Finding your MSP marketing leads is just the start of the sales process. In an effort to generate revenue, your sales team needs to go much further than creating leads. They need to know what to do with those leads to make sales. Follow-up strategies help your team push leads into clients. You can help your team make the most of their leads by having follow-up tips and procedures.
Don’t Leave Without a Plan
It is critical that your sales team set out the next steps that work for your client. During pitches and other meetings, establishing the expected order of things is key. From this, your sales member has a clear understanding of what is expected, and the prospect is in agreement with the next interaction.
Your staff must listen to the prospective client. If they are unable to make a purchase until the next year, any communication before that is a waste of time. It takes valuable time for your staff and also off-putting for your prospective customer. Unfortunately, some of these timelines are quite long— a tracking system helps ensure your employees remember to follow-up at the right time.
It is very easy for a salesperson to take MSP marketing leads and follow-up too aggressively. There is a line between open communication and nagging. Obviously, most clients aren’t going to be very receptive to nagging. Instead, look to have meaningful conversations with leads at regular times. If you want them to remember you, make a conversation in a positive light. Using educational pieces like articles or whitepapers gives your team an opportunity to engage prospects, but use them without nagging. These add value to your prospective clients and are generally received well.
Batch Your Communication Efforts
Time and effort are important. Use lists and batches as your resources effectively. Follow-ups can be scheduled in groups, letting your staff quickly run through a weekly list of calls or emails to send. This is not only an effective way to manage your staff members’ time, but it also helps schedule follow-up. These advantages ensure your team when making follow-up a regular task and utilize the best timing for client responsiveness.
See Your Communication
By using email tracking software, your sales staff members can get all kinds of information. You can analyze the best methods of communication, the most receptive sent times, and all other types of information. By looking at the last read time of your sent communication, your team has a way of seeing when your company is relevant. When prospects are combing through past emails, they are already thinking about your product or services. This is an opportune time for your sales team to reach out.
MSP marketing leads are just the beginning of the story in sales. Following-up, when done right, turns leads into revenue for your company. At MSP SEO Factory, we can help you realize the value of a good follow-up. Contact us today to learn more.