Your MSP business may find itself in a position much like the nervous young man asking a lady for a date in high school. Your clients are the lady. As you progress in terms of operational effectiveness, you’ll transgress operational “adolescence” to smooth-talking profitable “adulthood”. But this can take time.
The Right Moves
If you’re going to convert clients to your products or services, you’ve got to woo them. Follow-up is key. If you get a lady’s number, you’ll tell her that she should expect a call from you in a day or two. Don’t call after three days, doing it in one day is too desperate. It’s the same with your prospective clients: there’s a balance. Consider these follow-up tips:
Follow-Up Expectations: Prepare Them to Expect You
Your MSP business needs to let prospects know that they will be contacted in the near future. You can establish a “date”, this is certainly advisable. But you don’t want to just leave things “open”.
Initiate Thank You Emails Inside 48 Hours
Once you’ve acquired information and determined a call-back time, you want to test the veracity of that information softly through an outreach attempt inside 48 hours. If you told a prospect you’d follow up with them next week, send a thank you email within 48 hours that perhaps includes a coupon or something similar.
Be Sure Follow-Up Has a Reason
Once you initiate a follow-up, do it purposefully. No lady likes being picked up for a date and then meandering around some nondescript shopping center. She’s expecting a nice restaurant or something. It’s the same with clients. When you follow up, “show them a good time”. Initiate interaction with a purpose that directly pertains to them.
Your MSP business would be well advised to follow up with prospects purposefully, send out a thank you e-mail inside 48 hours of attaining contact info, and set expectations early.