Is Your MSP business achieving the new sales success that you want? Most small and mid-sized companies use the hunter-farmer sales model, also known as direct marketing, to land new prospects. This outdated method actually hurts business development. Most salespeople today run away from the direct marketing strategies.
Hunting is just too time-consuming for one salesperson. It requires prospecting for clients, farming the target audience, luring in prospects and closing the deal. Very few people have the stamina and enthusiasm to be successful hunters. On the other hand, farmers build relationships with their customers. They concentrate on repeat business rather than looking for new prospects, which can stagnate business growth.
What’s the Alternative to the Hunter-Farmer Sales Method?
When it comes to sales conversions, nothing works better than people connecting with other people, building relationships that result in repeat sales. For sales success, you have to express pride in your business, be confident in your services and personally connect with your buyer. The following proactive steps can help your sale’s team bury the hunter and rise up to successful inbound marketing for your MSP business:
Know Your Target Audience
You need a clear picture of the prospects you’re targeting. You can get to know your audience by asking them questions with surveys on social media and responding to their posts. Collect and analyze the data, then focus your efforts on quality leads.
Understand Your Buyer’s Journey
To convert leads into sales, research your buyer’s journey, knowing what stage they’re in, and how you can move them along in the buying process.
Build Trust in Your Brand
Begin building mutual trust by forming a personal relationship with your prospects. By appealing to their emotions, they see you as someone they can rely on to take care of their needs. If your audience believes in what you have to offer, they’ll share your information with their contacts, which could result in more sales for you.
Provide Valuable Information
Providing valuable information to your target audience increases your authority and builds confidence in your business. If your prospects view you as an expert in the field who is willing to share helpful information with them, it gives you an edge over your competitors.
Increase Organic Growth
So, how do you provide your target audience with valuable information that leads to organic growth? The answer is all about creating content and taking advantage of today’s digital mediums that provide platforms for vast amounts of information. All this information is accessible to your audience. For B2B and B2C sales, it’s crucial to engage your buyers where they do the most research regarding their purchasing decisions: through digital technologies.
Here are the most common online marketing methods that provide value to your customers, leading to organic growth:
- Search engine optimization (SEO)
- Social media
Engage Your Audience with Innovative Content
As you tackle content creation, think about the goals of your target audience, the problems they face and what you can do to help. By providing your audience with regularly updated content, your sales will rise to the next level and you establish an authoritative online presence.
Once you develop a content marketing plan that educates your audience, they’ll contact you. The old hunter-farmer model is annoying to prospects. Replacing this archaic sales method will effectively grow your MSP business. Say goodbye to the hunter mindset by embracing innovative inbound marketing techniques.