B2B Sales Are Fundamental to MSP Profitability
Your MSP business will have many diverse customers, but primarily, it’s to be expected that the most profitable will almost always be Business to Business people; or the “B2B” set. Accordingly, if you’re going to get the most return on investment (ROI) as regards marketing, it’s in your best interests to calibrate such efforts around these sorts of customers.
Now consultation can come in handy to help you get the job done in the most effective way. Beyond consultation, it’s worthwhile to research B2B marketing best practices as they pertain to MSPs specifically. There are a few different things you’ll want to take into account, and this writing is brief, so we’ll cover these three tactics:
1. The Millennial Angle
Millennials are in their twenties, thirties, and early forties presently. They’re the economically relevant generation in America and the world presently. Accordingly, in terms of B2B marketing, you need to understand what their professional sensibilities are, and how to answer them. You also should understand their attitude as pertains to technology.
Somebody who is 30 years old as of this writing was born in 1990, and likely believes certain things about technology that are colored by his or her youth. Infrastructural concerns differ, as do estimates regarding cost. Also, millennials expect less “static” in technology–they expect something to work perfectly all the time with no impediments whatever. It’s important to understand this reality and answer it in your marketing to businesses run by millennials.
2. More Information Is Available–Lean Into That
In your MSP business marketing, you need to understand how available information is in the information age, and how best to “channel” the research of prospective customers. When you know where they’re coming from and why, you can answer their pain points more effectively with direct facts that are hard or impossible to refute.
It isn’t a good idea to deluge them, but it is a good idea to get a well-rounded profile based on data in place before courting a client. This helps you know what they’re looking for and assists you in answering their needs directly from the outset. Get all the information you can, and know the questions you’re going to be asked.
3. Stockholders and Non-Linear B2B Sales: Strategize Around Both
Stockholders are often beyond the millennial generation and are often wary of technology based on experience. They could “sour” your sale if you don’t take this into account. Also, B2B strategies may go further than expected or suddenly pull back. Their acquisitions are based on need and operational pressure, more than linear purchases. Keep that in mind.
Finding More Profit Through Concerted Marketing Efforts
When your MSP business markets around stockholders, non-linear sales, available information, and the millennial angle, there’s a higher likelihood for expanded conversions in B2B sales.