Feeling distraught after endless cold calling with no results? Well, a MSP marketing and sales enablement software can help you by directing you towards hot sales leads and enabling more conversions, faster. Generally, a MSP marketing and sales enablement platform utilizes a feature called the scoring model. This model helps you to track your leads throughout the MSP sales process so you can watch the lead progress along the buyer’s journey so you know when it’s best to make your pitch!
Here are the basics on how a scoring model works:
It is based on a set of rules that indicate which activities and events demonstrate contact interest. For example, common rules include visiting your website, opening an email or filling out a web form based on sales follow up best practices.
Each rule is given a numerical score which is applied after completion of each activity. As contacts engage more and more with your content, their score will increase, pushing them into hotter interest thresholds. These score thresholds will give you a more clear idea of which contacts are really involved with your content and who may be an opportunity for you. After spending time nurturing your contacts you will see many warm up and move into the hot interest level!
At the hot interest level, contacts have engaged with enough content on a consistent basis. This deems them a contact who may be a good opportunity for you. Keep in mind, our scoring model also includes depreciation, so that we are able to track any lead who’s engagement slows. After a range of days without activity their score will decrease, reflecting their change in interest.
Many MSPs have found the scoring model to be very effective for sales follow up by utilizing the following best practices
- Be patient! Contacts need time to be nurtured and to warm up. Be consistent with your marketing on all channels and soon enough you will see your hot contact list begin to grow!
- The medium interest level is a great time to start sending targeted campaigns speaking to the contacts direct interests such as a industry-specific content or targeted marketing material such a brochure on a service they have researched on your website. (Check out the blog on what not to say)
- Wait until a contact is high or hot to call! One opened email does not mean the contact is ready for a sales pitch.
- Once you get notified about a hot contact in your MSP marketing and sales enablement platform, call or email RIGHT away. As they say, “get ‘em while they’re hot!”
This model helps you to track your leads throughout the MSP sales process so you can pinpoint the moment when a prospect is likely to move from a lead to a conversion! Talk to a MSP marketing and sales enablement at Mindmatrix consultant about the best ways to track these movements and be sure you have your pitch perfected.