MSP sales teams are always looking to get clients into the pipe. You have many strategies to get prospects interested in learning more. Now, you need to find effective methods of educating them on what you are offering.
Why is Education So Good at Converting Clients?
Education-based marketing is a great way to turn prospective clients into customers. It focuses on building a solid relationship and makes the purchase take a seat on the sidelines. Because of this, many clients respond positively. In many cases, this relationship is what fuels the actual purchase of products or services.
Another reason many clients respond well to educational-based marketing is that it lets them make the decisions. They are able to purchase when the time is right for them. It avoids the awkward silences and high-pressure sales tactics, which tend to be off-putting to many prospective customers.
How to Educate Your Prospects Effectively
With all the hype on education-based marketing, it is something that takes effort to get right. Your educational methods won’t be an effective MSP sales technique if you aren’t sending out the right information, in the right format, and through the proper channels. Here are some considerations to ensure that your education marketing is successful:
• Figure out the right information – Your educational message must be clear and to the point. You need to also make sure that it is relevant to the prospects you are contacting. For the best results, be sure to provide the right level of detail on topics that are of interest to your prospective clients.
• Designing the right format – Like all of your marketing material, your educational packages need to look good. They should be easy to read and be branded to your company.
• Use the right channels – There are many different ways to get information to your clients. Depending on the state of your relationship, you are going to use different channels to convey this educational information. Some of your options include direct emails, drips and auto responders, and phone calls. Your sales team needs to find the right avenue for your clients.
Follow-Up and Closing
One of the most important pieces of educational marketing is to move beyond knowledge sharing. Your sales team isn’t looking just to teach; they want to convert it into a sale. To do this effectively, your message needs to have actionable items. Make sure that your information package includes a prompt to grow the relationship. You are looking to develop something that gets a response from your prospective customers.
It is also worthwhile to keep track of where your prospects are in regards to the sales pipe. Using software to track interactions, such as a customer relationship management program, helps your team gauge success. It also helps them tailor their next communication to be the most influential.
For your MSP sales to be effective, you must find ways to inform your prospective clients about the products and services your company provides.