Many MSP owners feel disappointed after a discovery call that seemed promising, but ended with no response to their proposal. This often happens when MSPs get too technical during calls, talking about cybersecurity details like firewall configurations and compliance frameworks instead of focusing on how it impacts the business. Even worse, they take prospects’ initial responses at face value when someone says “our IT is fine” instead of probing further to uncover real issues and business consequences.
But here’s the harsh reality: even if you become an expert at discovery calls, it won’t matter if you’re only getting one call every three months instead of ten each month. Most MSPs are so focused on perfecting their sales process that they overlook the actual problem: inconsistent lead generation that leaves them with too few discovery calls to practice on.
In this blog, we will discuss how to turn silent prospects into secured clients by mastering both effective discovery calls and consistent lead generation.
The Discovery Call Challenge for MSPs
Many MSP owners experience the crushing disappointment of conducting what feels like a great discovery call, only to face MSP proposal rejection or MSP prospects ghosting. It’s a common scenario, and the brutal truth is that even if you perfect your discovery call skills, other factors can derail your efforts.
Typical Pitfalls During Discovery Calls
During these calls, it’s easy to fall into certain traps:
- Overly Technical Discussions: Speaking in jargon might seem impressive, but it often leaves prospects confused rather than convinced. Instead of showcasing expertise, it can create a disconnect.
- Missing Focus on Business Impact: Prospects care about outcomes that affect their bottom line. If you’re not addressing how your solutions impact their business goals, it’s easy to lose their interest.
The Danger of Surface Level Answers
Accepting surface-level answers without probing deeper can lead to missed opportunities. For example:
- A prospect might say they are “looking for better IT support,” but this vague statement doesn’t reveal the real pain points or business challenges they face.
- By asking targeted follow up questions, such as “What specific issues are you experiencing with your current IT support?” or “How are these issues impacting your team’s productivity?”, you can uncover deeper insights and tailor your pitch accordingly.
The Volume Game: Quantity Meets Quality
Perfecting call skills is crucial, but without a sufficient volume of discovery calls, those skills won’t translate into consistent client acquisition. Consider this:
- Lead Volume Limits Skill Improvement: If you’re not getting enough leads, you’ll have fewer opportunities to practice and refine your discovery call techniques.
- Revenue Predictability: A low volume of calls directly impacts revenue predictability. Without a steady stream of prospects to speak with, projecting future income becomes a guessing game rather than a strategic plan.
In essence, mastering the art of discovery calls involves more than just honing your conversation skills. It requires understanding common pitfalls, digging deeper into prospect needs, and ensuring a consistent flow of leads to keep the pipeline full and healthy.
Inconsistent Lead Generation: The Core Problem in MSP Sales
If you’ve ever felt the frustration of going from feast to famine when it comes to your MSP lead generation, you are not alone. Many Managed Service Providers (MSPs) find themselves so focused on perfecting their sales process that they overlook the real issue: inconsistent lead flow. It doesn’t matter if you’re only getting one call per quarter instead of ten per month. Without a steady stream of leads, even the best discovery call techniques won’t translate into consistent revenue growth.
Inconsistent Lead Flow Limits Opportunities
When your lead generation is sporadic, it directly limits the number of discovery call opportunities you have. This scarcity makes it incredibly challenging to refine your sales skills since you simply don’t get enough practice.
- Skill Development: Imagine trying to get better at playing the piano by practicing only once every few months, you’d never make significant progress. The same principle applies to MSP sales training and lead qualification.
- Revenue Predictability: A low volume of leads means your revenue is unpredictable and often results in those dreaded feast or famine cycles where you’re either overwhelmed with work or scrambling to find clients.
The Statistics Paint a Stark Picture
According to industry studies, over 60% of MSPs struggle with consistent lead generation. Even more telling is that it typically takes at least seven follow up attempts before successfully engaging a contact. This level of persistence requires a robust system; without it, many prospects fall through the cracks.
Building a Systematic Pipeline
The solution isn’t just about asking better questions or delivering smoother presentations during discovery calls. It’s about building a systematic pipeline that consistently delivers qualified prospects so you have enough discovery calls to make your revenue goals achievable.
- Systematic Approach: An effective MSP sales funnel integrates various strategies such as content marketing, LinkedIn outreach, and email campaigns to keep leads flowing steadily.
- Lead Qualification: Properly qualifying leads ensures that your discovery calls are productive and focused on potential clients who genuinely need your services.
