An MSP company that fulfills needs of clients will keep them around. The place to start is in sales–marketing specifically. Legitimate leads that score well often seek resolution for issues affecting business. The quicker you identify their need and offer a solution, the greater your likelihood of conversion. Following are assessment techniques to facilitate as much:
Carefully Research Target Prospects
Your MSP company needs to know to whom it is marketing. What are their common pain points? What sort of services have they gone with in the past? What works for them, what doesn’t work for them? What works for you? At what threshold does their status as a client cease to render profit for your MSP?
The more questions like this you answer, the more targeted outreach becomes. Once you’ve narrowed it down, you should carefully research all potential clients, becoming better informed as to potential needs going forward. Also, learn lessons from existing clients of a similar kind.
Build a Comfortable Atmosphere for Prospects
When things are comfortable, it becomes easier for clients to open up about core issues and give you a better idea not only of how you can help, but how you should help, and where. Don’t be too pressuring, seek to build relationships. Good clients stick around through the long-term.
Pay Attention to Their Questions, Ask Your Own, Be Honest, Divvy Up Issues
They’re going to ask questions. The root of the questions is the issue they’re looking to overcome— their pain point. Ask your own to confirm this, and exercise honesty in all interactions with clientele. This builds trust and comfort.
To properly assess prospects, your MSP company should honestly answer questions and ask your own, separate out issues for individual focus in a comfortable atmosphere informed by deep research of potential clients. This sort of approach should yield a more swift and accurate assessment, initiating the increased conversion.