Managed services marketing is competitive and transitory. It is advisable to plan in advance in order to overcome as many selling difficulties as you can. This is especially true as pertains to new clients.
Here are several tips to help you refine selling strategy to prospective customers:
Be on Time and Don’t Reschedule
Managed services marketing should be punctual. If you’ve managed to secure a meeting and the individual who secured it can’t make it, perhaps send another seller. Never keep a client waiting. Be on time, and available the day of a prospective meeting. You’re likely not going to get two chances at this. A new client who sees you as a flake likely won’t see you as a tech solution.
Do Your Homework on The Client Beforehand
You need to know what you’re getting into. What kind of business is the prospect? What kind of budget range are they likely to have available? What are their costs? How do they compare to existing clientele? If you’ve got similarly-situated clients, you can very clearly demonstrate your business’s value. Answer as many questions like these about prospects as you can.
Identify the Client’s True Problem
The client will likely have a tech issue requiring resolution. Unless they’re tech professionals themselves, they’re likely to misdiagnose it. Whether or not they do, you must identify where the true issue lies so you can describe cost-effective solutions and actually fix the issue.
Subsequent Meetings and Follow-Up
Always schedule a subsequent meeting with new clients. If you can’t get one, at the very least be sure you follow up with them at least five times.
Managed services marketing that follows up, fixes problems, understands issues, and is punctual has a greater likelihood of success. Optimize selling strategy accordingly.