Communication is the foundation of successful sales. It is not so much about the best opportunities as it is about handling opportunities in the proper manner. Let’s take a look at a few MSP marketing tips that will help your sales team make the most of their efforts:
Scope of Information Matters
Targets are looking for specific information. If they are approached with a sales pitch that does not meet their needs, they will feel as though your group is not in sync with their nuanced needs. Make use of CRM and additional tools to create client profiles. This way, you will transmit the proper information to specific clients, improve your conversion rates and make the most of your sales staff’s time.
Know Your Clients
Cold calling is no longer in vogue. Sales professionals enjoy access to all sorts of information about potential clients. Encourage your MSP marketing team to make use of social networks to glean information about prospective clients. Use every piece of information to your advantage to “warm up” the call of particularly important information that ties into your services. If you can relate your offerings to the daily work activities of your target’s department or even his personal life, converting him will prove that much easier.
Mobile for Communication
Most people have their phones accessible around the clock, so don’t discount the power of text messages to generate leads. People open texts without reservation. The same cannot be said of phone calls, e-mails and letters perceived to be junk mail. Mobile phones can be used through text, instant messages, live chat and beyond. The chance of a conversion will dramatically increase with the more communication options provided to your client.
Make Use of a CRM System
Customer relationship management (CRM) software will prove quite helpful to your sales team. CRM automates tasks like emails, activity reports, calendars and beyond. This is the solution you need to target customers with precision. CRM will provide your sales group with more time to reach out to customers, close leads and eliminate monotonous activities like data entry.
The Human Touch
Do not force your sales team to stick to a script. Though writing down highlights of the conversation will prove helpful, this information should only serve as a reminder. Your sales staff should not sound robotic. Showing one’s human side will put the prospect at ease. Encourage your sales professionals to incorporate small talk or inject some humor into the conversation.
Above all, your sales staff must listen to prospects. A sales professional who listens closely to the target will prove that much more effective at reacting in a manner that captures the target’s attention. So don’t encourage your sales team to dominate the conversation. Even if your sales team does not provide information in response that relates to the sale, recognizing the prospect’s statement will help establish a meaningful bond.
Keep It Professional
Though small talk is certainly advisable, sales professionals should not speak about matters unrelated to the company’s services at length. Always keep a professional distance and sidestep highly personal subjects as well as religion and politics. A consistently professional tone establishes a rapport with the prospect and makes them that much more inclined to pay for the services in question.
Know Your Services
Aside from researching the client, your sales team should also research its services. If the prospect has questions or concerns and your sales staff can’t address those issues, the conversation will prove quite short. Make sure your sales team knows the details of the services and they will be as confident as possible.
Don’t Lose Sight of the Objective
Your MSP marketing team certainly has enough to remember during their interactions with prospects. It is important that they keep their focus on the purpose of the call, text, email or other means of communication. They should listen in an attentive manner and frame responses in a manner relevant to the services your company offers or in a manner that allows for a segue to tout such services. In the end, a clear focus on communicating in a persuasive but friendly manner will spur a high conversion rate.