Heroes come in all shapes and sizes just like the potential clients of an MSP company. You just cannot tell anyone apart from appearances if they are qualified or not.
It is essential in your business that you do not assume things about the prospects you interact with, and by judging them by the way they dress, their type of office, their number of employees or the place they come from is a foolish mistake you do not want to make. Take for example the scavenger but Force-sensitive Rey in the movie The Force Awakens. She was just a nobody in Jakku who is trying to survive and wait for her parents to come back for her. No one in Jakku would have thought that she is a potential Jedi and that she is a part of a grand scheme in the galaxy. Even Finn tried to help her from the thieves who want to steal BB-8 when clearly, she can take care of herself!
Rey can be any potential customer. Hence, it is vital that you should not make any generalizations before truly knowing them first. The following are ways on how to treat all your potential clients:
Potential clients do not always look “ideal”
People tend to make assumptions on first impressions and for a business, it is a lapse you cannot afford. Just because a person does not look like the ideal client you are targeting does not make them unqualified. Some business owners and top-level employees like to wear ordinary simple clothing and some people who wear nice suits are not always the decision makers of the company. Do not just dismiss your prospects and lose a potential sale for your MSP company, but instead, treat every prospect equally whether they fit the “ideal” client or not.
Do not underestimate their influence
Whether a prospect becomes a client or not, they have an influence on your marketing. They could help market your business and uplift your business reputation. They may have a large network where they could easily recommend your IT services after experiencing your good treatment. On the other hand, they could easily malign your company with a simple social media post. Your client treatment truly makes a difference.
Value their time
Time is a precious commodity to everyone. If your time is important, then invest it in things that would have long-term effects. Make your potential clients feel that they have your full attention and that you are appreciative of the time they have given you. If you think you are busy, so are your prospects.
In our modern society today, appearances can be deceiving. The ideal clients do not fit into the old mold anymore. An MSP company who still has this type of judgment on prospects needs to alter their ideals because this is one of the most common mistakes to guarantee of not making a sale. Make it a culture in your organization to always have a good and fair treatment of everyone regardless of their positions or functions. When this philosophy is practiced in the office, then it is easier and more natural for your employees to do the same for your potential clients.