Your MSP sales strategy must include following up with prospective leads. In fact, many studies indicate follow-ups should happen at least five times, though it’s wise to use different means of contacting prospects with each subsequent interaction. Following are several tips to help you have more successful conversations–and even conversions–as you follow up with your tech prospects:
• Exercise creativity
• Organize using CRM tools
• Ensure you always keep your word
Your MSP sales follow-ups should have a creative veneer to them. You want to come up with a good reason to contact the prospect that is secondary to the sale. This secondary measure should have enough legitimacy that it feels like a primary reason for contact. If you get the balance right, you can naturally segue into a soft or hard sales pitch or just conversation on topics related to your products and services, which could lead the prospect into asking you for services. Just be creative about it, and you’ll likely be able to get under that “I’m not going to buy” mindset many prospects initially have.
Organize Using CRM Tools
Customer relationship management (CRM) tools are a suite of software solutions designed to help maximize relationships with customers and prospects. You need to nurture your prospects and maintain existing clients, and this needs to be done with regularity and skill. There are many excellent CRM software out there you can use to help you organize your contact patterns. You should definitely employ it.
Ensure You Always Keep Your Word
Don’t lie, don’t fib, and don’t forget. If you say you’re going to call client “X” at “X”-o’clock, then you had better call within sixty seconds of that time–right on the button is best. You are the first representative echelon of your MSP. If you don’t keep your word, prospects will see the whole MSP as flaky.
An MSP sales strategy that is conscientious and strategic about follow-up procedure has a greater chance of converting prospects. Consider your selling strategies and optimize as possible.