offer 24/7... [Read this article](https://blog.humanizeit.biz/new-theme-test-old/7-smart-tips-to-maximize-your-continuum-help-desk-partnership) [Twitter](https://twitter.com/intent/tweet?url=https://blog.humanizeit.biz/new-theme-test-old/7-smart-tips-to-maximize-your-continuum-help-desk-partnership) [LinkedIn](https://www.linkedin.com/shareArticle?mini=true&url=https://blog.humanizeit.biz/new-theme-test-old/7-smart-tips-to-maximize-your-continuum-help-desk-partnership) [Facebook](https://www.facebook.com/sharer/sharer.php?u=https://blog.humanizeit.biz/new-theme-test-old/7-smart-tips-to-maximize-your-continuum-help-desk-partnership) [Accelerate Your Growth with the new features just released](https://blog.humanizeit.biz/new-theme-test-old/accelerate-your-growth-with-the-new-features-just-released) ##### [Accelerate Your Growth with the new features just released](https://blog.humanizeit.biz/new-theme-test-old/accelerate-your-growth-with-the-new-features-just-released) 18 October, 2019 I am happy to introduce the sets of software features, updated templates, expert guide content and super specific progra... [Read this article](https://blog.humanizeit.biz/new-theme-test-old/accelerate-your-growth-with-the-new-features-just-released) [Twitter](https://twitter.com/intent/tweet?url=https://blog.humanizeit.biz/new-theme-test-old/accelerate-your-growth-with-the-new-features-just-released) [LinkedIn](https://www.linkedin.com/shareArticle?mini=true&url=https://blog.humanizeit.biz/new-theme-test-old/accelerate-your-growth-with-the-new-features-just-released) [Facebook](https://www.facebook.com/sharer/sharer.php?u=https://blog.humanizeit.biz/new-theme-test-old/accelerate-your-growth-with-the-new-features-just-released) [![Humanize IT powered by msp](https://www.managedservicesplatform.com/hubfs/Humanize%20IT%20powered%20by%20msp.png)](https://blog.humanizeit.biz/) [**#UNICORNSAREREAL**](https://www.managedservicesplatform.com/unicorns-are-real) **![SOC 2](https://www.managedservicesplatform.com/hubfs/SOC%202.png)**     [facebook-square](https://www.facebook.com/humanizeit) [twitter](https://twitter.com/MSPlatformIT) [linkedin-in](https://www.linkedin.com/company/humanizeit/) [youtube](https://www.youtube.com/humanizeit) © 2026 Humanize IT - [Pricing](https://www.humanizeit.biz/pricing) - [Education](https://www.humanizeit.biz/events) - Humanize IT Podcast - [Youtube](https://www.youtube.com/playlist?list=PLDUiMI4qjlJGa1zA1pwy6-avqM8D3I4OE) - [Spotify](https://open.spotify.com/show/3HRZBruDAP9oyVnloUHABO) - [Apple](https://podcasts.apple.com/us/podcast/humanize-it/id1511560088) - [2024 Weekly Schedule](https://www.humanizeit.biz/events) - On-Demand Webinars - [3 Award-Winning Technologies to Evolve your MSP](https://info.humanizeit.biz/3-award-winning-technologies-to-evolve-your-msp) - [Compliance for Engineers](https://info.humanizeit.biz/compliance-for-engineers) - [Pentesting and Profits](https://info.humanizeit.biz/pentesting-and-profits) - [Your Website is Rubbish](https://info.humanizeit.biz/webinar-your-website-is-rubbish) - [Youtube Webinar Playlist](https://youtube.com/playlist?list=PLDUiMI4qjlJFkYjXQSPwCtmAnK1hFogHR) - [Automate All Your QBRs](https://info.humanizeit.biz/automate-all-your-qbrs) - Free Tools - [Asset Recycling Program](https://www.humanizeit.biz/eol) - [IT Warranty Lookup (Beta)](https://warranty.humanizeit.biz) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Meeting Maker](https://meeting-maker.humanizeit.biz/) - [Resources](https://www.humanizeit.biz/expand-existing-clients-resources) - [Coaching](https://www.humanizeit.biz/coaching) - [Expand Existing Clients](https://www.humanizeit.biz/expand-existing-clients-resources) - [Win New Clients](https://www.humanizeit.biz/win-new-clients-resources) - [Structure AM/vCIO Operation](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [HIT Knowledge Base](https://help.humanizeit.biz) - Demo Personas - [The Dispatch](https://app.managedservicesplatform.com/clients/8963/home/public/sc-e6d2ab31-6cab-47c0-a47c-a2cfeb969405) - [Streamlined QBR](https://app.managedservicesplatform.com/clients/8963/home/public/sc-f63143e0-3b3a-479e-91a4-835a18b60516) - [CISO](https://app.managedservicesplatform.com/clients/8963/home/public/sc-8365f6b2-2bf3-4ddf-a80c-1515685af50e) - [Annual Budget](https://app.managedservicesplatform.com/clients/8963/home/public/sc-b59d26eb-c3e3-43c6-94fa-3a4f4bb82432) - [About](https://www.humanizeit.biz/about) - [AI Open Letter](https://www.humanizeit.biz/ai-open-letter) - [Testimonials](https://www.humanizeit.biz/testimonials) - [Terms and Conditions](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) - [Security | SOC2](https://www.humanizeit.biz/security) ##### PRODUCT - [IT CRM](https://www.managedservicesplatform.com/it-crm) - [IT Sales](https://www.managedservicesplatform.com/it-sales) - [Pricing](https://www.managedservicesplatform.com/pricing) ##### QBR TOOLKIT - [QBR Discussion Points Checklist](https://info.humanizeit.biz/qbr-discussion-points-checklist) - [2 Questions for QBRs](https://info.humanizeit.biz/hit-2-questions-for-qbr) - [QBR: FREE Infrastructure Assessment (PDF)](https://info.humanizeit.biz.com/qbr-infrastructure-assessment) - [QBR: FREE IT Services Assessment (PDF)](https://info.humanizeit.biz/qbr-it-services-assessment) - [QBR: FREE NIST Cyber Security Overview (PDF)](https://info.humanizeit.biz/qbr-nist-cyber-security-overview) - [QBR: FREE Strategic Business Review (PDF)](https://info.humanizeit.biz/qbr-strategic-business-review) - [FREE Annual Strategic Report (PDF)](https://info.humanizeit.biz/qbr-annual-strategic-report) - [QBR Time Calculator](https://info.humanizeit.biz/qbr-time-calculator)   ##### RESOURCES - [Coaching](https://www.managedservicesplatform.com/coaching-managed-services-platform) - [Peer Groups](https://www.managedservicesplatform.com/peer-groups) - [Upcoming Events](https://www.managedservicesplatform.com/upcoming-member-events) - [QBR Toolkit](https://www.managedservicesplatform.com/qbr)   ##### Best of the Podcast - [Mastering Operational Leadership](https://youtu.be/Qq6BMZt9TLw) - [The Singularity of Hope: A New Perspective on AI](https://youtu.be/2rv-tl5pAKw) - [Mastering Operational Leadership for MSPs](https://youtu.be/UZw0NW2jYGw) - [Why Don't MSPs Market Themselves](https://youtu.be/vWgNNCZ9apQ)