As a service provider running your own firm, much of your time is spent running the business. Finding new leads and turning them into clients is something you probably have precious little time to focus on. Given that, the worst thing that can happen is that the leads you find go to the competition or just disappear. We’ve got three things you can do to get a better handle on what your leads are looking for, and how you can create the optimal response to each one. This week we look at element#1: a complete prospect view.

1. 360-degree view – You may know you have leads, but what do you know about each of them? They don’t all need or want the same thing, they aren’t all in the same place in the sales cycle, and they may all differ in their level of understanding of what managed services are comprised of. How can you approach each lead when you really don’t know what they need?

New software technology allows you to have what is called a 360-degree view of each lead. The technology tracks and studies lead behavior across various touch points where a lead has experienced some contact with your messaging, such as landing pages, social media, and your website. That means you can know what attracted a particular lead and allows you to contact them with a message that is relevant to their interests. For instance, if one lead spent time on your site reviewing only data security information and downloaded an e-guide on the subject, your first contact with them can focus directly on your data security services. This insight lets you understand leads better and sell faster.

That was element #1. Come back next week and learn what’s the secret element #2!