Improving sales at your MSP company takes practice and persistence. When you find a prospect, perform preliminary research. Next, contact them to discuss the products or services that you can offer to enhance network performance and productivity or ways you can resolve their IT problems.
In some cases, you’ll be successful in making contact with the prospect and you’ll have an opportunity to have a discussion. However, you might not get to through to your prospective client on your initial try. Therefore, it’s best to find a way to stand out from the crowd of companies fighting for the same business. Here are some guidelines on being persistent in your sales without becoming an annoyance to potential customers:
Choose an Ideal Communication Method
When you contact a prospect about a sale, be sure to choose the right initial communication method. The choice will depend on your preference and the habits of the target customer. There are two primary options to consider: phone and email. Both options have their benefits and drawbacks or use a combination of both.
Phone calls are the traditional channel for initial contact during the sales process. They have a great impact because you’re immediately established as a human being trying to connect to another human being, not an automated machine. You can also leave a message, if necessary. Unfortunately, your call might not be answered by the right individual within the company and your message could be lost if deemed unimportant.
Emails are favorable because messages are quickly and easily received, and without the constraints of phone calls. Moreover, they allow recipients more time to consider the business proposition. An email message can be forwarded to a more relevant party or bookmarked for future reference. However, one downfall is that many prospective clients don’t have time to read most of their emails.
For the best sales results for your MSP company, consider using both methods. Combining both methods will produce better results.
Reach Out Again
If you don’t receive a response from your prospect, reach out again. Wait at least 48 hours before making a second contact attempt to avoid becoming an annoyance. When you reach out a second time, you should reposition the value of your products or services to avoid sounding robotic.
Remind the recipient of your earlier message. Mention a few things about their company and the type of assistance you can provide. Offer some suggestions on how the prospect can accomplish their goals. Conclude the correspondence with another invitation. If there is no response, wait at least 48 hours and send another follow-up message with more information.
Consider a Breakup Email
If your third message doesn’t get a response, think about sending an email to break up the correspondence you began. In simple terms, this message should let the prospect know that you have expended your best efforts in getting in touch with the company. Also, ensure that they know that you do not wish to cause a disturbance if your IT services are a poor fit.
This message is designed to remind the lead once again that you would like to have a discussion. The breakup email gets a lot of response because it inspires a sense of urgency. In most cases, prospective clients are too busy to respond, so the email serves as a type of awakening.
Connect in Other Ways
Phone calls and emails are the standard forms of communication when attempting to make sales. However, remember that the general commercial sector has experienced significant advances so it’s important not to neglect other methods of communication. Nowadays, you can get in touch with businesses through social media. Also, consider getting in touch with prospects through referrals for a long-lasting impression.
Finally, when attempting to grow sales for your MSP company, be sure to remain pleasantly persistent for the best long-term results.