Managed service providers (MSPs) are always competing against each other to gain new customers, so understanding the art of sales prospecting can become a valuable IT marketing tool. Sales prospecting happens whenever a sales rep contacts a potential client in the hope of creating a long-term relationship with that customer. Understanding the various sales strategies can help you expand your consumer base and reach a whole new set of customers. Here are a few ways that you can gain new clients through the process of sales prospecting:
Understand Your Targets
The first way to become a successful IT provider is to understand the consumer base and the best ways to reach them. Understanding your potential clients will enable you to create a sales pitch that is specifically for each client, which is much more effective than using a general sales pitch for everyone. One of the best ways to create a buyer’s persona is through the use of demographics and behavioral data. The more time you take in creating a buyer’s persona will make it much easier to reach new clients since you are able to target their specific IT needs.
The next step in sales prospecting is always to remain patient. Rushing a contact into a sales transaction can lead to dire results. They may become overwhelmed and decide that partnering with an IT provider is not the best solution for their company. On the other hand, being calm and patient will enable the potential client to understand your services and why choosing an MSP offers many benefits in today’s workplace.
Offer A Free Product
Another key IT marketing technique is to offer a free product whenever you are initially meeting with a contact. These free items can range from new software or even a risk-free trial of the latest virus protection. Offering free items will enable you to build up interest in your services and can help them from being reluctant to use your product. Ultimately, these free items can give them a preview of your services and can make them decide to partner with your company or to choose another IT provider.
Always Be Friendly
Being friendly to potential clients can have a significant impact on future relations. It is the foundation of any partnership. In other words, treat them with the utmost respect and always place a high priority on their relationship. For example, if they send you an email or leave a voice message, always return their message and look for potential solutions that can help them solve any of their IT issues. Having an upbeat and positive tone will create a strong connection that is both beneficial to you and the contact, which can lead to a long-lasting relationship.
It is essential always to track the results with each potential customer and see which sales tactics work the best. Over time, you will be able to identify a clear pattern and will know the best sales pitches to use for each particular client. For example, some clients may be more interested in cloud technology while another contact may be interested in cybersecurity. Continually adapting your methods will ensure that you will continue to attract new customers.
Finally, understanding sales prospecting is a key IT marketing technique in today’s workplace. Being able to reach a wide variety of clients will enable your business to continue to grow and will give you an edge over other MSPs. Continually using these techniques will help you to become an IT provider that can help companies large and small reach their fullest potential.