The Leads Must Flow!
Like the spice of Dune, the leads of your MSP company must flow. In fact, this is called “lead flow”, which describes a process of sustainable lead development. Not just any leads will do; you want actionable ones likely to convert.
Additionally, you want to increase your leads incrementally over time. A high increase is good but may not be sustainable. A one or two percent increase–as a hypothetical–may be something your business can come to depend on. Following are tactics you can use to help facilitate better lead flow:
Outline a Well-Defined, Effective Process
First, your MSP company should always be scoring leads. They’re not created equal. You’re ideally seeking bigger fish, but if you can’t catch a whale, you can subsist on some tuna.
Determine what leads match your ideal projection for a sought customer and which leads will turn into profit even though they’re not ideal. Customer Resource Management (CRM) software can be especially effective after you’ve converted clients. It helps you manage them with peak effectiveness. However, you can use options like this to ensure leads get proper attention as well. When properly scored, you need to regularly touch base with them.
Some schools of thought believe at least five instances of contact are necessary here; though there is debate on that. Ensure you don’t use the same outreach method every time; that can get irritating to potential clients. Figure out what processes best work for your organization.
Keep Numbers on Tactics to Know What Works and Emphasize It
Keep in mind that the goalposts are always moving in terms of lead capture methods owing to technological shift and trends in areas like social media. What worked last year may not work this year.
You’ve got to use sound metrics to identify effective lead capture and management tactics in order to ensure your flow of leads is continuous and trending toward increase. Working with an agency which specializes in MSP solutions in terms of marketing outreach and lead capture can help you keep on top of this.
Avoid A Vacuum: Work with MSP Marketing Agencies, Learn from Peers
Dovetailing from that point, you may just want to establish working with outside resources from the get-go. Also, examine peers and competitors to see what methods they are using. Some will certainly apply to you; though likely, not all will. The goal here is to keep from reinventing the wheel so you know where to break new ground as necessary.
Capturing More Leads
An MSP company which works with outside agencies, monitors peers and competitors, keeps sound metrics and outlines an effective, well-designed process is more likely to facilitate sustainable lead flow. Lead flow is integral to profitability; ensure yours can be depended on.