As all MSP business sales people know, it’s hard to get your prospects to move on to the next stage of the buyer’s journey. The age-old customer replies of being too busy, not needing the service or not ready to negotiate are three of the hardest hurdles to conquer. Once you develop an enthusiastic attitude to deal with the most common problems posed by your prospects, you can create strategies to build qualifying sales.
Most Common Prospecting Problems to Overcome
One of the most common prospecting issues that businesses face is becoming discouraged when things don’t go right. Successful prospectors refuse to let customer comments or failed prospects dampen their enthusiasm, but rather focus on finding the next sale. They have the attitude to keep going and move their marketing plan forward. Successful prospecting requires you to re-engage your leads, even when they voice objections to your sale’s questions.
Today, customers can educate themselves on MSP business options through online research, social media comments and blog posts. With this knowledge, they can decide which business to ignore because it doesn’t meet their needs. They can also decide when they’re ready to buy without communicating with you at all. Since your prospects have more knowledge available to them, you need to build their level of confidence in you.
When engaging with your prospects, don’t get discouraged by negative responses. The initial reaction of many prospects is unfriendly because you’re interrupting their day. They brush you off or give unfriendly responses. It’s natural to get discouraged by this but if you can begin an optimistic conversation, most prospects become receptive to what you have to say.
Actionable Prospecting for Breakthrough Sales
The most important thing to do for finding people who can and will purchase your services is to develop a prospecting process. Your process should include the following qualities:
- Compelling – Develop a process that is compelling to your leads and motivates them to engage with you. Compelling prospecting urges prospects to share what they need from your services and defines what you can do for them.
- Trustworthy – Create a trustworthy prospecting plan that doesn’t offer false expectations, but relies on actual services that you offer. This prevents losing your prospects further down the line.
- Qualifying Leads – Focus your prospecting on learning about your leads and what they need. There’s no point in chasing leads that don’t need your services. One way to learn about what your target audience needs is through social media comments, demographics and surveys.
- Getting the Word Out – Brand building is an intricate part of the prospecting process. You can get the word out about your brand by writing relevant content for your own blog and guest blogs, as well as white papers, e-books, podcasts and webinars. Also, engage your target audience on social media by remaining active and updating posts regularly.
- Competitive -Take a look around and see what your competition is doing to generate qualified prospects. If their tactics are successful, do what they do.
A Motivated and Enthusiastic Prospecting Plan
Effective prospecting relies on your optimism, enthusiasm, and focus. Whether you’re cold calling, sending emails, networking, writing blog posts or answering questions, your enthusiastic attitude can inspire prospects to take the next step. Your actions, words, tone of voice, and language should exude confidence that gets your audience excited about your business.
Generating leads also depends on your perseverance, determination, and hard work. Always think about one more call you can make or one more blog post you can write to engage with your prospects before the end of the day. Focus all your energy on your enthusiastic attitude and actions. Try to overcome the rejections and think about becoming a more efficient prospector, getting the highest return on your prospecting time.
Consider your prospecting process as a way of life that remains relentless and unstoppable, keeping your pipeline full of qualified prospects. Follow a balanced approach, using a combination of techniques for building a prospect pipeline. Your enthusiasm and motivation will rub off on your prospects, building their confidence and trust in your MSP business.