--- title: Why MSPs are not closing business enough description: Pro­viding a great ser­vice? With the right price, a spot-on mar­ket­ing cam­paign, but new deals aren’t being closed. Why? A good offer may not be enough. image: https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/why-msps-are-not-closing-business-enough-2.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 # Why MSPs are not closing business enough By [Mark Woldman](https://blog.humanizeit.biz/new-theme-test/author/mark-woldman) on August 5 2019 ![](https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/why-msps-are-not-closing-business-enough-2.jpg) You pro­vide a great ser­vice, the price is right, your mar­ket­ing cam­paign is spot-on, yet very few deals are actu­ally clos­ing? Does this sound like your com­pany? Sadly, a good offer often times isn’t enough to win a client over. Some­times a lower level com­peti­tor gets the busi­ness. Why? Bet­ter sales tech­niques. In order to go from con­tact to con­tract, you need to be one step ahead of your com­peti­tors, espe­cially as it relates to sales processes and tech­niques. Fol­low­ing are some help­ful tips that will help you close the sale faster – and eas­ier – than ever:   ### [Differentiate yourself from your competition and become sales ready in 30 days](https://www.managedservicesplatform.com/consultative-sales-quickstarter-pack)   ### Cre­ate a fool proof meet­ing agenda As a rule of thumb, busi­ness meet­ings with your prospects must be as effi­cient as pos­si­ble. Not only does that help you present your­self as a pro­fes­sional, but it also sig­nif­i­cantly reduces the time it takes to close the sale. On the other hand, a dis­or­ga­nized meet­ing sends a very pow­er­ful mes­sage that you are not prop­erly pre­pared. To make sure you’re show­ing off your com­pany in the best way pos­si­ble, have the meet­ing planned out from start to end, leav­ing noth­ing to chance.   ### Go over the impor­tant stuff early in the process Per­haps one of the worst moments in a sales job is when after months of com­mu­ni­ca­tion, you sud­denly real­ize that you’re just not the right fit for the deal. As a result, you never close the sale, and all the time and resources you’ve spent go down the drain. To pre­vent this from hap­pen­ing to you, ask the impor­tant ques­tions early in the process. This will ensure that you’re not wast­ing your time on a client that will never actu­ally close the sale.   ### Pro­vide more than is expected from you After you’ve gained the ini­tial inter­est from a poten­tial client, you need to cre­ate a good image – and fast. A pop­u­lar sales tech­nique involves going beyond the expected, and sur­pris­ing the client in a good way. The ways of achiev­ing this range from free gifts and tokens of appre­ci­a­tion to infor­ma­tive emails that could in some way help the client in their busi­ness. All of this will attract their atten­tion, and make you more appeal­ing than the competitors.   ### Go beyond a “yes” In many cases when try­ing to close a sale, you will get a ver­bal agree­ment, while the actual con­tract never gets signed. It’s impor­tant to make the phase between ver­bal and writ­ten agree­ment as short as pos­si­ble. The longer your prospect stalls, the higher are the chances they’ll change their minds or find one of your com­peti­tors to be more suited for their needs. Let your poten­tial clients know that you are seri­ous about the deal, and that you expect the same from them. To actu­ally close the sale, you have to be atten­tive and meet the client’s needs. Using the sales tech­niques out­lined above might be just the thing that “clicks” and makes your next prospect choose you over your com­peti­tors. In order to improve your chances of clos­ing each deal, make sure you man­age each and every deal per your stages in your sales cycle. This cru­cial step will min­i­mize the time spent on bad deals and shorten your sale scy­cle on qual­i­fied deals. Need more help? [Let the team show you how to win more deals via bet­ter meet­ings and stronger qual­i­fy­ing techniques](https://www.managedservicesplatform.com/meetings/mspl/introduction-call).   [![Close more deals with a predictable and repeatable sales process](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/6de13a02-fd92-4cef-a2fa-6c118d6e7097.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/6de13a02-fd92-4cef-a2fa-6c118d6e7097) [IT Sales Person](https://blog.humanizeit.biz/new-theme-test/tag/it-sales-person), [IT Sales](https://blog.humanizeit.biz/new-theme-test/tag/it-sales), [IT Consultative Sales](https://blog.humanizeit.biz/new-theme-test/tag/it-consultative-sales) ##### Like it? 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