An MSP sales funnel works like a top-down tornado. Prospects enter the “funnel” at the top and slowly spiral down until they are a converted client. Certainly, the faster a tornado spins, the more powerful it is. It’s similar in terms of your sales funnel–except instead of “faster”, substitute “effective content marketing”. Following are techniques to help you maximize the effectiveness of your sales funnel:
- Lead generation and growth focus are integral
- Drip marketing and nurture: don’t be forgotten
- Sell through value, and upsell when the time is right
Lead Generation and Growth Focus are Integral
You should focus your MSP sales on growth, as well as lead generation. The two go hand in hand. If you’ve got an exceptional sales funnel but you’re not conducting effective outreach, you’re not going to generate leads necessary for you to see conversions. Having content geared at directing clientele down the sales funnel to conversion is great, but it’s useless if no one is entering the funnel. It’s like a dust devil, as opposed to a tornado. You need to strengthen that dust devil with the “debris” of lead generation.
Drip Marketing and Nurture: Don’t Be Forgotten
Once you’ve acquired leads one way or another, you need to keep them engaged. There are a number of ways to do this, notably, email marketing campaigns. But don’t limit yourself to one mode of outreach. Phone calls, text messages, and snail mail are additionally viable when properly used.
Sell Through Value, and Upsell When the Time is Right
Don’t force sales through pressure. Instead, sell using value, and upsell or pressurize when the time’s right. This establishes trust and will likely facilitate long-term use of your company from the right clients.
Take lead generation, growth, maintenance of captured leads, and value-selling into account so you can strengthen and improve your sales funnel. Have strong MSP sales strategies for the conversion process in mind, and maximize them through these techniques.