Get my book THE HIGH PERFORMANCE MSP https://a.co/d/iy2Pb3Q

Get by book PROFIT BY TIME https://a.co/d/ihftXpy

In this conversation, I emphasize the importance of avoiding technical jargon in MSP proposals and instead focusing on client experience and outcomes. I discuss how getting into the weeds can undermine trust and lead to clients viewing MSPs as mere vendors rather than strategic partners. By framing services in a way that highlights the benefits to clients, MSPs can create more effective proposals that close deals more efficiently.

Takeaways

• Your proposals should not look like technical manuals.
• Separate sales calls from proposals; they serve different purposes.
• Proposals should confirm what has already been discussed.
• Frame your services through the lens of client experience.
• Avoid listing tools and technical details in proposals.
• Clients care about outcomes, not technical specifications.
• Use storytelling to convey the value of your services.
• Stop training clients to nickel and dime you.
• Build trust by focusing on outcomes rather than tools.
• Keep proposals clean, high-level, and outcome-driven.

Chapters

00:00 Intro

00:49 Sales vs. Proposal – Making the Distinction

01:43 How to Talk About Tools

03:41 Why Getting in the Weeds Hurts You

04:04 Focusing on Outcomes Over Technicalities

04:34 CPA Analogy

04:50 Doctor Analogy