Advertising today is a loud business. Everything, from print media and online commercials to roadside billboards, bombards people with pleas to buy certain products. How can you hope to rise above the din of the crowd to stand out and make a name for your managed service providing business? Effective MSP marketing relies on a few key principles that make your brand viable on a stage that is more competitive and fast-paced than ever. Working within some established frameworks offers a surprising amount of success. Are you ready to take your MSP to the next level?
The Sales Lead Funnel
Through a classic approach to increasing sales, using the Sales Lead Funnel continues to provide a quick, understandable, and executable method of increasing sales. The setup is simple. Your company offers effective, diverse marketing materials to help generate sales leads. Through a process of generating interest, setting up meetings, or answering questions, it is your job as a managed service provider to convert an interest in your company into a monetary success.
The sales funnel traditionally relies on an inside sales team to create business for your company. In today’s dynamic, tech-driven markets, lead generation takes a lot more than just a few simple meetings and phone calls.
Today’s Marketing Needs
Parts of the Sales Lead Funnel have stayed relatively the same over the course of the last half-century. Though, there are other parts that have been quick to change to fit the needs of today’s business landscape. Most notably, the first step, that of the marketing materials themselves, has changed drastically.
Given the evolution and importance of technology over the past several decades, MSP marketing now requires a different approach. Finding potential clients means that you have to pursue future customers in new ways. Most interested parties no longer have their first interaction with your brand through print media or traditional advertisements. They experience your company through the web. Maintaining a strong web presence is the quickest way to generate leads.
Think of your company website for a moment. Does it have a good landing page or pages? Effective landing pages can help in converting a visitor into a customer. Unlike home pages, landing pages on your website offer a focused message. Home pages can suffer from too much information or an overwhelming amount of options, especially for visitors. So, instead of putting all your efforts into the home page, start focusing more on the landing page.
After you’ve turned the visitor into a lead, offer more introductory content as a kind of “thank you.” Lead into a detailed white paper about a specific need your managed services can fulfill. Share a letter of introduction or video explaining your mission statement and what sets you apart. Build content organically to give a more well-rounded version of your company.
Offer online surveys to separate qualified leads from those with just a passing interest. By determining a number of characteristics about a visitor, including financial capacity and authority, you can help determine which potential clients to focus on and those with which you can follow up at a later time.
Marketing your business can be tough in today’s markets. If you’re in the competitive world of managed service providers, your job is especially hard. Utilizing methodologies from the Sales Lead Funnel can put you on the right track. More importantly, in order to meet today’s unique challenges, you need to create an effective MSP marketing plan. A good marketing strategy for your company can mean the difference between success and getting lost in the crowd.