Your MSP business needs to do everything possible to ensure clientele stick with you. One long-term client over 20 years who routinely delivers you $5k a month delivers $1.2 million dollars to your MSP in that time. Twenty clients who only spend $5k for a month and don’t stick with you only deliver 1/12 of that revenue. It’s better to get long-term clients than a ubiquity of clients who don’t stick around. Following are three tactics to help ensure those who choose you want to stay with you perpetually:
MSP sales will come up against issues that are hard to overcome and beyond your control. However, there are certain attitudes, habits, and strategies of your sellers which you can control and statistically increase your rate of conversion over time.
The following are several things clients dislike that you should teach your sellers to carefully avoid:
MSP sales strategies need to incorporate emails that are personalized based on prospect importance as well as category. You don’t want to send out a bunch of form emails that seem like— and in reality, are— spam. Look at your current outbound email marketing campaign and develop messages which resonate, but don’t replicate.
Bad Follow-Ups from The Same Channel
While it’s been observed that contacting leads a minimum of five times has a statistical track-record of effectiveness, if you do it in the same way through the exact same channel, that’s downright irritating. Call them. Send an email. Contact them via SMS on social media. Arrange a meeting at a conference. Send a care package. Contact prospects at least five times, but don’t do it the same way. Be unique, be creative, and do not be annoying.
Treating Clients Like Friends Rather Than Partners
Your clients know you’re not their friend and they’re not yours. If you’re always acting all “buddy-buddy”, that’s got a synthetic sleaze to it that isn’t likely to do you any favors in the long run. Instead, treat clients with deft professionalism. You call the shots in your domain and allow them to call the shots in theirs. Let them introduce you to management, don’t be demanding. Play it as professional as possible. Converted clients are partners, so treat them accordingly.
MSP sales which strives to please clients and avoid all irritating activity is more likely to be successful in such endeavors. Consider your existing strategies and excise any of them which are obtrusive or annoying.