Looking to make your MSP sales and marketing process more effective? In this post, we discuss 6 ways in which you can transform your average MSP sales and marketing process into a highly effective one in 6 ways.
#1 Each prospect is different. Learn more about them
Imagine selling a smartphone to a teenager and a senior citizen. While you might want to put the emphasis on the processor speed to the teenager, when selling to the senior citizen, you will want to talk about ease of use, battery life, screen size, etc. So, even though the phone is the same, you will talk about features that are most relevant to your prospect. That is what successful selling is all about–differentiation. Positioning your MSP business and services differently from your competitors and treating every customer differently will help you succeed. In order to do that, you must have relevant information about your prospects. You need to know what the prospect is actually looking for and what exactly their pain points are. Next, you need to help them understand your value proposition really well so they believe you can resolve their pain points. Once that happens, you will be able to connect your product to the prospect’s story and suddenly you’re really driving revenue like never before.
#2 Not all prospects are ready to buy. Identify them.
Did you know that, at any given point of time, around 50% of qualified leads are not ready to purchase immediately.These figures mean two things for you. (1) You need to adopt a different sales strategy towards that 50% which is not ready for an immediate purchase. (2) You should be prioritizing your efforts on leads that are closer to making the purchase. However, you will be able to do this only when you know who’s who. You need to know hich lead is ready to buy and needs to be contacted immediately, and which needs time warming up to the idea of connecting with you.
#3 Today, sales is all about building a relationship. Create lasting relationships with prospects.
Research says that, on average, loyal customers are worth up to 10 times as much as their first purchase. It is called “lifetime customer value.” But, how do you get a customer to be loyal to you? The answer lies in building a great relationship with them. To be a successful MSP business today, you need to focus on building value-adding, mutually beneficial relationships with your prospects. How to build these relationships? Through personalized marketing and sales communication.
#4 If you really want to sell, sell value not product.
If you want to boost your sales and close leads faster, you need to add value to your prospects. As such, prospects today have a lot of choices when it comes to making a purchase. As good as this may seem, making a decision and picking the right alternative can become quite overwhelming for people. You can add value to the prospect at this stage by helping them make an informed choice that will resolve their pain-points.
#5 Have a guided sales process in place
A challenge for all MSPs is what to say to prospects, how to position their offering so it matches prospect requirements exactly and when to contact them. Invest in a MSP marketing program that gives you a scalable, repeatable, guided sales process–somewhat like a manual that tells you what to say, how to say it and when to say it to your prospects..
#6 Your prospects are everywhere. Are you there too?
Selling involves reaching out to prospects no matter where they are, and prospects now interact with sellers across multiple touchpoints, thanks to mobile and the internet. This makes it important for MSPs to be able to connect with their prospects across various channels including, print, web and social media.
Now, the big question, how to make this happen? The MSP Advantage Program has the answers. Designed especially for the busy MSP by Mindmatrix, a company with 23+ years of sales and marketing enablement experience, the MSP Advantage Program offers a unique blend of sales and marketing support, content and technology to help MSPs truly succeed. The MSP Advantage Program lets MSPs like you focus on what you do best: Providing Managed IT Services without worrying about sales and marketing, while still enabling you to attract new business. Please visit www.mspadvantageprogram.com to learn more!