Last week we discussed the importance of reaching out to your prospects at the right time with the right message. This week, we tell you how you can do it. 

Personalization

Relevant messaging involves personalizing your communication to appeal to your recipient. Here’s how you can do that:

Personalizing based on prospect’s position in the sales cycle

Tracking your prospects activity gives you deep insight about where the prospect stands in the buying cycle. You can also determine what exactly your prospect is looking for. Tailoring your campaigns according to this information will create more value added experience for your prospect. You can personalize by both product and presentation style, depending on what appeals best to your prospect’s needs.

Personalizing at your level, the local level

You need to tailor your message to appeal to your prospects–the prospects in your market area. Being able to personalize on the local level enables you to communicate better with your prospects. Make sure you build a strong personal brand as well, so your prospects identify with you faster.

Playbooks

So, you’ve got step one, two and three covered. It seems like you’ve won half the battle. But guess what? The final frontier is where most MSPs falter.

An average MSP hardly has any time to engage in elaborate sales and marketing calls. They don’t even have the right kind of content, because they are too busy to create them. End result: most MSPs are at a loss when it comes to talking to their prospects.

What to say, how to say and when to say– these are the most common questions that haunt most MSPs.

This is where MSP sales playbooks come in handy. Playbooks are ready-to-use information kits that offer you all you need to know when making a sales call. It has all the assets bundled in–videos, whitepapers, case studies, webinar clips, e-mail drips; with clear instructions on what to use when. A good sales playbook is like an instruction manual for you- a complete package of strategy, content, and tools.

To sum it all up, the internet has spurred an evolution of sorts when it comes to buying cycles. The buyer is the one calling the shots in today’s market. The result of this power shift is forcing sellers to evolve; to adapt and match steps with this empowered buyer.

To be successful, you have to be enabled to connect with prospects at the right time with the right tools armed with a complete prospect vision at every stage. When it comes to sales, timing is everything.