When you are running your own IT business as an MSP, you have a lot on your plate. You have customers to attend to, your day-to-day business activities to perform and of course, you need to look for new customers to help grow your business. While most MSPs are great with the first 2 tasks, the 3rd one is often a challenge. This blog discusses 3 things you can do to get your lead’s attention.
Understand them
To be able to capture your lead’s attention, you need to understand what interests them in the first place. You need to know their challenges, needs, and key motivators so you can present them with something that interests them. A marketing automation software that gives you a 360-degree lead view–meaning, in-depth insight into your lead’s activities such as website visits, email opens, links clicked, etc.will help you figure out what they are most interested in and pitch accordingly. For example, if someone signs up for your webinar on the benefits of the cloud, it means, they are more interested in cloud services than others and you can use this knowledge to push content related to cloud computing towards them.
Add a personal touch
Now that you know what interests your prospects, it is time to talk to them about it. But, how do you cut above the noise that exits in your market already? How can you make that great first impression? Personalized communication is the answer. Countless studies have shown that personalized marketing messages are better received than generic ones. By customizing your marketing approach and messaging to suit your prospect, you can stand out in a crowd and capture their interest sooner. A marketing automation software with a powerful personalization engine can automatically tailor your messages for each prospect, helping you make that awesome first impression!
Stay in touch
So, now you know your prospect well and you have reached out to them and made a great first impression with personalized messaging. What next? The next step is to continue staying in touch, and have a conversation with them so they think of you when it is decision-making time. Lead nurturing email campaigns are a great way to make this happen. Such campaigns are educational, so they keep the prospects interested in what you have to say and at the same time, work to keep your brand fresh in the minds of your prospects. An example of such campaigns would be day-zero alerts or informative emails that you can send to your prospects, which tells them what they need to do to stay safe from potential malware threats.
Understanding your prospect’s needs, adding a personalized touch to your communication with them and staying in touch with them consistently are 3 sure ways to get your lead’s attention. You can do all of that easily with the Mindmatrix’s MSP Advantage Program. Mindmatrix provides a complete marketing and sales enablement solution for Managed IT Services Providers and other Hi-Tech channel partners including VARs, integrators, consultants, and ISVs helping them sell more. Through its MSP-IT Advantage Program, Mindmatrix works with hundreds of MSPs, integrators, and VARs to make their marketing easy and effective. The MSP Advantage Program lets MSPs focus on what they do best: Managing Services by offering them all the tools, strategies, content, and marketing and sales support they need to pursue and close leads effectively.