Have you invested in a MSP marketing and sales enablement software? Then, here are a few MSP marketing and sales best practices that you need to follow to avoid scaring off your hot leads when you get them on phone. There are a lot of successful MSPs in the MSP Advantage program that follow these MSP Marketing and sales best practices.
The Mindmatrix team has put together a list of do’s and don’ts using example managed services providers named “Bad Brad” and “Good Gus”, and how they are communicating with warm prospects and upselling customers.
- Bad Brad: Brad explains to his prospect that he is using a MSP marketing software that can track all website visits and can see that one particular prospect has been browsing his cloud services page often. He then proceeds to use his sales pitch on cloud services on the prospect.
Good Gus: We provide a ton of great services, but our cloud services in particular are extremely useful for companies like yourself.
Explanation: Gus reviews the contact’s activity in the MSP marketing software and concludes that this prospect may have a need for cloud services. Instead of mentioning that he can see the contacts activity, he brings it up casually and describes how a lot of other small business find value in have cloud services. - Bad Brad: When you fill out a form on our website or social post you will be added to a MSP marketing drip and also notifies my company to follow up with this contact.
Good Gus: I see that you have filled out a form on my website. I wanted to follow up and see what your needs are and how our managed services could provide value to your company.
Explanation: No one wants to be bombarded with marketing emails. So, when Bad Brad talks about a MSP marketing drip, he tends to scare his leads away. Good Gus, on the other hand, focuses on the lead’s action and their needs, which will elicit a positive response from them. - Bad Brad: Brad begins the first call by listing all of the services that his managed services company offers without listening to what the prospect/upselling customers’ needs are.
Good Gus: Gus uses active listening skills to determine what the client’s needs are, then educates the client on services that would provide them with the best service.
Explanation: Rule #1 in MSP marketing–It is not about YOU, make it about your prospects. Your leads don’t want an exhaustive list of what you sell, what they really want is, a service that can truly be of use to them. So, focus on what they really need and cut out the rest of the noise. - Bad Brad: The reason for my call is, you have reached a score of 300 or higher in our MSP marketing software. Each contact in the system receives a score and will be added to a sales playbook for follow up.
Good Gus: Hello, I’m Gus with [insert company name], I’m calling to see if there might be IT challenges you are facing, maybe in the area of [insert specific service] that is distracting you from your everyday business?
Explanation: Your leads don’t care what their lead score is..heck, they probably don’t even know what is a lead score! If you want their attention, just keep it simple and tell them how you can help them resolve their business challenges. - Bad Brad: Brad was asked if his email come through a marketing server and explained: “Yes I send emails through a marketing server, so bounces do not affect my sender score or blacklist my email address”.
Good Gus: Yes, our marketing emails do come through a marketing server. This is a MSP marketing best practice and allows us to safely reach and educate customers like yourself.
Explanation: Bad Brad sounds like a spammer. Good Gus sounds like someone who cares about his customers. Who would you rather do business with
Remember, investing in a good MSP marketing and sales software in only the start. You need to be able to say the right things, at the right time, in the right way to your prospects. (Not sure how? Check out The MSP Advantage Program. As the most comprehensive MSP sales and marketing program, apart from MSP marketing and sales enablement software, it offers ready-to-use, sales and marketing content, so you know what to say, when to say and how to say it to the prospect.