The world of MSP sales is changing. It no longer makes sense to have a standard approach to reaching out and finding customers, as generic sales and marketing methods will not result in many successful conversions these days. As people become more savvy and aware of certain marketing techniques, they reject the hard sell and often would prefer to investigate on their own using the internet. With the improvement of this knowledge base, it is possible to find out almost anything you want, and this results in far more well-informed potential customers. And as the customer is better educated, it is time to adapt digital marketing methods to encompass a more collaborative and connected approach using inbound sales techniques.
Always Concentrate on the Buyer
Traditional MSP sales tactics had just one way of approaching potential buyers hoping to snag a few here and there. To make inbound marketing and sales a success, you need to concentrate on the buyer and tailor your sales process to their needs. Sales teams need to hold back on the blatant selling techniques they are used to and begin to help and nurture the leads instead. When you keep track of exactly where a lead is in the inbound cycle, you are more prepared to be able to help with specific issues they have at that time. There is no point concentrating all of your efforts on leads that haven’t even been qualified nor shown strong buying signals. If you can tailor your approach so that they are completely aware that you are able to help them with their specific problems, then they are more likely to continue talks with you and hopefully become a satisfied and enduring customer.
Automate the Basics
Automation can help considerably in the sales process. When a potential client first contacts your company or asks a question over the internet or on the phone, they will judge replies on speed as well as content. If you can show that your business is attentive and responsive, it gives a better impression and is more likely to turn them into a happy customer. You have to make the most of the opportunities afforded to you, and automation can do this, as sales teams are usually extremely busy. Being able to offload some of the more standard replies over email so that you can stay in contact with your customer frequently can make all the difference when it comes to converting new leads.
If you want to keep pace with modern techniques, your MSP sales methods will have to grow and adapt. If you can show your potential customers that you care about their business and are willing to spend time to alleviate their problems, the rest should take care of itself. A broad-strokes approach of hard selling no longer works, but if you take the opportunity to collaborate with your leads, then the result should be increased conversions and happier, long-lasting customers.