Lead engagement is when your leads are interacting with your brand. However, lead engagement is also the #1 challenge in MSP marketing and sales. In fact, our research pointed out that 80% of MSPs have trouble keeping their leads engaged and interested in their MSP marketing messages throughout the sales cycle. Our blog this week offers a step-by-step framework that you can use to drive MSP lead engagement.

Knowing your leads is the first step to developing a successful MSP lead engagement strategy

To develop a successful MSP lead engagement strategy, you need to understand your lead personas. Who are your target customers? What are their key IT/business strengths and weaknesses? What are their main IT challenges? Answer these questions to define your target persona accurately.

Measuring your lead interest levels–Because, you want to focus on the best first!

The next step is to measure lead engagement: You can score your leads and measure their interest and engagement index based on the lead activities such as 

• Links clicked on your marketing materials
• MSP marketing email opens
• Website visits
• MSP marketing asset downloads

Start right: Create a strong partner training and onboarding process 

You need a solid MSP marketing foundation to build strong relationships with your prospects . Make sure your MSP marketing and sales messages are easy-to-understand, relevant and are truly value-adding to your target audience. Here are 3 elements that can help you take your MSP Marketing and sales campaigns to the next level

• Personalized marketing and sales messages
• Lead nurturing programs
• Relevant day zero IT alerts

Use a scalable, repeatable, successful MSP sales and marketing framework

It’s not just about telling your leads what you offer. It is also about when you say it and how you say it–meaning, you need to convey the value you can add to their IT infrastructure clearly. Use MSP marketing and sales automation tools to track your partners through every step of the their buyer’s journey so you reach out to them with the right messaging at the right time. 

Let your MSP leads know you care

It’s the little things that count–even in sales relationships. Let your prospect know you care about their business growth and are ultimately there to help them overcome their IT challenges and succeed. Don’t just talk about your MSP services, offer them information on what you bring to the table and how you add value to them.  Make it easy for your leads to reach out to you. These little things go a long way in building strong, lasting sales relationships.

And, finally, remember to keep at it..always. Lead relationships are just like any other relationship. They need to be constantly nourished to be successful.

Too busy working in your MSP-IT business to work on it? You need the MSP Advantage Program!

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!