Your MSP company isn’t going to make any sales with some haphazard random-calling strategy. You’ve got to sit down, establish a strategy, and implement it. You’ll have to optimize it as necessary; some strategies will work better than others. Additionally, you need to identify instances of possible high sales and concentrate energies that direction.
An Organized Sales-Prospecting Campaign
For example, this coming month has two days that could be especially amenable to your MSP in terms of sales: Black Friday and Cyber Monday. Your selling strategy shouldn’t be geared directly at these dates, per se; rather, you want to aim at companies who will need your services when these selling holidays hit. True, you have an increased propensity to do business at your own offices during these times, but there’s a much higher likelihood that your clients will be doing increased business, and will need your support.
Now, this is just one example of a strategic approach to selling. You know there’s an area of concentrated sales coming, you prepare for it, you market that direction, and you reap the benefits. Such a campaign will include several strategic features for highest success:
List desired and likely prospects
Your MSP company needs to put together a list of prospects you’d like to see converted to your products and services. You certainly want your top ten prospective clients to be at the top of your list, but don’t forget to list likely prospects as well. If you can’t get one of the big-ticket, high-dollar clients, at the very least you can maintain successful forward operations through a smaller bunch. So prioritize the high-yield prospects, but don’t forget those you’re more likely to close with, though they may not be such a big “win” in terms of ultimate income. Also, don’t stretch yourself too thin. There’s a balancing act you need to employ here.
Plan proposed contacts ahead
Don’t just pick up the phone and dial: plan ahead. Figure out client schedules. Figure out client needs. Figure out proclivities and preferences. Once you have this information you’ll be able to determine the best possible time to contact clients and increase your chances of conversion. Think of it like rehearsing a speech before giving it. Sure, some people have an impromptu skill which allows them to extemporaneously speak in a way that’s every bit as good as someone who has prepared. But these wunderkinds are a minority of the population, like some “gunslinger” salesman who can acquire sales by raising an eyebrow at a prospect is more of a legend than a reality. They say luck is where preparation meets opportunity. So prepare for your opportunities.
Be creative with marketing strategies
Remember Apple’s “Think Different” campaign? It worked, didn’t it? Now you can’t come out and “say” that as you seek new clients; but you need to employ the core of this simple message. Visual, physical demonstrations make a lot of sense. Use conventions, use content marketing, and get your salespeople outside the box. It’s okay to plant a couple marketers at a cafe where your potential client regularly eats so they can showcase cloud solutions on their mobile devices in a natural way, and maybe drop off a business card. You get the idea. Be creative. If something doesn’t work, try something else— there’s a little trial and error involved, but you’ll likely have more success through uniqueness than you will through static, predictable campaigns.
Much of what defines successful sales strategy is wrapped up in persistence. The more persistent you are, the more likely you are to close a sale. Now don’t be annoying or obnoxious, but do contact potential clients a minimum of five times spaced out at strategically chosen intervals.
An MSP company that employs strategy before chasing after clients is much more likely to see success in their marketing. If you carefully plan ahead, you will see lucrative conversions.