Making the Most of Your Business: Follow-Up on MSP Leads
Your sales staff is searching for MSP leads. It is an important part of sales to find leads, but it needs to go past that stage for your company to realize sales. With the right strategies, your sales employees are better equipped to turn leads into actual sales numbers. An organized approach is a tested method to successfully follow-up on your sales leads.
Make Follow-Up Happen
One of the biggest mistakes MSPs make when working in sales is that they leave follow-up to chance. This is not the attitude that gets large sales contracts. You need your staff doing more to turn leads into sales.
Using a set schedule is a great way to promote follow-up. This strategy puts the focus on follow-up. You need to show your staff how important making those follow-up meetings and phones calls truly are to your business. By setting up metrics, like a schedule, you are able to promote, track, and enforce follow-up quotas.
With a clear schedule, you can also track successful follow-up processes. It also gives you the information you need to make effective changes. These allow your sales processes to evolve into the best they can be for your prospective clients. For best results, be sure to track all methods of follow-up communication, the timing, and whether the communication was received. It is also relevant to keep track of the where the lead is currently in your sales funnel.
When developing your follow-up schedule, make sure to address timing issues. The best times to call, email, or utilize other follow-up avenues are pretty easy to track. Your staff members make the best use of their time when they reach out at a time where prospective clients are available and receptive to communication.
Not only is timing during the day important, but it is also critical to have set timelines for other follow-ups. Timelines for schedule follow-ups will vary depending on the type of MSP leads you generate and your own business practices. For many companies, it is worthwhile to have one last long-term contact point. This helps address your prospects changing needs but doesn’t waste a great deal of your employees’ time.
Don’t Stick to One Method of Conversation
Different prospects are going to react to different communication methods in a variety of ways. It is important that your sales staff recognize this, and use different ways to reach out for follow-up. Email is a very common way to communicate, but it is losing effectiveness. With all your competition sending emails, many prospects won’t even open your email. It is time to adjust your tactics a bit. Engage prospective customers through different avenues. Text, Facebook, Twitter, and other online platforms are around to help you reach out for follow-up conversations.
Help your staff make the most of their MSP leads. By planning, scheduling, and tracking follow-ups, you ensure the right work is being done. Software solutions to track your follow-up increase your effectiveness.
About our Contributor
Nathan Rizzo is Vice President of Rx Technology providing Technology Construction and IT Support with Headquarters in San Antonio, Texas. Nathan served as the Director of Business Development before spearheading the Managed Service Provider team in San Antonio which has turned Rx Technology into one of the premier IT Service firms in San Antonio that provides state-of-the-art cyber security in San Antonio and Texas.
Nathan received his M.B.A. in 2009 from the University of Dallas. Prior to joining Rx Technology, Nathan worked as a managed it services specialist in San Antonio delivering a wide range of offerings for litigation and internal investigations, in addition to government and regulatory requests. He has also been a partner in an interactive web marketing firm.