The IT world is always changing and one of the best tips for an MSP business is to contact companies through a sales technique known as “warm calling.” Warm calling is when a business offers services to a company that would be a good fit and is similar to previous clients. As you know, clients share similar traits and an MSP can contact new clients that have similar needs to their current customer base. Over time, you will be able to readily identify new clients and use warm calling techniques to further your consumer base. Here are some additional tips that can help you reach new customers through the sales practice of warm calling:
1. Identify Potential Clients
The first step of warm calling is the ability to identify potential customers who would be a good fit for your company. These clients have similar needs to your current customer base and are typically much easier to sell to because you have already identified their specific needs. Understanding your consumer base will help you identify potential good fits. Over time, you will be able to look for certain characteristics and traits that make the process of gaining new clients even more effective.
2. Fully Evaluate Potential Clients
Preparation plays a key role in the success of warm calling. An MSP business that takes time to research on a company will experience a much higher success rate than other businesses that do not put in the necessary time and effort. It is typically a good idea to know the number of employees, the value of the company, and the potential sales target. Understanding these basics will let your clients know that you care about their business and that you put in the extra effort to personalize the sales pitch.
3. Prepare Your Sales Pitch
Do you have a sales plan? Before you contact a potential client, it is important to know what you are going to stay ahead of time. Making a list of talking points and notes about the company can help you stay on track without getting distracted or forgetting important details. For example, you can talk about the different services that you offer, and ways in which they can have a direct impact on your client’s business.
4. Keep It Short
Typically, it is a good idea to limit the phone calls to five minutes or less. If the conversation is going well, you may continue but do not overload your potential client with too much information. The first phone call is considered as the opening, and there will be follow up phone calls that relate to more detailed plans. Instead of having a long phone conversation, you can simply send the extra information via email. If the potential client does not answer the phone, it is a good idea to leave a short voicemail message describing your services, and the reasons why you think they will be a good fit for your company.
5. Follow Up Email
Writing emails is often overlooked but it can make a big difference in gaining customers. Always follow up a phone conversation with an email that provides additional details while also thanking them for their time. The use of emails is a great way to keep touch, while also increasing the visibility of your company. On the other hand, managed service providers that do not take the time to write an email can be forgotten quickly thus missing a potentially lucrative business relationship. Personalizing each e-mail significantly increases the chances of getting a response. It can also make a client to prefer you as their IT provider.
The use of warm calling can be an effective sales technique for your MSP business. Whether you have been in business for years or just started, the use of warm calling can help you reach new customers and steadily grow your company. Understanding the various steps to warm calling will enable you to be more effective and efficient. Over time, your company will experience the many benefits of warm calling and will be able to grow your consumer base significantly.