Incorporating these elements into your strategy can transform how you approach MSP sales, providing a solid foundation for sustained growth. By addressing inconsistent lead generation, you’ll create more opportunities for skill improvement during discovery calls and establish a predictable revenue stream for your business.
To combat these challenges, consider leveraging Salesforce lead generation strategies which can significantly improve your business’s prospecting efforts. For more insights and updates on effective lead generation strategies, visit our latest news section.
Crafting Discovery Calls That Convert: Focus on Business Impact Over Technical Jargon
When you’re on IT services discovery calls, it’s easy to get swept up in the excitement of showing off your technical know how. Most MSP owners have been there, reciting a laundry list: Zero Trust, EDR vs XDR acronyms, or the latest compliance frameworks. Turns out, prospects rarely care about packet inspection or your favorite backup vendor. What they really want to know is how you’ll keep their business humming along with fewer headaches and more profit. If you’re leading with technical rambling, you’ve already lost the deal before you even get to present your proposial.
Avoiding the Tech Trap in Discovery Calls
Start every managed IT sales call by asking open ended questions about the business itself. For example: “What are your top three priorities for this quarter?” and “How does downtime affect your team’s productivity?”
When a prospect tosses out the classic “Our IT is fine,” resist the urge to nod and move on. Dig deeper with follow ups like, “If you could wave a magic wand and change one thing about your current IT setup, what would it be?” or “Have there been any recent hiccups that cost your team time and caused frustration?”
Relate every technical capability back to a tangible business outcome. Instead of touting redundant cloud backups, tie it to preventing lost payroll data that could delay paychecks.
Share relatable stories from other clients who faced similar challenges. Folks appreciate a good story almost as much as a beer.
Personalizing Questions for Real Rapport
Building rapport goes way beyond small talk about Packers games and cheese preferences (though those never hurt). The secret sauce is asking questions tailored enough that prospects feel heard but broad enough to surface their real pain points.
Consider structuring your discovery call around these areas:
- Company Background:
- “Can you walk me through how your company has grown over the past few years?”
- “Are there any big changes coming up, expansions, new hires, acquisitions?”
- Current IT Team & Tools:
- “Who handles day to day IT support now?”
- “What software or platforms do you rely on most heavily?”
- Business Impact Questions:
- “How do IT issues typically show up in your financials or customer experience?”
- “What’s the worst case scenario if something critical goes down?”
By linking technical solutions directly back to key business metrics, like uptime percentages, cost per incident, or employee satisfaction, you help prospects connect the dots. They start seeing MSP closing deals not just as another expense but as an investment in smoother operations and lower risk.
A discovery call isn’t about dazzling with jargon; it’s about exposing the hidden landmines beneath those surface level answers and showing how proactive MSP business development plugs revenue leaks before they become disasters. With every question rooted in real world business impact, you turn basic IT business meetings into foundation building sessions for long term client partnerships.
Seamlessly shifting from tech talk to meaningful dialogue sets up the next phase: qualifying prospects with purpose-driven questions that reveal whether there’s real opportunity under the hood or just another tire-kicker passing through.
Strategic Questioning Techniques for Effective Prospect Qualification in MSP Sales Calls
MSP prospect qualification separates the tire kickers from the folks who are actually ready to make a change. On every call, you’re not just looking for anyone with a pulse and a printer older than Brett Favre’s first rookie card. You want to uncover if this business truly needs your services, and whether they’re willing and able to invest. That means your questioning skills need to be sharper than a cheddar block at a Packers tailgate.
The Power of Specific Questions in MSP Prospect Meetings
Nobody likes feeling interrogated, so there’s an art to asking questions that get prospects talking without making them clam up like your Uncle Bob when the check arrives. Start with the basics, then dig deeper. Here’s how you keep the conversation productive:
Foundational Questions: Getting the Lay of the Land
- Can you tell me about your company’s primary focus and how your team is structured?
- How many employees currently rely on technology daily in their roles?
- What kind of IT support do you have today? Is it handled internally or outsourced?
- Which technology platforms and software does your business depend on most?
These openers set the stage by helping you map out where they’re at, much like figuring out which aisle has the best cheese curds before you start shopping.
Unearthing Pain Points: Moving Past Surface Level Answers
Too often prospects sugarcoat their challenges or gloss over pain points because they don’t want to admit what keeps them up at night. Your job is to gently (but persistently) probe beneath the surface. Here are targeted ways to do it:
- Hidden Frustrations: What’s been your biggest headache with IT support over the past year?
- Are there any recurring tech issues that keep popping up despite previous attempts to solve them?
