One of the most effective MSP marketing strategies is to turn cold leads into new clients. While this may seem like a daunting task, it can easily be accomplished with perseverance and practice. Taking the extra time to reconnect with clients can be the difference between a successful or unsuccessful lead. Without trying, you will never know if you can transform a cold lead into a new client.
Here are a few tips on how to expand your business through the art of transferring cold leads into new sales:
Prepare in Advance
The first step in reconnecting with contacts is through creating a strategy that is effective for that particular client. In other words, avoid using a generic approach. Create a unique game plan that will get the attention of your potential client. Learning about the history of the company and the services it provides can give you an advantage and it can help you connect with a client. It is also a good idea to begin preparing emails, social media posts, and other forms of communication in advance, as running out of material looks unprofessional and can lead a client to look elsewhere.
Contact Only Interested Leads
Another important concept is to contact only interested leads. If you never received a response from a contact before, it is best to move on and look for only interested contacts. Sending them an email reminding them of your services is an excellent way to break the ice and reconnect again. According to studies, people generally forget about business contacts in four months and the use of emails is an excellent way to remind them of your brand and the particular services you provide.
Write a Quality Email
One of the best MSP marketing techniques is to look over past conversations and use that information to spark an interest in your IT services. Instead of using a sales pitch, add some interesting information that will capture the interest of your contact. An excellent email is composed of three parts that consist of a catchy introduction, concise solution to a problem, and a call to action. You can also use links within the text that link back to a blog or a company website related to the subject matter. Each of these emails should be unique and personalized to fit the needs of that particular contact.
The next step is to evaluate the response of the potential client. It is always a good sign if they respond by asking for more information or visiting your website. If they are interested in your services, you can expand their interests whether it is cloud technology, data recovery, or any other IT-related services. If they do not respond to your email or act uninterested, it is best to move on and concentrate on contacts that are interested in your services.
Transition a Contact into a Client
The final stage in the process is to turn a contact into a long-term client. Once they show interest in the use of your IT services, it is a good idea to let your sales team contact them. Before you call them, it is always a good idea to keep some things in mind. For example, all calls need to be made during work hours, particularly between 10AM-3PM. It is always a good idea to speak to a potential client by using his/her first and last name and always keep the conversation positive and upbeat. These phone calls should always be a follow up from a previous email and should continue the sales process that will ultimately lead you to gain a new client.
These MSP marketing techniques can have a significant impact on your company. Being able to contact cold leads and turn them into long-term clients is an invaluable skill that will help your business expand and reach new heights. As you know, the IT field is very competitive, and the use of these resources will give you an edge over the competition and help your business reach new levels of success.