Recently, we hosted a webinar with Start Grow Manage packed with practical advice for MSPs looking to boost their sales performance and break out of the cycle of chasing the same, price-driven prospects. If you missed it—or want a handy summary—here’s a recap of the core tips and mindset shifts shared during the session.

Why Most MSPs Struggle with Sales

Many MSP owners come from technical backgrounds. While you excel at solving IT problems, you don’t always feel confident in sales. There’s a misconception that top salespeople are “natural-born” relationship builders. The reality? Most MSPs end up fighting over the same 3% of the market—those already actively buying and shopping on price, in a crowded “red ocean.”

But what about the quieter 97%?

The Blue Ocean Opportunity

There’s a much larger “blue ocean” of prospects who need MSP services—they just aren’t actively hunting for a provider yet. These businesses want a partner who will understand their needs and build trust over time. Engaging them takes a different, process-driven approach.

Sales is Like Dating—You Need a Process

Sales relationships aren’t one-and-done transactions. Like dating, they grow through stages:

1. Awareness
2. Trust
3. Empathy
4. Confidence
5. Distinction

Trying to skip steps rarely works—it’s about building a genuine connection that guides prospects naturally toward partnership.

The 7-Part “Prescriptive Selling” Process for MSPs

1. Conduct Research:
   Start meetings prepared. Know what matters to your prospect, especially if you focus on a niche or ideal client profile.

2. Host a Trust Meeting:
   Engage in real conversation. Share experiences and listen—make it about their needs, not your pitch.
   

3. Book a Meeting from a Meeting:
   Don’t let momentum slip. Before ending a call, schedule the next step.

4. Prepare & Present a Professional Proposal:
   Act quickly and present your proposal live for the best impact.

5. Handle Objections & Clarify Value:
   Answer questions, address hesitations, and reinforce your unique value.

6. Agree on the Next Step:
   Whatever their answer, make the next step clear—no ambiguity.

7. Follow Up & Nurture:
   Most deals are lost due to lack of follow up. Stay in touch with genuinely helpful content, not just sales asks.

How to Stay in Touch—Without Being Annoying

Your follow-up shouldn’t pester (“Are you ready to buy?”) but add value—think business tips, industry trends, and relevant resources. When you position yourself as a helpful advisor, you’ll be top-of-mind when they are ready.

When Will You See Results?

Many MSPs see results with their very first prospects after implementing these strategies. But most importantly, it’s about building a process that fills your pipeline with opportunities—today, six months from now, and beyond.

Ready to Level Up Your Sales Conversations?

Stop competing on price and start standing out in the marketplace. Want to dive deeper into these strategies? Catch the full webinar replay HERE for more real-world examples, Q&A, and actionable steps to help you build a more scalable MSP.

For Growing MSPs: Security, Efficiency, and Usability are Key

While you’re working on your sales engine, ensure your IT support is just as streamlined. LogMeIn Resolve is purpose-built to give MSPs the unified endpoint management, patching, AI automation, and remote support tools you need to deliver security and efficiency at scale.

Ready to see for yourself? Try LogMeIn Resolve free for 14 days and fuel your growth from the inside out.