- If you had a magic wand and could fix one thing about your IT right now, what would it be?
- Productivity and Security Gaps: Have there been any recent incidents where downtime or technical glitches impacted your operations or revenue?
- How confident do you feel about your current security measures protecting against data loss or cyber threats?
- Are there manual processes that seem to eat up too much staff time each week?
- Growth and Change Readiness: What changes are on the horizon for your business, new locations, product launches, expansions, that might impact your technology needs?
- When was the last time you evaluated whether your current IT setup aligns with where you want your business to go in the next two years?
Integrating Business Impact into Your Discovery
Every question should help prospects connect their day to day tech frustrations with bigger picture business outcomes. For example:
“When systems go down unexpectedly, how does that affect customer service or sales? Can you share an example from this year?”
This approach shifts attention straight from blinking servers or slow Wi-Fi (yawn) to real world impacts like missed deadlines, frustrated staff, lost sales, that make sense even if someone thinks ‘the cloud’ is just something that ruins backyard barbecues.
Building Trust with Relatable MSP Sales Techniques
“One of our other clients in manufacturing had similar trouble with remote access until we revamped their VPN setup, they saw productivity jump by eliminating their VPN from dropping connections daily.”
By blending these questioning techniques into every IT consulting sales call without sounding like a script reading robot. You’ll earn trust, uncover genuine needs, and spot red flags before wasting everyone’s time.
Next comes establishing clear expectations up front so both parties know exactly where things stand. Because nobody likes surprises except maybe finding an extra chicken nugget in their McDonalds bag.
Establishing Upfront Contracts to Set Clear Expectations for Discovery Calls with Prospects
Defining clear objectives and outcomes at the start of MSP client meetings is crucial to align expectations. When you begin a managed services consultation, it’s important to lay everything out on the table from the get go.
Upfront contracts are an excellent way to ensure both you and your prospects are on the same page. By setting clear roles, time commitments, and next steps, you create a framework that respects both parties’ time and fosters productive discovery calls.
What is an Upfront Contract?
In the context of a discovery call, an upfront contract is essentially a verbal agreement that outlines what will happen during the meeting. This includes:
- Call Duration: Specify how long the call will last. Whether it’s 30 minutes or an hour, being upfront about time helps manage expectations.
- Objectives: Clearly state what you aim to achieve by the end of the call. For example, understanding their current IT challenges or determining if there’s a fit for your services.
- Next Steps: Define what happens after the call. This could be scheduling a follow up meeting or sending over a proposal.
Using upfront contracts can drastically reduce the chances of no shows or ghosting after the meeting has taken place. It sets a professional tone and demonstrates your commitment to mutual respect and efficiency.
Benefits of Upfront Contracts
- Clarity and Focus: Both parties know exactly what to expect, which keeps the conversation focused and productive.
- Time Management: By agreeing on how long the meeting will last, you avoid running over time and ensure that all key points are covered.
- Reduced Miscommunication: With objectives outlined from the beginning, there’s less room for misunderstandings about what each party hopes to achieve.
- Professionalism: It shows that you value their time as much as yours, which can build trust right off the bat.
During your managed services consultations, start by saying something like this:
“Thanks for taking the time to speak with me today. We’ve got 30 minutes scheduled for this call. My main goal is to understand your current IT setup and identify any areas where we might be able to help improve efficiency or security. If it seems like there’s a good fit, we can discuss next steps toward working together.”
This approach ensures you’re not just talking at them but engaging in a meaningful dialogue that has structure and purpose.
When both parties understand their roles and what’s expected of them during these discovery calls, it creates an environment ripe for honest communication and effective problem-solving. It helps turn those initial conversations into solid stepping stones toward securing new clients for your MSP business.
By establishing upfront contracts in your discovery calls, you’re setting yourself up for smoother interactions, better-qualified leads, and ultimately more successful client relationships.
Building a Consistent Pipeline with Integrated Lead Generation Strategies (The MPS Approach)
Ask any seasoned MSP owner about their sales process and you’ll likely hear a familiar groan about “crickets” after sending a proposal. You can nail every discovery call, wear your best cheesehead for good luck, and still come up short if you only talk to one new prospect every blue moon. The real kicker? Most MSP disasters don’t happen because you fumbled the technical details. They happen because there just aren’t enough at-bats in the first place.
The Managed Prospecting System (MPS) takes this pain point and flips it on its head by building a dependable, repeatable pipeline that works harder than your old office printer during tax season. Here’s how the MPS approach covers your bases and keeps those discovery calls rolling in:
1. Content Domination
Custom, long form blog articles, think 2,500 words or more are crafted to speak directly to your ideal prospect’s business headaches, not just their IT setup. These pieces don’t gather dust either. Each article gets transformed into videos and bite-sized posts across LinkedIn, YouTube, Facebook, Instagram, and TikTok. This content puts your expertise front and center before you even shake hands or swap dad jokes with a potential client.
Your LinkedIn presence becomes less of a ghost town and more like the beer stand at the ball game, full of activity and good conversations. With specialized outreach campaigns targeting your exact prospect avatar, backed by B2B copywriters who actually know what an MSP does (and won’t embarrass you with cheesy puns unless you ask for them), profile optimization ensures that when prospects check you out, they see authority and approachability, not another faceless IT vendor.
Strategic email campaigns keep all that great content working overtime. Instead of cold messages that sound like they were written by a robot from Antarctica, these emails reference your latest blogs or videos and invite warm conversation around real business challenges.
This integrated strategy means prospects encounter your name and expertise everywhere they look. Authority building content draws inbound leads while outbound LinkedIn messages and emails land in inboxes already pre-warmed by helpful insights. Your discovery calls shift from rare opportunities to regular fixtures on your calendar giving you plenty of practice so those “crickets” start turning into clients who stick around longer than a Wisconsin winter.
Leveraging Content Marketing to Fuel Discovery Calls in Managed Services Sales
Content marketing for MSPs is not just about showcasing your expertise. It’s about generating discovery calls and ensuring your email inbox isn’t silent. If you want managed services sales that resonate, content marketing needs to become as integral to your sales process as the reliable backup battery for your client’s servers.
However, it’s crucial to understand that not all marketing strategies will yield positive results. For instance, some common pitfalls in MSP marketing such as over-relying on BNI and Google Ads can lead to disappointing outcomes.
Three Steps to Content That Drives IT Services Consultation Calls
1. Crafting Long Form Blogs for Your Prospect Avatar
Start by envisioning your ideal client, perhaps it’s that local manufacturer who still believes “cloud” is merely a weather term. Write in-depth blogs addressing their most pressing pain points, like how ransomware could cost them more than their last cheese curds order or why remote monitoring isn’t just for big city companies. Aim for long-form pieces (around 2,500 words or more) filled with valuable insights, so when prospects search for solutions, they find you faster than a Friday fish fry fills up.
2. Repurposing for Maximum Exposure
One blog post can be transformed into a week’s worth of LinkedIn posts, quick hit videos addressing common IT headaches, maybe even a meme or two about printer mishaps (because let’s be honest, printers are often the bane of tech life). Each format reaches prospects where they spend their time online and keeps your name fresh in their minds without resorting to cold calls.
By targeting keywords such as MSP content marketing, technology services sales, and computer services sales, those blog articles aren’t just brochures, they’re digital magnets attracting leads around the clock. High ranking blogs position you in front of decision makers right when they’re seeking answers, making it significantly easier to secure discovery calls rather than chasing down lukewarm referrals.
“The best MSP salespeople aren’t the ones who talk the fastest, they’re the ones whose expertise shows up on page one before they ever pick up the phone.”
With this strategy, every piece of content acts as an open door for new prospects seeking credible IT services sales training or their next trusted advisor. Blogs facilitate conversations so discovery calls start halfway to “yes,” not stuck explaining what managed services even means.
It’s time to let that content do some heavy lifting and keep those discovery calls flowing smoother than a pint of Spotted Cow at the end of a long week. To further enhance your content marketing efforts, consider exploring additional resources such as those provided by Carnegie Higher Ed which offer valuable insights into effective content strategies.
Align with Vertical Specific Needs
Understanding the unique needs of different industries allows MSPs to tailor their outreach effectively. By addressing sector specific challenges such as regulatory compliance in healthcare or data security in finance, you demonstrate a deeper understanding of their world.
Example: When reaching out to a financial firm, highlight how your services ensure data integrity and compliance with financial regulations rather than just talking about general cybersecurity measures.
By integrating these strategies into your LinkedIn outreach efforts, which may include utilizing a professional LinkedIn B2B lead generation service, you not only increase the likelihood of securing appointments but also build a reputation as a knowledgeable and reliable MSP partner who truly understands and addresses client needs.
Conclusion: Stop Practicing on Crickets, Start Filling Your Calendar
Let’s get right to it. Many MSP owners know the gut punch of a silent inbox after sending out what you thought was a spot on proposal. You hop off a discovery call thinking, “Well hey, that went smoother than shaving this morning,” only to be met with deafening silence. It’s tempting to blame your pitch, your deck, or maybe even your webcam angle. Truth is, the real villain isn’t your call skills, it’s your lead pipeline.
Why More Discovery Calls Beat Better Discovery Calls
Here’s some straight talk: You can master every sales framework out there and still wind up talking to yourself if your lead flow looks like The North Pole, cold and empty. Most MSPs are stuck in the classic feast or famine cycle, where one month you’re scrambling for time and the next you’re staring at your phone, hoping it’ll ring just so you can justify all those fancy sales books gathering dust on your shelf.
Common pipeline killers include:
If you’re only landing one or two discovery calls every quarter, even the world’s smoothest pitch won’t move the revenue needle. What actually delivers MSP revenue growth isn’t just asking better questions or learning new sales tricks. It’s stacking the odds in your favor by making sure you have enough shots at bat.
What Actually Moves the Needle: A Consistent Pipeline
An integrated system does more than pad your calendar. With multiple channels working together, content marketing pulling inbound leads, LinkedIn outreach expanding your network, email campaigns keeping you top of mind, you transform from being just another MSP waiting for luck to a business owner confidently steering growth.
The Managed Prospecting System approach doesn’t just get you in front of more people; it pre-sells your expertise before you ever say hello. When prospects see your content everywhere, from page one of Google to their LinkedIn feed, they walk into discovery calls already expecting value, not a jargon dump about EDR versus XDR.
Here’s what separates those who thrive from those still chasing cold leads:
- Consistent Lead Flow: You always have new conversations starting, not just waiting for leftovers.
- Better Practice: With more discovery calls per month, you refine what works much faster (and avoid rusty “crickets” syndrome).
- Revenue Predictability: No more crossing fingers each quarter; now there’s real data behind your forecasts.
“If you’re tired of perfecting discovery calls but nobody’s actually calling, it’s time for a pipeline checkup.”
Ready to Fix Your Pipeline? Take Action Now
The Real Problem: You Need More Discovery Calls, Not Better Discovery Calls
- Even perfect discovery call skills don’t matter if you’re only getting one call per quarter instead of five per month that’s a pipeline problem, not a skills problem
- Most MSPs are stuck in feast or famine lead generation relying on unpredictable referrals and inconsistent marketing that leaves their calendars empty
- Book your free 22-minute MSP Pipeline Diagnosis I’ll identify your #1 pipeline killer plus give you the immediate fix to create consistent lead flow
- Stop practicing discovery calls on the few prospects who accidentally find you start filling your calendar with qualified MSP prospects who actually want to meet
Book your free Pipeline Diagnosis: https://calendly.com/890/pipeline22
FAQs (Frequently Asked Questions)
Why do many MSP discovery calls end without follow-up despite seeming successful?
Many MSP owners face disappointment after discovery calls because they focus too much on technical details like firewall configurations and compliance frameworks rather than the business impact. Additionally, taking prospects’ initial answers at face value without digging deeper into real pain points leads to missed opportunities.
How does inconsistent lead generation affect MSP sales success?
Inconsistent, feast-or-famine lead generation limits the number of discovery calls MSPs receive, reducing opportunities to practice and improve sales skills. This inconsistency directly impacts revenue predictability and makes achieving monthly call volume targets difficult.
What is the key to crafting discovery calls that convert for MSPs?
The key is shifting focus from technical jargon to discussing business outcomes and pain points relevant to the prospect’s operations. Personalizing questions to uncover real IT challenges and their impact on business metrics helps build rapport and increases conversion rates.
Which strategic questioning techniques should MSPs use during sales calls?
MSPs should ask about the prospect’s company background, existing IT team structure, current technologies in place, and probe deeper into hidden frustrations or inefficiencies affecting productivity or security posture. This thorough qualification uncovers true needs beyond surface-level answers.
What role do upfront contracts play in MSP discovery calls?
Establishing upfront contracts sets clear objectives and expectations for discovery calls with prospects. This clarity ensures both parties understand the purpose of the meeting, leading to more focused conversations and better outcomes.
Why is focusing solely on perfecting discovery call skills insufficient for MSP growth?
Perfecting discovery call skills alone isn’t enough if MSPs only get one call per quarter instead of ten per month. Without a systematic pipeline delivering qualified prospects consistently, there’s not enough volume of calls to meet revenue goals or refine sales processes effectively.
